The Cyber Ranch Podcast Allan Alford

Howdy, y’all, and welcome to The Cyber Ranch Podcast… AND The Audience 1st Podcast!  What you are about to hear was recorded LIVE! at the CISO XC conference in Dallas-Fort Worth, Texas (my very favorite conference!)  I am your host, Allan Alford, CEO of Alford & Adams Consulting.  I have co-host on this episode, Dani Woolf, of the Audience 1st podcast!    On her show, Dani interviews security buyers so vendors can more efficiently market and sell to them without ruffling their feathers (or piss them off).  What we’re doing on this joint endeavor is interviewing various CISOs and other folks about their roles in cyber.  This week’s show focuses on the pros of cybersecurity – we covered the negatives last week, and this week we cover the positives.  My listeners should know by now that I like to end on a positive note…
 
WARNING: Some naughty language

Howdy, y’all, and welcome to The Cyber Ranch Podcast… AND The Audience 1st Podcast!  What you are about to hear was recorded LIVE! at the CISO XC conference in Dallas-Fort Worth, Texas (my very favorite conference!)  I am your host, Allan Alford, CEO of Alford & Adams Consulting.  I have co-host on this episode, Dani Woolf, of the Audience 1st podcast!  On her show, Dani interviews security buyers so vendors can more efficiently market and sell to them without ruffling their feathers (or piss them off).  What we’re doing on this joint endeavor is interviewing various CISOs and other folks about their roles in cyber.  This week’s show focuses on the cons of cybersecurity – the beefs, gripes, grumps, complaints and fears about cybersecurity.  Next week we’ll end on a positive note, but this show as an opportunity for CISOs to scream into the void.  Without further ado, here we go…
 
WARNING:  Some naughty language this episode.

Howdy, y’all, and welcome to The Cyber Ranch Podcast!  That’s Drew Simonis, CISO @ Juniper Networks, former CSO @ Hewlett Packard Enterprise, former CISO at Willis – you get the idea.  Drew’s posts on LinkedIn are pure fire – not in the hot takes way, but because of the quality of the thinking behind them.  Drew has also been on the show a couple of times now, and we keep inviting him back because he’s always worth hearing from.  Drew and Allan were chatting this afternoon about the idea that oftentimes cybersecurity does not matter – and that that’s okay!  So we decided to record a show on that topic.
 
Drew and Allan share some real-world stories where they put security on hold for the benefit of the business:
VP of R&D had been told he had to get a new product off the ground that was only quasi-planned for. He had properly allocated headcount, but realized his cloud costs were going to rise dramatically.  At the time Allan had a big security initiative he was pushing for out-of-bandwidth.  They met and talked.  His out-of-bandwidth need was stronger than Allan's in terms of benefits to the business.  Allan backed him AND also made sure that his extra cloud spend included a few more security features in AWS.  Win-win.  Drew has a similar tale.
Flat-out, Top line was declining and we could not figure out specifically why. New competitor explained some of it, but not all of it.  Market fatigue?  But that was not all of it.  CRO wanted more sales folks to throw at the problem.  CISO backed him and agave away project budget to support him.
Company had a mismanaged an expansion. Building was paid for, but nobody had thought about the IT costs and headcount.  CIO was trying to figure out where to get bodies to populate the new site.  Allan gave up 2 headcount for 2 more quarters.
Startup: CISO took on Marketing department temporarily when head of Marketing left. Slowed down the security focus, but Marketing needed some hands-on attention beyond what the CEO could give.  It paid off for the business.
CISO Joined forces with head of Pro Services to push through a security initiative that benefited key customers for him (contracts he could now secure), but also gave me some more generalized security comfort.
Spent huge amount of what could have been security operations time training sales teams on security as differentiator in the market. Benefited top line.
Drew and Allan share many more stories and break down why in each of these cases, deprioritizing daily security operations was the right thing to do!
Y'all be good now!

Howdy, y’all, and welcome to The Cyber Ranch Podcast!  Our guest today is Ankur Ahuja, 2x CISO, Ted-X Speaker, Startup Investor, Board Advisor, etc. etc.  Ankur is currently SVP and CISO at Billtrust, and he’s got some Big 4 in his DNA too (ten years, in fact!).  Ankur wanted to chat about how CISOs can drive business growth, so I asked him to come on down to the ‘Ranch and have a chat with me.
 
It's more than attending sales calls.
It's more than security questionnaires
 
Listen for some clever new tips on driving business growth!
 

Melanie Ensign is a communications strategist and corporate anthropologist for cybersecurity, privacy, and risk organizations.  She is founder and CEO of Discernible, a multi-disciplinary Center of Excellence for security, privacy, & risk teams. Her team includes experts in communications, product development and management, compliance, security and privacy engineering, and behavioral science.
Melanie is here at the 'Ranch to talk specifically about the fact that so many CISOs feel they are in organizations that simply don’t care about cybersecurity.  She’s got some good insights into this one, and it’s the perfect topic for her expertise.
Allan asks Melanie:
Allan put up a LinkedIn poll asking folks “Do you feel organizations properly prioritize cybersecurity?” The results were pretty sobering.  What are your thoughts?
Is the problem really the organization or is it us? Probably a mix of the two, or maybe one or the other depending upon the environment and the individual CISO?
Assuming it’s the organization, how can a CISO avoid such organizations in the first place? How do you vet a company for its commitment to cybersecurity?
If you find yourself in a company that does not seem to care about cybersecurity, what should be your next steps?
Allan has emphasized over the years that all CISOs are salespeople times two. We sell the problem, then we sell the solution.  Is that a fair perspective in your mind?  How many other leaders have to sell their mission in general?  I think we all end up selling specifics…
What communication skills can improve the situation for CISOs?

In this episode, Allan tackles the idea of selling the CISO mission.
He deconstructs the types of CISOs and the "selling" they must do.  Sometimes you really are selling, but most of the time you should be solving business problems.
Allan speaks to:
Business objectives met
Business risks reduced
Maturity
And also deconstructs the art of selling itself.
Hint: Business Impact Analysis is a valuable tool in this whole process.
Special thanks to Helen Patton and Melanie Ensign for prompting this exploration.
Y'all be good now!