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Incite 3/31/2010: Attitude Is Everything

There are people who suck the air out of the room. You know them – they rarely have anything good to say. They are the ones always pointing out the problems. They are half-empty type folks. No matter what it is, it’s half-empty or even three-quarters empty. The problem is that my tendency is to be one of those people. I like to think it’s a personality thing. That I’m just wired to be cynical and that it makes me good at my job. I can point out the problems, and be somewhat constructive about how to solve them. But that’s a load of crap. For a long time I was angry and that made me cynical. But I have nothing to be angry about. Sure I’ve gotten some bad breaks, but show me a person who hasn’t had things go south at one point or another. I’m a lucky guy. My family loves me. I have a great time at work. I have great friends. One of my crosses to bear is to just remember that – every day. A good attitude is contagious. And so is a bad attitude. My first step is awareness. I make a conscious effort to be aware of the vibe folks are throwing. When I’m at a coffee shop, I’ll take a break and just try to figure out the tone of the room. I’ll focus on the folks in the room having fun, and try to feed off that. I also need to be aware when I need an attitude adjustment. Another reason I’m really lucky is that I can choose who I’m around most of the time. I don’t have to sit in meetings with Mr. Wet Blanket. And if I’m doing a client engagement with someone with the wrong attitude, I just call them out on it. What do I care? I’m there to do a job and people with a bad attitude get in my way. Most folks have to be more tactful, but that doesn’t mean you need to just take it. You are in control of your own attitude, which is contagious. Keep your attitude in a good place and those wet blankets have no choice but to dry up a little. And that’s what I’m talking about. – Mike. Photo credit: “Bad Attitude” originally uploaded by Andy Field Incite 4 U What’s that smell? Is it burnout? – Speaking of bad attitudes, one of the major contributors to a crappy outlook is burnout. This post by Dan Lohrmann deals with some of the causes and some tactics to deal with it. For me, the biggest issue is figuring out whether it’s a cyclical low, or it’s not going to get better. If it’s the former, appreciate that some days you feel like crap. Sometimes it’s a week, but it’ll pass. If it’s the latter start looking for another gig, since burnout can result from not being successful, and not having the opportunity to be successful. That doesn’t usually get better by sticking around. – MR Screw the customers, save the shareholders – Despite their best attempts to prevent disclosure, it turns out that JC Penney was ‘Company A’ in the indictment against Alberto Gonzales that didn’t work for the Bush administration. Penney fought disclosure of their name tooth and nail, claiming it would cause “confusion and alarm” and “may discourage other victims of cyber-crimes to report the criminal activity or cooperate with enforcement officials for fear of the retribution and reputational damage.” In other words, forget about the customers who might have been harmed – we care about our bottom line. Didn’t they learn anything from TJX? It isn’t like disclosure will actually lose you customers, $202 per record and all be damned. – RM Hard filters, injected – SQL injection remains a problem as the attacks are difficult to detect and can often be masked, and detection scripts can fooled by attackers gaming scanning techniques to find stealthy injection patterns. It seems like a fool’s errand, as you foil one attack and attackers just find some other syntax contortion that gets past your filter. Exploiting hard filtered SQL Injections is a great post on the difficulties of scanning SQL statements and how attackers work around defenses. It’s a little more technical, but it walks through various practical attacks, explaining the motivations behind attacks and plausible defenses. The evolution of this science is very interesting. – AL The FTC can haz your crap seal – I ranted a few weeks ago about these web security seals, and the fact they some are bad jokes – just as a number of new vendors are rolling out their own shiny seals. Sure there seems to be a lot of money in it, but promoting a web security seal as a panacea for customer data protection could get you a visit from some nice folks at the Federal Trade Commission. Except they probably aren’t that nice, as they are shutting down those programs. Especially when the vendor didn’t even test the web site – methinks that’s a no-no. Maybe I should ask ControlScan about that – as RSnake points out, they settled with the FTC on deceptive security seals. As Barnum said, there is a sucker born every minute. – MR The Google smells a bit (skip)fishy – Last week Google launched Skipfish. Even though I was on vacation I found a few minutes to download and try it out. From the Google documentation: “Skipfish is an active web application security reconnaissance tool. It prepares an interactive sitemap for the targeted site by carrying out a recursive crawl and dictionary-based probes … The final report generated by the tool is meant to serve as a foundation for professional web application security assessments.” The tool is not bad, and it was pretty fast, but I certainly did not stress test it. But the question on my mind is ‘why’? And no, not “why would I use this tool”, but why

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How Much Is Your Organization Telling Google?

