Was ist das eigentlich? Cyberrisiken verständlich erklärt

Es wird viel über Cyberrisiken gesprochen. Oftmals fehlt aber das grundsätzliche Verständnis, was Cyberrisiken überhaupt sind. Ohne diese zu verstehen, lässt sich aber auch kein Versicherungsschutz gestalten.

Beinahe alle Aktivitäten des täglichen Lebens können heute über das Internet abgewickelt werden. Online-Shopping und Online-Banking sind im Alltag angekommen. Diese Entwicklung trifft längst nicht nur auf Privatleute, sondern auch auf Firmen zu. Das Schlagwort Industrie 4.0 verheißt bereits eine zunehmende Vernetzung diverser geschäftlicher Vorgänge über das Internet.

Anbieter von Cyberversicherungen für kleinere und mittelständische Unternehmen (KMU) haben Versicherungen die Erfahrung gemacht, dass trotz dieser eindeutigen Entwicklung Cyberrisiken immer noch unterschätzt werden, da sie als etwas Abstraktes wahrgenommen werden. Für KMU kann dies ein gefährlicher Trugschluss sein, da gerade hier Cyberattacken existenzbedrohende Ausmaße annehmen können. So wird noch häufig gefragt, was Cyberrisiken eigentlich sind. Diese Frage ist mehr als verständlich, denn ohne (Cyber-)Risiken bestünde auch kein Bedarf für eine (Cyber-)Versicherung.

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DELL-EMC D-DP-DS-23 : Dell Data Protection Design 2023 exam Dumps

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Exam Number : D-DP-DS-23
Exam Name : Dell Data Protection Design 2023
Vendor Name : DELL-EMC
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DELL-EMC Dell boot camp

 

EMC Compensates Some Solution Providers For Deals Lost To Dell, EMC

The stealth channel protection moves are a marked departure from the EMC of two years ago when the vendor was widely acknowledged to have the industry's most aggressive direct-sales force. "EMC has had a bad rap for taking the deal direct," said one solution provider. "But how many manufacturers compensate resellers for helping on the deal?"

EMC is already offering its channel partners what Pat Sherman, co-owner and vice president of sales at eServ, a Peoria, Ill.-based EMC partner, called influencer fees. "It's a gray topic, and not a formalized plan," Sherman said. "It's something you have to ask for."

Several solution providers said they have heard that EMC is offering such compensation, calling it an agent's fee or finder's fee, but not all of them have taken advantage of the fees.

The first solution provider said EMC is also providing another stealth benefit to partners by paying for their help in closing a direct deal.

"Sometimes, when EMC wants to demonstrate products, they will take the products and customer to a reseller," the solution provider said. "Even if the customer closed direct with EMC, EMC will compensate the reseller for the help, compensate the company doing the heavy lifting."

Sherman said solution providers often provide a lot of free system engineering time to work a deal only to see the purchasing manager provide it to someone else.

"We do the work, then at the eleventh hour the purchaser pulls the rug out from under their feet . . . . Most customers today can't afford to pay or won't pay for proof of concept," Sherman said.

Dell is by far the biggest culprit for grabbing a sale after a solution provider did all the design and other footwork with the customer, several channel sources said.

Joe Cunningham, general manager of Computer Professionals International, an Albany, N.Y.-based solution provider that recently re-engaged with EMC as a vendor, said that the Dell relationship has always been an area of contention for EMC's channel partners, and one that EMC admits to.

"My EMC channel rep told me that if they go into an account and see a lot of Dell servers and Dell storage, that is probably not a place to be sniffing around," Cunningham said.

A second solution provider who requested anonymity said Cunningham's case is not unique. "EMC says if you do the work, they will protect you," the solution provider said. "They said Dell will undercut you."

The other culprit is legacy EMC direct-sales people, said Kevin Reith, manager of strategic technology at Info Systems, Wilmington, Del.

EMC still has legacy sales reps with four or five accounts where they "camp out," Reith said, despite the practice being frowned upon by EMC. "These are older, wiser people who recognize that whoever pulls the deal down feeds for four to five years," he said. "Bringing in a channel partner does not sit well with them."

Steve Krauss, business operations manager for enterprise storage at GTSI, a Chantilly, Va.-based solution provider, said EMC is taking steps in the right direction. For example, he said EMC has a deal registration process, but it protects the vendor as much as it does the solution provider.

