Security Integrators Need to Get "Virtual"

By Dan Dunkel

While physical and logical security applications have converged across IP networks, the cyber threat has quickly emerged as a priority for customers and an opportunity for integrators. The ISC West keynote, delivered by LT. General Kenneth Minihan (ret.), former Director of The NSA and DISA, and current Chairman of venture capital firm Paladin Partners was outstanding. The General discussed the convergence of physical and virtual security. He highlighted that global theft of corporate IP (intellectual property) approaching 1 trillion (with a "T") dollars annually. The General ended his presentation by saying, "Make no mistake about it. We are in a competition for our future ." He mentioned the "folks on the floor" (vendors at ISC West) do not understand the cyber threat. I had a chance to speak with the General following his presentation, and suffice to say, he thinks the cyber issue will change the thinking of ISC West vendors and attendees as soon as next year. The FBI shares this concern and has established e-crime as its top priority after global terrorism. The trend is your friend.

You might think this does not impact your customers, think again. A Verizon Business cyber study (RSA 2009) stated that 30 percent of third party suppliers have stolen confidential data from their partners! Global supply chains are only as strong as the weakest link, and aside from criminals, intellectual property must be protected from some internal employees and suppliers. If you don't address cyber security (IP protection) your customers will find someone who will. It is a natural extension of protecting the business.

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About the Author:

Dan Dunkel, President of New Era Associates, is a frequent presenter on the topic of systems integration and convergence before security, enterprise and executive groups. New Era specializes in creating sales strategies and developing business partnerships between IT and physical security firms focused on convergence solutions. Contact him at dan@neweraassociates.com or visit www.neweraassociates.com

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