Palo Alto Networks just released their latest Application Usage and Risk Report (registration required), which aggregates anonymous data from their client base to analyze Internet-based application usage among their clients. For those of you who don’t know, one of their product’s features is monitoring applications tunneling over other protocols – such as P2P file sharing over port 80 (normally used for web browsing). A ton of different applications now tunnel over ports 80 and 443 to get through corporate firewalls. The report is pretty interesting, and they sent me some data on Google that didn’t make it into the final cut. Below is a chart showing the percentage of organizations using various Google services. Note that Google Buzz is excluded, because it was too new collect a meaningful volume of data. These results are from 347 different organizations. Here are a few bits that I find particularly interesting: 86% of organizations have Google Toolbar running. You know, one of those things that tracks all your browsing. Google Analytics is up at 95% – is 5% less than I expected. Yes, another tool that lets Google track the browsing habits of all your employees. 79% allow Google Calendar. Which is no biggie unless corporate info is going up there. Same for the 81% using Google Docs. Again, these can be relatively private if configured properly, and you don’t mind Google having access. 74% use Google Desktop. The part of Desktop that hits the Internet, since Palo Alto is a gateway product that can’t detect local system activity. Now look back at my post on all the little bits Google can collect on you. I’m not saying Google is evil – I just have major concerns with any single source having access to this much information. Do you really want an unaccountable outside entity to have this much data about your organization? Share:

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FireStarter: Nasty or Not, Jericho Is Irrelevant

It seems the Jericho Forum is at it again. I’m not sure what it is, but they are hitting the PR circuit talking about their latest document, a Self-Assessment Guide. Basically this is a list of “nasty” questions end users should ask vendors to understand if their products align with the Jericho Commandments. If you go back and search on my (mostly hate) relationship with Jericho, you’ll see I’m not a fan. I thought the idea of de-perimeterization was silly when they introduced it, and almost everyone agreed with me. Obviously the perimeter was changing, but it clearly was not disappearing. Nor has it. Jericho fell from view for a while and came back in 2006 with their commandments. Most of which are patently obvious. You don’t need Jericho to tell you that the “scope and level of protection should be specific and appropriate to the asset at risk.” Do you? Thankfully Jericho is there to tell us “security mechanisms must be pervasive, simple, scalable and easy to manage.” Calling Captain Obvious. But back to this nasty questions guide, which is meant to isolate Jericho-friendly vendors. Now I get asking some technical questions of your vendors about trust models, protocol nuances, and interoperability. But shouldn’t you also ask about secure coding practices and application penetration tests? Which is a bigger risk to your environment: the lack of DRM within the system or an application that provides root to your entire virtualized datacenter? So I’ve got a couple questions for the crowd: Do you buy into this de-perimeterization stuff? Have these concepts impacted your security architecture in any way over the past ten years? What about cloud computing? I guess that is the most relevant use case for Jericho’s constructs, but they don’t mention it at all in the self-assessment guide. Would a vendor filling out the Jericho self-assessment guide sway your technology buying decision in any way? Do you even ask these kinds of questions during procurement? I guess it would be great to hear if I’m just shoveling dirt on something that is already pretty much dead. Not that I’m above that, but it’s also possible that I’m missing something. Share:

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Friday Summary: March 26, 2010

