Friday, September 11, 2009

Top PCI DSS Security Marketing Annoyances

I figured I’d offer some free consulting (via this blog post :-)) to all those folks that try to market some security thingy using PCI DSS.

As it happens, I just read one too many PCI-focused whitepapers and my annoyance at some vendor’s ignorance boiled over the top. This post is the result:

  1. Don’t misspell PCI DSS. It is not “PCI DDS”, and even not “PCIDSS.” BTW, if you want to impress PCI literati, make sure that “PCI DSS” has a space, while “PA-DSS” has a dash.
  2. Most definitely, do not pretend that you address ALL PCI DSS requirements for the only reason of wanting to look good.
  3. You cannot “automate PCI.” Don’t market it and don’t sell it … or people will call you on it. Admittedly, you can automate a lot of it, but not all (think “policy and process”).
  4. Please don’t say “PCI compliancy!” This is just another synonym of “I am a buffoon.” BTW, if you offer “free PCI compliancy”, then you are both a buffoon and an idiot :-)
  5. Don’t call QSA (Qualified Security Assessor) “an auditor.” That “A” does NOT stand for “auditor” and PCI on-site assessment is not the same as, say, SOX audit.
  6. Further, if you want to market to QSAs or ASVs, spent a few minutes learning what they actually do, which is which, etc. Helpful hint: QSA is not the same as a pentester :-( As per Requirement 11.3, QSA must ”obtain and examine the results from the most recent penetration test to verify that penetration testing is
    performed,” not go and ”just do it.”
  7. “Ongoing compliance” theme is awesome. Sadly, a majority of your customers don’t do it like this (to their own loss – this why it is sad). They still have assessment-time rush, pleasing the assessor approach and checklist-oh-we-are-DONE! mentality. If you want to sell continuous compliance, you need to educate them first!
  8. Don’t pretend that “PCI is about data encryption.” It is not! If you have to have some simple one-liner, use “PCI is about not having card data sitting around” instead.
  9. Please don’t write whitepapers that are structured like this: “section 1: this is PCI”, “section 2: this is our shit”, “section 3": our shit is great” (and, no, it has only very, very tenuous relation to PCI DSS…). Specifically, don’t say “these are PCI-compliant features of our security product.”
  10. If you mention cloud computing in your PCI marketing materials, think – very hard! - whether the rest of the content has ANY relationship whatsoever to it…
  11. Finally, if you are building the dreaded matrix of how your product magically makes everything PCI compliant, try differentiating between features that directly satisfy requirements vs those that enable somebody to eventually reach compliance vs those that simplify compliance validation. Your users and their QSAs will thank you for it!
  12. UPDATED (thanks Walt!) There is no such thing as "PCI certified" either. PCI validated is what you are likely trying to say. TO add to this, there are no "PCI validated" products, only companies or organizations.
  13. UPDATED (thanks Walt!) Please also forget about "selling into PCI DSS market." This is simply your insanity talking :-) PCI might be a driver, might be some other motivation for buying stuff, might be the regulation du jour, etc. But it .. is ... not ... the ... market.

Overall, unless your goal is humorous relief of people working on PCI projects, please pay attention…


Possibly related posts:

Obligatory “added everywhere” posts :-)

  • I am not at Qualys anymore and looking for the next big security idea to work on! I might be available for consulting projects…

Dr Anton Chuvakin