Opinion: Enterprise IT buyers' budgeting choices are challenged by diverging options.
Its not often that a vendor comes right out and says, "Most of what I sell, you can probably get from my competitors."
Even when everyone knows that an industry is largely commoditized, most people pretend that their version of the same basic stuff is better all around.
That refreshingly candid comment came up, though, during my conversation with Ron Gula, president and chief technical officer of Tenable Network Security, in Columbia, Md., when we spoke earlier this month about the evolution of IT security offerings.
Gulas point was that many IT buyers today arent driven mainly by technical concerns about which security products are better in a directly measurable sense.
Gula said the differences that remain today along objective dimensionssuch as the number of malware types detectedare farther down buyers agendas than issues of manageability, cost and ability to meet the audit and assurance demands of a growing number of regulators and other overseers.
Its not that the technical differences arent there; its that they tend to be small enough that theyre relatively unimportant compared with other differences that greatly affect the performance of a security solution.
Id say that an IT vendor that isnt aware of the customers critical concerns is like an appliance dealer touting a refrigerators lowest achievable temperature when what the customer really wants to know is whether the shelves will hold a Super Bowl partys worth of beer.
Given my conversations of late with enterprise IT buyers, Id say that Tenables CTO has latched on to a sizable grain of truth.
Specifically in the area of security, it occurred to me during our discussion that what was once an identifiable specialty is now an aggregate of efforts by many different players.
Gula agreed: "You used to have a very savvy security team," he said, "but now theyre in operations, and security has been pushed into audit."
Try to ask at an enterprise site today, "Whos responsible for IT security?" and I suspect that youll find pieces of the answer in network engineering, in the internal audit department, in the application development organization and, of course, in the contracting office, where so much of IT is now a matter of administering a contract rather than choosing, buying, installing and configuring a product.
Is it good to have more people taking some responsibility for IT security? Sure. Is it a problem that no one can take full responsibility for IT security? Heck, yes.
A CSOs challenge.