It’s been a bit of a busy week. We finished up 2 major projects and I made a quick out of town run to do a little client work. As a result, you probably noticed we were a bit light on the posting. For some silly reason we thought things might slow down after RSA. I’m writing this up on my USAirways flight but I won’t get to post it until I get back home. Despite charging the same as the other airlines, there’s no WiFi. Heck, they even stopped showing movies and the AirMall catalogs are getting a bit stale. With USAirways I feel lucky when we have little perks, like two wings and a pilot. You know you’re doing something wrong when you provide worse service at the same price as your competitors. On the upside, they now provide free beer and wine in the lounge. Assuming you can find it. In the basement. Without stairs. With the lights out. And the “Beware of Tiger” sign. Maybe Apple should start an airline. What the hell, Hooters’ pulled it off. All the flight attendants and pilots can wear those nice color coded t-shirts and jeans. The planes will be “magical” and they’ll be upgraded every 12 months so YOU HAVE TO FLY ON ONE! The security lines won’t be any shorter, but they’ll hand out water and walk around with little models of the planes to show you how wonderful they all are. Er… maybe I should just get on with the summary. And I’m sorry I missed CanSecWest and the Pwn2Own contest. I didn’t really expect someone to reveal an IE8 on Windows 7 exploit, considering its value on the unofficial market. Pretty awesome work. Since I have to write up the rest of the Summary when I get home it will be a little lighter this week, but I promise Adrian will make up for it next week. On to the Summary: Webcasts, Podcasts, Outside Writing, and Conferences Effort Will Measure Costs Of Monitoring, Managing Network Security. Database Security Metrics for the Community at Large. Security Optimism. Favorite Securosis Posts David Mortman: FireStarter: There is No Market for Security Innovation. Mike Rothman: FireStarter: There is No Market for Security Innovation. Rich nails it. Read the comments. Great discussion. Rich: Announcing NetSec Ops Quant: Network Security Metrics Suck. Let’s Fix Them. I never thought Quant would grow like this – we’re now on our third project, with two of them running concurrently. Other Securosis Posts Hello World. Meet Pwn2Own. Some DLP Metrics. Bonus Incite 3/19/2010: Don’t be LHF. Favorite Outside Posts David Mortman: Side-Channel Leaks in Web Applications. Mike Rothman: Time and Cost to Defend the Town. Security is about trade-offs. Bejtlich strikes again by presenting the discussion we have to have with senior management.. Rich: Securing Your Facebook. Threatpost with a nice place to send your friends and family for some easy to understand advice. Project Quant Posts Project Quant: Database Security – Patch. Top News and Posts Hacker exploits IE8 on Windows 7 to Win Pwn2Own. Website Security Seals Smackdown. Google releases “Skipfish”, a free web application security scanner. Busting CyberFUD. Fired CISO says his comments never put Penn’s data at risk . Sorry, if you don’t have permission, and you want to keep your job, you don’t talk. I wish it were otherwise, but that’s how the world works. Mozilla Acknowledges Critical Zero Day Flaw in Firefox. TJX Hacker Gets 20-Year Jail Sentence. Researchers Finding New Ways to Bypass Exploit Mitigations. Blog Comment of the Week Remember, for every comment selected, Securosis makes a $25 donation to Hackers for Charity. This week’s best comment goes to Jim Ivers, in response to FireStarter: There is No Market for Security Innovation. Great post and good observations. The security market is a very interesting and complex ecosystem and even companies that have an innovation that directly addresses a generally accepted problem have a difficult road. The reactive nature of security and the evolving nature of the problems to which the market responds is one level of complexity. The sheer number of vendors in the space and the confusing noise created by those numbers is another. Innovation is further dampened by the large established vendors that move to protect market share by assuring their customer base that they have known problems covered when there is evidence to the contrary. Ultimately revenue becomes the gating factor in sustaining a growing company. But buyers have a habit of taking a path of risk avoidance by placing bets on establish suites of products rather than staking professional reputation on unproven innovative ideas. Last I checked, Gartner had over 20 analysts dedicated to IT security in one niche or another, which speaks to how complex the task of evaluating and selecting IT security products can be for any organization. The odds of even the most innovative companies being heard over the noise are small, which is a shame for all concerned, as innovation serves both the customers and the vendors. Share:

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Security Innovation Redux: Missing the Forest for the Trees

