How can you sell Security as a business priority?

A presentation at Sales Engineering Finland Meetup in September 2019 in Helsinki, Finland by Bruno Amaro Almeida

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Security is the New Black Green How can you sell Security as a business priority? Sales Engineering Meetup September 2019 Bruno Amaro Almeida @bruno_amaro Photo by Matthew Henry on Unsplash

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Who is this guy? Principal Architect & Technology Advisor @ Futurice ! native, based in ” Cloud, DevOps, Security, Data Engineering & AI Reach out on: @bruno_amaro BERLIN · HELSIN K I · LON DON @brunoamaroalmeida · MUN ICH · OSLO · STOCK HOLM · TAMPERE

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Which Toothbrush would you buy? vs Pepsodent Prof Humble Brush 1,05 EUR 3,99 EUR

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Sustainability and Green Economy source: forbes.com

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Green and Sustainable Security and Privacy Economy

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Evolution of Cost Optimization in Tech 15 YEARS AGO COMPUTE IS EXPENSIVE 10 YEARS AGO STORAGETITLE IS EXPENSIVE TODAY HUMANS ARE EXPENSIVE

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How Engineers have been selling Security

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Expectations We got you covered, 100% Secure 100% Secure? Customer SWE Team

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Customer Expectation HTTP 404 – Not Found

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Self-inflicted data leak

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Vendor Worst Nightmare Google Search

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Vendor Worst Nightmare

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Aligning the real expectations We hope everything is covered and we don’t get hacked. We are not “security experts”, but we used industry best practices. I hope the team doesn’t drop the ball. I don’t want my customers data leak in the internet and and end up with a PR disaster. Customer • Security and Compliance • DevSecOps Practices & Tooling • Transparency & Due Diligence SWE Team

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How Business sells Security Having DevSecOps practices (e.g. Threat Modeling) in our organization enables us FASTER TIME TO MARKET • Documentation up to date • Faster Feature Delivery COST SAVINGS AND REDUCED HIGHER CUSTOMER ENGANGEMENT CREDIBILITY AND NEW BUSINESS OPERATIONAL COST AND SATISFACTION OPORTUNITIES • Lean Security Audits • Less Bugs and Vulnerabilities • Better User Experience understanding • Compliance (ISO 27001, GDPR)

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Thank you! Kiitos! Danke! Tack! Bruno Almeida P RINC IP AL ARC HITE C T & TE C HNOL OGY ADV ISOR Cloud, Security, DevOps, Data Engineering & AI Reach out on: @bruno_amaro @brunoamaroalmeida BERLIN · HELSIN K I · LON DON · MUN ICH · OSLO · STOCK HOLM · TAMPERE