How do you develop a business case for a DECEPTION TOOL?! I just went through a whole bunch of deception vendor materials and I was unpleasantly surprised at the lack of advice from the vendors in this regard.
For sure, those few organizations adopting deception tools are struggling with this challenge. Naturally, there is no “deception budget” at most organizations and even “advanced threat budget” may or may not exist. Given that much of deception today is aimed at better threat detection, they have been decent attempts to justify the tool by hopes of better threat detection efficiency and effectiveness, cheaper alert triage, earlier detection, lower FPs (compared to what?), etc.
Others hope to push the deception vendors to broaden and eventually replace other tools (like say NTA or EDR or even UBA), but this route (apart from it being long and painful) may risk pushing vendors to build a spork – a spoon/fork hybrid that is at best mediocre at both functions. [a metaphor that was <here> has been deleted because some people were saying that it was offensive]
Along the same lines, some vendors seem to contrast deception tools with preventative tools, but in this case customers have a lot more choice: SIEM, UEBA / UBA, NTA, EDR, etc; a bunch of proven (ahem … and not so proven) tools focused on detection & response. So, your screams “buy deception, not prevention” ring kinda hollow…
The reason for this struggle is easy to explain: deep down, we all know that today the deception tools are “a nice to have”, not “a must have.” As my wise mentor once told me “sell aspirin, not vitamin” … but how? Dear vendors, please let me know how your solution is not “a nice to have” today! We’d love to hear it!
So, our running list for deception tool business is:
- Business case focused on improved threat detection (better detection of existing threats, detection of “better” threats, earlier detection) [so, in effect, lower detection cost and/or higher effectiveness]
- Business case based on high quality of alerts, pre-triaged alerts [lower triage and investigation cost]
Got much to add?
- Our call to action to vendors: how do you help customers establish a business case for your deception tool?
- Call to action to customers how did you establish a business case for the deception tool you purchased?
Our related blog posts on deception:
- It Is Happening: We Are Starting Our Deception Research!
- New Research: Deception Technologies!
- Yes, Give Deception a Chance!
- “Deception as Detection” or Give Deception a Chance?
Read Complimentary Relevant Research
Security and Risk Leadership Vision for 2017
Security and risk management are key enablers for digital business. SRM leaders are accountable for helping the enterprise balance the...
View Relevant Webinars
Special Report: Cybersecurity is a Foundation for Digital Business
Gartner has released a new special report addressing cybersecurity as a critical part of digital business, with its broader external...
Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.