Information Technology Reference
In-Depth Information
table 13
.1
RCF Guide
to iA Justification Questions
RCF
Questions
Who
Who benefits from IA? Who cares about IA? Who pays for IA? Who
uses IA? Who wants to hear about IA directly? Who wants to hear
about business value that IA may contribute to?
What
What terms will resonate with the audience of the justification
message? ROI? Productivity? Risk mitigation? Stakeholder value? What
will IA allow the organization to do that it cannot do already? What
will IA allow the organization to do better that it is doing already?
Why
Why be concerned with IA at all? Is there a compliance requirement? Is
this accepted good business practice?
When
When is IA important? At all times? During periods of high probability
threat? Imminent threat?
Where
Where is IA applicable? What environment are you concerned with?
What environment is the audience concerned with? Are the
environments related? How?
How
How can the organization do business better tomorrow by introducing
IA today? How do we identify risk? Assess risk probability? How do
you convey the risk message in terms that the audience can identify
with? How do you identify and convey the business benefit?
n
−
−
−
n
−
−
Revenue
Increase revenue
Revenue acceleration
Sustain revenue
Cost
Reduce cost
Avoid cost
13.3.1 Revenue
13.3.1.1 Increase Revenue
Producing revenue or increasing revenue production may include IA product/ser-
vice offerings. If your organization offers IA services and products, then you have a
direct effect on new revenue generation. More likely, IA will have an indirect effect
on revenue as a marketing tool to increase market share;
our services are more secure
than those of our competitors
. IA may enhance existing product offerings by adding
security features or options; it may increase product sales due to security features
(e.g., HIPAA-compliant product).
