“Security plays a key role in any business by providing the customer with peace of mind that in today’s environment is not considered a value add but an important PART of any product.”
Paul Moran, Automotive Resources International
Paul Moran, CISSP, CISA, CGEIT, is responsible for managing the operation and effectiveness of security-related programs and initiatives. He assesses the cost of potential threats relative to cost of solutions required to eliminate, minimize, or mitigate threats. Paul is also responsible for the development and communication of information security policies and procedures. He works closely with all departments to ensure integrity of security procedures, systems, and policies. In his presentation, Paul will be sharing his expertise on how security is an important role in any sales process.
About Automotive Resources International (ARC)
ARC is a wholly-owned subsidiary of Holman Enterprises and has been family-owned and operated since 1924. Established in 1948, ARC configures personalized leasing and fleet management services. With more than 2,000 clients, ARC provides centralized web-based reporting for domestic and global car and truck feelts. With 1,100 employees, over $1 billion in revenues, and 650,000 vehicles, ARC has offices through the United States, Canada, Mexico, Puerto Rico, and Europe.
The following is an excerpt from the report on Paul Moran’s presentation “Security as a Marketing Tool”
The Security Landscape
A majority of security attacks can be avoided without the increase of security spending. Historically, IT security has been a business cost centre considering recent data breaches and the fact that consumers are becoming very weary. There are two areas for marketing your “brand trust”
1) Your organization’s promotion of its security competencies
2) Your response to a data breach
Real Life- Product Research
Customers want convenience and security. As IT, it is our job to make the product secure and not worry about our convenience but the convenience of the customer. The product we roll out is what we say it is, and it is secure. Use security to better market your product and find out what your competition is doing. Visit your competitors and take notes. New security efforts equal costs and benefits.
RFP:
The RFP presents enough challenges because you have to be concerned about security. The security portion is no different than the rest of the RFP. The requester uses set criteria to evaluate responses. Use the same techniques to respond. For instance, use industry related standards and watch for the repeated question. The RFP provides a structure for requestors to identify their project requirements so vendors can understand their needs and use the information to create a response. Have a response strategy.
Posture
Defined: General statement that provides a roadmap which includes policies (process), education (people), data (technology), and compliance (people) as well as details about the information security program. Keep in mind, what kind of certifications do the people in your department have? What are your best practices?
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