"You can only register if it means incremental revenue to EMC," Krauss said. "EMC states that if EMC takes the deal direct, its sales rep gets no commission, and the solution provider gets a 12 percent finder's fee. But take a step backward and ask why EMC would need to write a process for what happens if EMC takes it direct."

As a result, Sherman and his peers have brought up the issue with EMC at advisory council meetings, and have been told that EMC will address those issues in July or August in a new channel program, one part of which is expected to involve compensation for such situations, as well as improved certification opportunities for sales and technical personnel.

An EMC spokesperson confirmed that a new channel program was in the works but would not provide details of the program nor discuss EMC's practice of compensating solution providers for deals lost at the last moment to Dell or EMC direct sales.

Reith said he appreciates the fact that EMC is helping its solution provider partners that have put in a lot of work on a deal that gets taken away. Even so, it does not fully compensate for losing the deal, he said.

"The bottom line is, a one-time agent fee is not as good as a sale because whoever gets the deal benefits in the future," he said. "An agent fee is better than a stick in the eye. But with an agent fee, the client does not recognize their value."


Texans Camp Notebook: Tank Dell Living Up To Draft 'Gamble'?

No result found, try new keyword!Six days into training camp, the Houston Texans are reaping the benefits of their draft 'gamble' in rookie wide receiver Tank Dell. HOUSTON — Nathaniel "Tank" Dell Jr. sent the Houston Texans ...

Dell'Orso scores 21 in Campbell's 83-76 victory over Morgan State

No result found, try new keyword!BUIES CREEK, N.C. (AP) — Anthony Dell'Orso scored 21 points as Campbell beat Morgan State 83-76 on Monday night. Dell'Orso was 7 of 11 shooting, including 1 for 4 from 3-point range, and went 6 ...
 


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Warum sind Cyberrisiken so schwer greifbar?

Als mehr oder weniger neuartiges Phänomen stellen Cyberrisiken Unternehmen und Versicherer vor besondere Herausforderungen. Nicht nur die neuen Schadenszenarien sind abstrakter oder noch nicht bekannt. Häufig sind immaterielle Werte durch Cyberrisiken in Gefahr. Diese wertvollen Vermögensgegenstände sind schwer bewertbar.

Obwohl die Gefahr durchaus wahrgenommen wird, unterschätzen viele Firmen ihr eigenes Risiko. Dies liegt unter anderem auch an den Veröffentlichungen zu Cyberrisiken. In der Presse finden sich unzählige Berichte von Cyberattacken auf namhafte und große Unternehmen. Den Weg in die Presse finden eben nur die spektakulären Fälle. Die dort genannten Schadenszenarien werden dann für das eigene Unternehmen als unrealistisch eingestuft. Die für die KMU nicht minder gefährlichen Cyber­attacken werden nur selten publiziert.

Aufgrund der fehlenden öffentlichen Meldungen von Sicherheitsvorfällen an Sicherheitsbehörden und wegen der fehlenden Presseberichte fällt es schwer, Fakten und Zahlen zur Risikolage zu erheben. Aber ohne diese Grundlage fällt es schwer, in entsprechende Sicherheitsmaßnahmen zu investieren.

Erklärungsleitfaden anhand eines Ursache-Wirkungs-Modells

Häufig nähert man sich dem Thema Cyberrisiko anlass- oder eventbezogen, also wenn sich neue Schaden­szenarien wie die weltweite WannaCry-Attacke entwickeln. Häufig wird auch akteursgebunden beleuchtet, wer Angreifer oder Opfer sein kann. Dadurch begrenzt man sich bei dem Thema häufig zu sehr nur auf die Cyberkriminalität. Um dem Thema Cyberrisiko jedoch gerecht zu werden, müssen auch weitere Ursachen hinzugezogen werden.

Mit einer Kategorisierung kann das Thema ganzheitlich und nachvollziehbar strukturiert werden. Ebenso hilft eine solche Kategorisierung dabei, eine Abgrenzung vorzunehmen, für welche Gefahren Versicherungsschutz über eine etwaige Cyberversicherung besteht und für welche nicht.

Die Ursachen sind dabei die Risiken, während finanzielle bzw. nicht finanzielle Verluste die Wirkungen sind. Cyberrisiken werden demnach in zwei Hauptursachen eingeteilt. Auf der einen Seite sind die nicht kriminellen Ursachen und auf der anderen Seite die kriminellen Ursachen zu nennen. Beide Ursachen können dabei in drei Untergruppen unterteilt werden.

