Re: My Frustrations

["Adriel T. Desautels" <ad_lists () netragard com>]

Hi Joe,
	While I appreciate your response I only partially agree with you; and  
frankly I wasn't asking you for a lesson in business.  What I feel  
that you are missing in your post is the problem of inaccuracy and  
even lies.  That problem confuses the customer and often times ends up  
landing the customer in a very poor security state, then they wonder  
why they get hacked.

	If you have two providers, one of which is very high quality and one  
is a copy-cat fraud, how does the customer tell the difference between  
the two? The problem isn't really a problem until the copy-cat starts  
presenting the same face and message as the quality provider.  At that  
point it is not a matter of the good provider conveying the message  
better (because the message gets copied) its a matter of the customers  
learning how to tell fact from fiction, but they can't do that without  
being educated first.

	But what happens when ten more copy-cat providers surface and they  
follow the same exact messaging as the quality provider? What happens  
when those providers then offer services at a cost that is 30-80% less  
than the cost of services being delivered by the quality provider? The  
answer isn't that the quality provider gets too hurt because "we"  
don't, the answer is that customers get hurt by a false sense of  
security.  After all the cost of a single compromise can cost people  
their jobs and even put businesses under.

	Joe, just to be clear here, my motivation isn't to create a clear  
marketing message or to establish my companies name, thats been done  
very successfully.  My goal is to educate the customers so that they  
can avoid being scammed.  I can't tell you how many times we've seen  
third party deliverables that were the massaged product of automated  
tools and scanners.  Hell, we've even seen deliverables with great big  
yellow smile faces at the bottom!!!

	So in closing, no the incompetent security professional does not  
convey their message better but instead they convey the exact same  
message and undercut the real provider thus hurting their customers.  
But what do they care, they are in it for the money not for the  
customer's sake right?

	Anyway, like I said before, we're working on a white paper that  
should help customers to draw the line. When its finished I'll make  
sure to post it to the list for all to read and comment on.




On Dec 19, 2008, at 1:58 AM, Joseph McCray wrote:

> Last year I posted a similar message to this list titled "I want the  
> PT
> list back....":
> http://www.derkeiler.com/Mailing-Lists/securityfocus/pen-test/2007-12/msg00052.html
>
>
> My frustration was similar to yours. I just missed how much I used to
> learn on this list.
>
> The security community has changed, and now the bleeding edge
> information is spread out across tons of blogs and the IRC servers  
> where
> people dropped 0-day in the channel has transitioned to private silc
> servers.
>
> As I said in my previous post there are some REALLY smart people on  
> this
> list that have forgotten more about security than I and a lot of other
> people on this list will ever learn.
>
> I used to b*tch about how I was so tired of reading the "I've just  
> been
> hired to do a pentest - how do I scan a host behind a firewall" posts
> questions that I was about to swear myself off of this list.
>
> I had a buddy that pulled me aside and just told me - "You are just
> getting better as a security professional so you aren't in awe like  
> you
> used to be." There is still plenty of stuff talked about on this list
> for newbies to learn from. Occasionally there is something that even
> pretty experienced people can learn from as well.
>
> As far as how you handle competing against incompetent security
> professionals (that often underbid you - no I'm not
> bitter...heheheheh...) and how that affects your business - now that  
> I'm
> dealing with a lot of business development - I'm really learning that
> you are only as good as what you can convey to the customer.
>
> The customer isn't a security expert, and often can't differentiate
> between you and someone that's not as technical as you.
>
> In terms of business - that incompetent security professional either
> conveyed his value to the customer better than you did, or got the
> customer to believe that they didn't need to go with a larger more  
> well
> known firm.
>
> As much as we are geeks and love geeky stuff - this is business. You
> have to be able to convey your firm's value to the customer.
>
> Show them the books you've written, the tools you've developed, your
> whitepapers, conference presentations, and demonstrate your  
> knowledge of
> regulatory compliance. Provide credible references in your customer's
> industry, and most importantly prove how you add value with your
> professionalism, your customer service, your attention to detail, and
> your ability to explain complex problems to developers and
> administrators.
>
> If you are really that much better than someone you think is  
> incompetent
> you shouldn't have an issue conveying that to the customer.
>
>
> I'm not saying all of this to be harsh - this has been a hard lesson  
> for
> me to learn as well and I still struggle with it a lot.
>
> Hope this helps.....
>
>
> Joe
>
> On Wed, 2008-12-17 at 14:19 -0500, Adriel T. Desautels wrote:
> > I recently wrote this blog entry and wanted to get some comments from
> > readers of this list. I'm frustrated with the caliber of the people
> > that are offering security services and posing as experts, thats the
> > subject of the post. Please comment, insult, whatever... I'm  
> > interested.
> >
> > http://snosoft.blogspot.com/
> >
> >
> > Adriel T. Desautels
> > ad_lists () netragard com
> >
> >
> >
> >
> > ------------------------------------------------------------------------
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> --
> Joe McCray
> Toll Free:  1-866-892-2132
> Email:      joe () learnsecurityonline com
> Web:        https://www.learnsecurityonline.com
>
>
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>
>        - Zig Ziglar

Adriel T. Desautels
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