Are you familiar with the Kübler-Ross 5 Stages of Grief model?
SIEM implementation (and indeed most enterprise software installations) bear a striking resemblance.
- Stage One: Denial – The frustration that new users feel learning the terminology and delivering on the “asks” from the implementation make them question the time investment.
- Stage Two: Despair – The self-doubt that most implementation teams feel in delivering on the promises of a complex security technology with many moving parts.
- Stage Three: Hopeful Performance – Learning, and even using, the SIEM solution, partners build confidence in their ability to become one of those recognized for competence and potential.
- Stage Four: Soaring Execution – The exalted status of a “go-to” team member, connected at the hip through the vendor support team or service provider; earning accolades from management. The team member has delivered value to the organization and is reaping rewards for the business. Personal relationships with vendor or service reps are genuine and mutually beneficial.
- Stage Five: Devolution/Plateau – Complacency, through lack of vision or agility, in embracing the next big thing drags down the relationship. Other partners, hungrier for the customer’s attention, take over the mindshare once enjoyed.