There was a great level of discourse around Rich’s FireStarter on Monday: There is No Market for Security Innovation. Check out the comments to get a good feel for the polarization of folks on both sides of the discussion. There were also a number of folks who posted their own perspectives, ranging from Will Gragido at Cassandra Security, Adam Shostack on the New School blog, to the hardest working man in showbiz, Alex Hutton at Verizon Business. All these folks made a number of great points. But part of me thinks we are missing the forest for the trees here. The FireStarter was really about new markets and the fact that it’s very very hard for innovative technology to cross the chasm unless it’s explicitly mandated by a compliance regulation. I strongly believe that, and we’ve seen numerous examples over the past few years. But part of Alex’s post dragged me back to my Pragmatic philosophy, when he started talking about how “innovation” isn’t really just constrained to a new shiny widget that goes into a 19” rack (or a hypervisor). It can be new uses for stuff you already have. Or working the politics of the system a bit better internally by getting face time with business leaders. I don’t really call these tactics innovation, but I’m splitting hairs here. My point, which I tweeted, is “Regardless of innovation in security, most of the world doesn’t use they stuff they already have. IMO that is the real problem.” Again, within this echo chamber most of us have our act together, certainly relative to the rest of the world. And we are passionate about this stuff, like Charlie Miller fuzzing all sorts of stuff to find 0-day attacks, while his kids are surfing on the Macs. So we get all excited about Pwn2Own and other very advanced stuff, which may or may not ever become weaponized. We forget the rest of the world is security Neanderthal man. So part of this entire discussion about innovation seems kind of silly to me, since most of the world can’t use the tools they already have. Share:

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Hello World. Meet Pwn2Own.

I’m currently out on a client engagement, but early results over Twitter say that Internet Explorer 8 on Windows 7, Firefox on Windows 7, Safari on Mac OS X, and Safari on iPhone were all exploited within seconds in the Pwn2Own contest at the CanSecWest conference. While these exploits took the developers weeks or months to complete, that’s still a clean sweep. There is a very simple lesson in these results: If your security program relies on preventing or eliminating vulnerabilities and exploits, it is not a security program. Share:

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FireStarter: There is No Market for Security Innovation

I often hear that there is no innovation left in security. That’s complete bullshit. There is plenty of innovation in security – but more often than not there’s no market for that innovation. For anything innovative to survive (at least in terms of physical goods and software) it needs to have a market. Sometimes, as with the motion controllers of the Nintendo Wii, it disrupts an existing market by creating new value. In other cases, the innovation taps into unknown needs or desires and succeeds by creating a new market. Security is a bit of a tougher nut. As I’ve discussed before, both on this blog and in the Disruptive Innovation talk I give with Chris Hoff, security is reactive by nature. We are constantly responding to changes in the underlying processes/organizations we protect, as well as to threats evolving to find new pathways through our defenses. With very few exceptions, we rarely invest in security to reduce risks we aren’t currently observing. If it isn’t a clear, present, and noisy danger, it usually finds itself on the back burner. Innovations like firewalls and antivirus really only succeeded when the environment created conditions that showed off value in these tools. Typically that value is in stopping pain, and not every injury causes pain. Even when we are proactive, there’s only a market for the reactive. The pain must pass a threshold to justify investment, and an innovator can only survive for so long without customer investment. Innovation is by definition almost always ahead of the market, and must create its own market to some degree. This is tough enough for cool things like iPads and TiVos, but nearly impossible for something less sexy like security. I love my TiVo, but I only appreciate my firewall. As an example, let’s take DLP. By bringing content analysis into the game, DLP became one of the most innovative, if not the most innovative, data security technologies we’ve seen. Yet 5+ years in, after multiple acquisitions by major vendors, we’re still only talking about a $150M market. Why? DLP didn’t keep your website up, didn’t keep the CEO browsing ESPN during March Madness, and didn’t keep email spam-free. It addresses a problem most people couldn’t see without DLP a DLP tool! Only when it started assisting with compliance (not that it was required) did the market start growing. Another example? How many of you encrypted laptops before you had to start reporting lost laptops as a data breach? On the vendor side, real innovation is a pain in the ass. It’s your pot of gold, but only after years of slogging it out (usually). Sometimes you get the timing right and experience a quick exit, but more often than not you either have to glom onto an existing market (where you’re fighting for your life against competitors that really shouldn’t be your competitors), or you find patient investors who will give you the years you need to build a new market. Everyone else dies. Some examples? PureWire wasn’t the first to market (ScanSafe was) and didn’t get the biggest buyout (ScanSafe again), but they timed it right and were in and out before they had to slog. Fidelis is forced to compete in the DLP market, although the bulk of their value is in managing a different (but related) threat. 7+ years in and they are just now starting to break out of that bubble. Core Security has spent 7 years building a market- something only possible with patient investors. Rumor is Palo Alto has some serious firewall and IPS capabilities, but rather than battling Cisco/Checkpoint, they are creating an ancillary market (application control) and then working on the cross-sell. Most of you don’t buy innovative security products. After paying off your maintenance and licens renewals, and picking up a few widgets to help with compliance, there isn’t a lot of budget left. You tend to only look for innovation when your existing tools are failing so badly that you can’t keep the business running. That’s why it looks like there’s no security innovation – it’s simply ahead of market demand, and without a market it’s hard to survive. Unless we put together a charity fund or those academics get off their asses and work on something practical, we lack the necessary incubators to keep innovation alive until you’re ready to buy it. So the question is… how can we inspire and sustain innovation when there’s no market for it? Or should we? When does innovation make sense? What innovation are we willing to spend on when there’s no market? When and how should we become early adopters? Share:

