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Talk with Customers about the Cost of Security
Jun 10, 2015

Talk with Customers about the Cost of Security

By Matt Hurley, Corporate VP, Channel and Field Marketing Organization


Cybersecurity can be a touchy, but important, topic to discuss with customers. You can count on a security breach almost as sure as you can count on the sunrise, it seems. Having a talk with your customers is now more important than ever.


Today, we have information available to you, our partners, that will make it easier than ever to have that discussion.


Juniper Networks and the RAND Corporation have just released The Defender’s Dilemma: Charting a Course Toward Cybersecurity, the second and concluding part of a study that provides new insights into the economic challenges, trade-offs and demands facing companies as they protect themselves against increasingly complex security threats. The first part, Markets for Cybercrime Tools and Stolen Data--Hackers Bazaar, published in 2014, examined the economic drivers for attackers and the sophisticated underground black market they’ve created to scale their efforts.



For the new report, RAND conducted in depth interviews with 18 chief information security officers (CISOs) at companies with $100 million-plus revenue. Here’s what the report found: CISOs often face a chaotic and confusing landscape when deciding the most efficient and cost-effective way to manage the risks posed by security to their business. Further, the study found that many companies are spending increasing amounts on cybersecurity tools, but are not confident that these investments are making their infrastructure secure. For you, our partners, the report is a powerful resource that can help you close deals.


Tweet: Co's spend $$$ on #cybersec tools, but aren't confident the investments actually boost security #NetworksThatKnow


The study pointed to five key security realities:


  • There is no one-size-fits all solution
  • Many security tools have a half-life and lose value
  • Investing in people leads to lower costs over time
  • The Internet of Things is at a crossroads
  • Eliminating software vulnerabilities leads to major cost reductions

You can see these findings in detail in the full RAND report.


Based on the findings, RAND developed a heuristic economic model to help companies map the major factors and decisions that influence the cost associated with cyber-risk to organizations. Across all organizations, the heuristic model suggests that the cost of managing cybersecurity risk is set to increase 38 percent over the next 10 years across all businesses.


The model, here and above right, can help you and your customers understand the economics of managing security risk, the range of variables implicated, and what investments should be made to more efficiently protect infrastructure.


So use the report and the model and have that talk with your customers. It’ll pay off for everyone.