Nicht kriminelle Ursachen

Höhere Gewalt

Häufig hat man bei dem Thema Cyberrisiko nur die kriminellen Ursachen vor Augen. Aber auch höhere Gewalt kann zu einem empfindlichen Datenverlust führen oder zumindest die Verfügbarkeit von Daten einschränken, indem Rechenzentren durch Naturkatastrophen wie beispielsweise Überschwemmungen oder Erdbeben zerstört werden. Ebenso sind Stromausfälle denkbar.

Menschliches Versagen/Fehlverhalten

Als Cyberrisiken sind auch unbeabsichtigtes und menschliches Fehlverhalten denkbar. Hierunter könnte das versehentliche Veröffentlichen von sensiblen Informationen fallen. Möglich sind eine falsche Adressierung, Wahl einer falschen Faxnummer oder das Hochladen sensibler Daten auf einen öffentlichen Bereich der Homepage.

Technisches Versagen

Auch Hardwaredefekte können zu einem herben Datenverlust führen. Neben einem Überhitzen von Rechnern sind Kurzschlüsse in Systemtechnik oder sogenannte Headcrashes von Festplatten denkbare Szenarien.

Kriminelle Ursachen

Hackerangriffe

Hackerangriffe oder Cyberattacken sind in der Regel die Szenarien, die die Presse dominieren. Häufig wird von spektakulären Datendiebstählen auf große Firmen oder von weltweiten Angriffen mit sogenannten Kryptotrojanern berichtet. Opfer kann am Ende aber jeder werden. Ziele, Methoden und auch das Interesse sind vielfältig. Neben dem finanziellen Interesse können Hackerangriffe auch zur Spionage oder Sabotage eingesetzt werden. Mögliche Hackermethoden sind unter anderem: Social Engineering, Trojaner, DoS-Attacken oder Viren.

Physischer Angriff

Die Zielsetzung eines physischen Angriffs ist ähnlich dem eines Hacker­angriffs. Dabei wird nicht auf die Tools eines Hackerangriffs zurückgegriffen, sondern durch das physische Eindringen in Unternehmensgebäude das Ziel erreicht. Häufig sind es Mitarbeiter, die vertrauliche Informationen stehlen, da sie bereits den notwendigen Zugang zu den Daten besitzen.

Erpressung

Obwohl die Erpressung aufgrund der eingesetzten Methoden auch als Hacker­angriff gewertet werden könnte, ergibt eine Differenzierung Sinn. Erpressungsfälle durch Kryptotrojaner sind eines der häufigsten Schadenszenarien für kleinere und mittelständische Unternehmen. Außerdem sind auch Erpressungsfälle denkbar, bei denen sensible Daten gestohlen wurden und ein Lösegeld gefordert wird, damit sie nicht veröffentlicht oder weiterverkauft werden.

Ihre Cyberversicherung sollte zumindet folgende Schäden abdecken:

Cyber-Kosten:

  • Soforthilfe und Forensik-Kosten (Kosten der Ursachenermittlung, Benachrichtigungskosten und Callcenter-Leistung)
  • Krisenkommunikation / PR-Maßnahmen
  • Systemverbesserungen nach einer Cyber-Attacke
  • Aufwendungen vor Eintritt des Versicherungsfalls

Cyber-Drittschäden (Haftpflicht):

  • Befriedigung oder Abwehr von Ansprüchen Dritter
  • Rechtswidrige elektronische Kommunikation
  • Ansprüche der E-Payment-Serviceprovider
  • Vertragsstrafe wegen der Verletzung von Geheimhaltungspflichten und Datenschutzvereinbarungen
  • Vertragliche Schadenersatzansprüche
  • Vertragliche Haftpflicht bei Datenverarbeitung durch Dritte
  • Rechtsverteidigungskosten

Cyber-Eigenschäden:

  • Betriebsunterbrechung
  • Betriebsunterbrechung durch Ausfall von Dienstleister (optional)
  • Mehrkosten
  • Wiederherstellung von Daten (auch Entfernen der Schadsoftware)
  • Cyber-Diebstahl: elektronischer Zahlungsverkehr, fehlerhafter Versand von Waren, Telefon-Mehrkosten/erhöhte Nutzungsentgelte
  • Cyber-Erpressung
  • Entschädigung mit Strafcharakter/Bußgeld
  • Ersatz-IT-Hardware
  • Cyber-Betrug