Lesson 19 ECommerce Business Structures

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Lesson 19E-Commerce Business Structures
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Overview

• Key Companies
• The Players
• Selling Security

3
High Tech in the Market

• Stocks Change in 2003
• Internet 50 9.2
• e-Business 25 8.5
• e-Consumer 25 12.5

4
e-Business 25

• BEA Systems
• Broadcom
• Check Point
• Cisco
• Corning
• Dell Computer
• DoubleClick
• EMC
• Internet Security

• JDS Uniphase
• Juniper
• Level Three
• Macromedia
• Mercury Intract
• NetIQ
• NetRatings
• Netwk Appliance
• Network Associates

• Openwave
• Oracle
• RealNetworks
• Siebel Systems
• Sun Microsystems
• Tibco Software
• Verisign

5
e-Consumer 25

• Aether System
• Amazon.com
• Ameritrade
• Cnet
• Checkfree
• E-Trade
• eBay
• Earthlink
• Expedia.com

• GSI Commerce
• Hotels.com
• Intuit
• J2 Global Comm
• Lending Tree
• Net.Bank
• Net2Phone
• Overture Services

• Priceline.com
• Charles Schwab
• SkillSoft
• Terra Networks
• United Online
• Unv Phoenix-Onin
• WebEx
• Yahoo

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The Key Players

• CEO - Chief Executive Officer
• COO - Chief Operating Officer
• CFO - Chief Finance Officer
• CTO - Chief Technology Officer
• CIO - Chief Information Officer
• CSO - Chief SecurityOfficer

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Player Roles

• CEO - The Boss bottom-line for shareholders
• COO - concerned about customer issues and sales
• CFO - Its the budget stupid
• CTO - network up-time is my game
• CIO - value added, focus on prodcutivity and
  profits

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CSO

• 200 CSOs practicing in US now
• Typically not at executive level
• Requires a skilled diplomat, negotiator, and
  motivator
• CSO face an up-hill battle dealing with company
  politics, increasing security awareness, and
  gaining commitment

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CSO Typical Tasks

• Evaluation of risk
• Counseling on security measures
• Development of security procedures
• oversight of policy and administration
• Communiucation with outside consultants and
  outsourcers

Source SC Magazine, Mar 2003, Illena Armstrong
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CFOs View of Security

• They use a different metric for security
• We are secure enough
• No department gets everything they want
• Enterprises spend 3-10 of revenues on technology
• 1-3 of expenditures go toward security

The security professional needs to get involved
in the metrics that make the CFO successful.
Source SC Magazine, Mar 2003, Ryon Packer
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Security for the Pragmatist

• Require minimal overhead and infrastructure
  change
• Interoperable across organizations, platforms,
  applications and infrastructures
• Compatible with existing and future IT
  investments
• Be simple and cost-effective to implement and
  support
• Be easy to sue for platform administrator and
  desktop end user

Source SC Magazine, Mar 2003, Steve Crawford
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Selling Security

• CSO must be able to speak to CEO, CFO, CIO in
  his/her terms
• Must be able to articulate ROT (and TCO)
• Most departments see security as an impediment
  or competitor
• Package security in terms of risk management,
  business opportunity, reduction of risk,
  bettering the business
• Link beefing up security with strategic
  objectives of organization

If you dont communicate with your user base,
you are not going to get traction. Adam Hansen
Source SC Magazine, Mar 2003, Illena Armstrong
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Summary

• Role of CSO maturing
• Real Hurdles Remain
• Marketing and salesmanship key