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Some DLP Metrics

One of our readers, Jon Damratoski, is putting together a DLP program and asked me for some ideas on metrics to track the effectiveness of his deployment. By ‘ask’, I mean he sent me a great list of starting metrics that I completely failed to improve on. Jon is looking for some feedback and suggestions, and agreed to let me post these. Here’s his list: Number of people/business groups contacted about incidents – tie in somehow with user awareness training. Remediation metrics to show trend results in reducing incidents – at start of DLP we had X events, after talking to people for 30 days about incidents we now have Y events. Trend analysis over 3, 6, & 9 month periods to show how the number of events has reduced as remediation efforts kick in. Reduction in the average severity of an event per user, business group, etc. Trend: number of broken business policies. Trend: number of incidents related to automated business practices (automated emails). Trend: number of incidents that generated automatic email. Trend: number of incidents that were generated from service accounts – (emails, batch files, etc.) I thought this was a great start, and I’ve seen similar metrics on the dashboards of many of the DLP products. The only one I have to add to Jon’s list is: Average number of incidents per user. Anyone have other suggestions? Share:

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Announcing NetSec Ops Quant: Network Security Metrics Suck. Let’s Fix Them.

The lack of credible and relevant network security metrics has been a thorn in my side for years. We don’t know how to define success. We don’t know how to communicate value. And ultimately, we don’t even know what we should be tracking operationally to show improvement (or failure) in our network security activities. But we in the echo chamber seem to be happier bitching about this, or flaming each other on mailing lists, than focusing on finding a solution. Some folks have tried to drive towards a set of metrics that make sense, but I can say most of the attempts are way too academic and also cost too much to collect to be usable in everyday practice. Not to mention that most of our daily activities aren’t even included in the models. Not to pick on them too much, but I think these issues are highlighted in the way the Center for Internet Security has scoped out network security metrics. Basically, they didn’t. They have metrics on Incident Management, Vulnerability Management, Patch Management, Configuration Change Management, Application Security, and Financial Metrics. So the guy managing the network security devices doesn’t count? Again, I know CIS is working towards a lot of other stuff, but the reality is the majority of security spending is targeted at the network and endpoint domains, and there are no good metrics for those. So let’s fix it. Today, we are kicking off the next in our series of Quant projects. This one is called Network Security Operations Quant, and we aim to build a process map and underlying cost model for how organizations manage their network security devices. The project’s formal objective and scope are: The objective of Network Security Operations Quant is to develop a cost model for monitoring and managing network security devices that accurately reflects the associated financial and resource costs. Secondarily, we also want to: Build the model in a manner that supports use as an operational efficiency model to help organizations optimize their network security monitoring and management processes, and compare costs of different options. Heavily engage the community and produce an open model with wide support and credibility, using the Totally Transparent Research process. Advance the state of IT metrics, particularly operational security metrics. We are grateful to our friends at SecureWorks, who are funding this primary research effort. As with all our quant processes, our methodology is: Establish the high level process map via our own research. Use a broad survey to validate and identify gaps in the process map. Define a set of subprocesses for each high-level process. Build metrics for each subprocess. Assemble the metrics into a model which can be used to track operational improvement. From a scoping standpoint, we are going to deal with 5 different network security processes: Monitoring firewalls Monitoring IDS/IPS Monitoring server devices Managing firewalls Managing IDS/IPS Yes, we know network security is bigger than just these 5 functions, but we can’t boil the ocean. There is a lot of other stuff we’ll model out using the Quant process over the next year, but this should be a good start. Put up or shut up We can’t do this alone. So we are asking for your help. First off, we are going to put together a “panel” of organizations to serve as the basis for our initial primary research. That means we’ll be either doing site visits or detailed phone interviews to understand how you undertake network security processes. We’ll also need the folks on the panel to shoot holes in our process maps before they are posted for public feedback. We are looking for about a dozen organizations from a number of different verticals and company sizes (large enterprise to mid-market). As with all our research, there will be no direct attribution to your organization. We are happy to sign NDAs and the like. If you are interested in participating, please send me an email directly at mrothman (at) securosis . com. Once the initial process maps are posted, we will post a survey to find out whether you actually do the steps we identify. We’ll also want your feedback on the process via posts that describe each step in the process. Everyone has an opportunity to participate and we hope you will take us up on it. This is possibly the coolest research project I’ve personally been involved with and I’m really excited to get moving on it. We look forward to your participation, so we finally can get on the same page, and figure out how to measure how we “network security plumbers” do our business. Share:

