Client Perspective: Internal Buyers

• IT (CIO, VP Eng., CTO) wants to fix it, but sometimes can't

  • no existing patches
  • outside firewall: local ISP, customers' ISPs
  • counterparty risk in ISPs between company and remote offices, sales, vendors, outsourcers

• CFO may recognize risk, but what's the probability of losing money?

  • A service company going offline produces non-obvious income loss.
    • a few seconds too slow and customers give up for today
    • a few days too long and customers go to another vendor
  • Why did we spend all this IT money and it still fails?