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Bonus Incite 3/19/2010: Don’t be LHF

I got a little motivated this AM (it might have something to do with blowing off this afternoon to watch NCAA tourney games) and decided to double up on the Incite this week. I read Adrian’s Friday Summary intro this and it kind of bothered me. Mostly because I don’t know the answers either, and I find questions that I can’t answer cause me stress and angst. Maybe it’s because I like to be a know-it-all and it sucks when your own limitations smack you upside the head. Anyhow, what do we do about this whole information sharing culture we’ve created – and more importantly, how do we make sure the next generation is protected from the new age scam artists who prey on over-sharers? I came across this coverage from RSA of Hugh Thompson’s interviews of Craigslist and the Woz. Both Newmark and Wozniak believe education is the answer. Truth be told, I have mixed feelings. I know the futility of widespread education because you can’t possibly keep up with the attackers, not within a mass market context. Yet my plan is still to use education as one of a few tactics that I’ll use to keep my kids (and the Boss) safe online. The reality is that because my kids will be trained on how to recognize fraud and what not to do online, they will be ahead of 95% of the other folks out there. And remember, most attackers prey on the lowest hanging fruit. As long as my kids aren’t that, I think things will work out OK. But I also maintain pretty tight controls on the machines they use and the network they connect to. As they get more sophisticated, so will the defenses. I’ll implement a kids’ browsing network, and segment out my business machines and sensitive data). I already lock down their devices so they can’t install software (unless I know about it). At some point, they’ll get their own machines and I’ll centralize the file storage (both for backup and oversight), so I can easily rebuild their machines every couple months. And we’ve got a lot of controls to protect our finances as well. We check the credit cards frequently (to ensure unauthorized transactions get caught quickly) and have a home incident response plan in the event one of my devices does get pwned. Of course, that doesn’t answer the question of how to solve the macro problem, but honestly I’m not sure we can. Fraud has been happening since the beginning of time, and it’s a bit crazy to think we could stop it entirely. But I can work my ass off to minimize the impact of the bad guys on my own situation, which is a pretty good objective – both at home and at work. Have a great weekend. – Mike. Photo credit: “that low-hanging fruit they keep talking about in meetings” originally uploaded by travelskerricks Bonus Incite 4 U Getting screwed by the back channel – I read a recent post from the security career counselors (Mike Murray and Lee Kushner) and it got my goat a bit. The post was about how to deal with negative references, and I’m sensitive to this. I’ve been in a situation where a former boss sent a torpedo through my engine room as I had a new job lined up and closed. It was during a back channel conversation so I had no recourse (even though there was a non-disparagement clause in my exit agreement). Mike and Lee suggest first assembling a list of positive references that can offset a negative reference, as well as being candid with your prospective employer about the issues. This is great advice, since that’s exactly how I dealt with the situation. I did my own backchannel work and got folks inside the company to talk about me (on deep background), as well as confronting the situation head on. It worked out for me, but everyone needs to have contingency plans for everything, and a negative reference is certainly one of them. – MR Isn’t UTM a hopping market? – From all the market share projections and growth numbers, the UTM (unified threat management) market is growing like gangbusters. Yet you see companies like Symantec (a few years ago) and McAfee (who recently shut down their SnapGear offering) getting out of the business. The reality is there are multiple market segments in network security and they require different solutions. UTM can be applicable to large enterprises, but they don’t buy combined solutions. They evaluate the products on a function-by-function basis. So they will compare the UTM-based IPS to the stand-alone IPS and so on, before they decide whether to embrace an integrated solution. Whereas the mid-market wants a toaster to make their problems go away. So hats off to McAfee for deciding they didn’t have a competitive offering or leveraged path to market, and getting out of the business. One of the hardest things to do is kill a product, no matter how competitive it is. Strong companies need to kill things, or they become overpopulated and operate sub-optimally. – MR Stupid is as stupid does – I recently watched Forrest Gump again, and it’s a treasure trove of little saying that really apply to our daily existence. We are security professionals, which mean we should understand risks and act accordingly. How can you tell your internal users to do something if you don’t do it yourself? I guess you can, but come back into the shop after having your own machine pwned and see how much credibility you have left. So when I see the inevitable reports from security conferences about how stupid our own professionals are, it makes me nuts. At the RSA show, Motorola AirDefense found all sorts of wireless stupidity from the attendees, and it’s really nutty. If you don’t have a 3G card, then just make due without connecting for a few hours while you are at the show. You have a mobile device and if it’s that important, go back to your hotel. At a security show they

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  • Research will be updated periodically to reflect market realities, based on the discretion of the primary analyst. Updated research will be dated and given a version number.
    For research that cannot be developed using this model, such as complex principles or models that are unsuited for a series of blog posts, the content will be chunked up and posted at or before release of the paper to solicit public feedback, and provide an open venue for comments and criticisms.
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    Only the free primary research released on our site can be licensed. We will not accept licensing fees on research we charge users to access.
  • All licensed research will be clearly labeled with the licensees. No licensed research will be released without indicating the sources of licensing fees. Again, there will be no back channel influence. We’re open and transparent about our revenue sources.

In essence, we develop all of our research out in the open, and not only seek public comments, but keep those comments indefinitely as a record of the research creation process. If you believe we are biased or not doing our homework, you can call us out on it and it will be there in the record. Our philosophy involves cracking open the research process, and using our readers to eliminate bias and enhance the quality of the work.

On the back end, here’s how we handle this approach with licensees:

  • Licensees may propose paper topics. The topic may be accepted if it is consistent with the Securosis research agenda and goals, but only if it can be covered without bias and will be valuable to the end user community.
  • Analysts produce research according to their own research agendas, and may offer licensing under the same objectivity requirements.
  • The potential licensee will be provided an outline of our research positions and the potential research product so they can determine if it is likely to meet their objectives.
  • Once the licensee agrees, development of the primary research content begins, following the Totally Transparent Research process as outlined above. At this point, there is no money exchanged.
  • Upon completion of the paper, the licensee will receive a release candidate to determine whether the final result still meets their needs.
  • If the content does not meet their needs, the licensee is not required to pay, and the research will be released without licensing or with alternate licensees.
  • Licensees may host and reuse the content for the length of the license (typically one year). This includes placing the content behind a registration process, posting on white paper networks, or translation into other languages. The research will always be hosted at Securosis for free without registration.

Here is the language we currently place in our research project agreements:

Content will be created independently of LICENSEE with no obligations for payment. Once content is complete, LICENSEE will have a 3 day review period to determine if the content meets corporate objectives. If the content is unsuitable, LICENSEE will not be obligated for any payment and Securosis is free to distribute the whitepaper without branding or with alternate licensees, and will not complete any associated webcasts for the declining LICENSEE. Content licensing, webcasts and payment are contingent on the content being acceptable to LICENSEE. This maintains objectivity while limiting the risk to LICENSEE. Securosis maintains all rights to the content and to include Securosis branding in addition to any licensee branding.

Even this process itself is open to criticism. If you have questions or comments, you can email us or comment on the blog.