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  • Prioritizing Product Features

    - by Robert May
    A very common task in Agile Environments is prioritization.  Teams that are functioning well will prioritize new features, old features, the backlog, and any other source of stories for the team, and they’ll do it regularly. Not all teams are good at prioritizing according to the real return on investment that building stories will yield to the company.  This is unfortunate.  Too often, teams end up building features that are less valuable, and everyone seems to know it except perhaps the product owner!  Most features built into software are never even used.  Clearly, not much return for features that go unused. So how does a company avoid building features that add little value to the company?  This is a tough question to answer, but usually, this prioritization starts at the top with the executives of the company.  After all, they’re responsible for the overall vision of the company. Here’s what I recommend: Know your market. Know your customers and users. Know where you’re going and what you want to achieve. Implement the Vision Know Your Market We often see companies that don’t know their market.  Personally, I’m surprised by this.  These companies don’t know who their competitors are, don’t know what features make their product desirable in the market, and in many cases, get by with saying, “I’ve been doing this for XX years.  I know what the market wants!”  In many cases, they equate “marketing” with “advertising” and don’t understand the difference. This is almost never true.  Good companies will spend significant amounts of time and money finding out who they’re competing against and what makes their competitors successful in the marketplace.  Good companies understand that marketing involves more than just advertising.  Often, marketing is mostly research and analysis, not sales.  Until you understand your market, you cannot know what features will give you the best return on your investment dollar. Good companies have a marketing department and can answer the next important step which is to know your customers and your users. Know your Customers and Users First, note that I included both customers and users.  They’re often not the same thing.  Users use the product that you build.  Customers buy the product that you build.  It’s a subtle difference, but too often, I’ve seen companies that focus exclusively on one or the other and are not successful simply because they ignore an important part of the group. If your company is doing appropriate marketing, you know that these are two different aspects of your product and that both deserve attention to have a product that is successful in your target market.  Your marketing department should be spending a lot of time understanding these personas and then conveying that information to the company. I’m always surprised when development teams think that they can build a product that people want to use without understanding the users of that product.  Developers think differently than most people in the world.  They know what the computer is doing.  The computer isn’t magic to them.  So when they assume that they know how to build something, they bring with them quite a bit of baggage.  Never assume that you know your customer unless you’re regularly having interaction with them.  Also, don’t just leave this to Marketing or Product Management.  Take them time to get your developers out with the customers as well.  Developers are very smart people, and often, seeing how someone uses their software inspires them to make a much better product. Very often, because the users and customers aren’t know, teams will spend a significant amount of time building apps that are super flexible and configurable so that any possible combination of feature can be used.  This demonstrates a clear lack of understanding of the customer.  Most configuration questions can quickly be answered by talking to the customer.  In most cases, if your software requires significant setup and configuration before its usable, you probably don’t know your customers and users very well. Until you know your customers, you cannot know what features will be most valuable to your customers and you cannot build those features in a way that your customers can use. Know Where You’re Going and What You Want to Achieve Many companies suffer from not having a plan.  Executives will tell the team to make them a plan.  The team, not knowing their market and customers and users, will come up with a plan that doesn’t reflect reality and doesn’t consider ROI.  Management then wonders why the product is doing poorly in the market place. Instead of leaving this up to the teams, as executives, work with Marketing to understand what broad categories of features will sell the most product in the marketplace.  Then, once you’ve determined that, give this vision to the team and let them run with it.  Revise the vision as needed, but avoid changing streams frequently.  Sure, sometimes you need to, but often, executives will change priorities many times a month, leading to nothing more than confusion.  If the team has a vision, they’ll be able to execute that vision far better than they could otherwise. By knowing what products are most important, you can set budgetary goals and guidelines that will help you achieve the vision that was created. Implement the Vision Creating the vision is often where the general executives stop participating in the plan.  The team is responsible for implementing that vision.  Executives should attend showcases and and should remain aware of the progress that the team is making towards meeting the vision, however. Once a broad vision has been created, the team should break that vision down into minimal market features (MMF).  These MMFs should be sized using story points so that, using the team’s velocity, an estimated cost can be determined for each feature.  The product management team should then try to quantify the relative value of the MMFs based on customer feedback and interviews.  Once the value and cost of creating the feature is understood, a return on investment can be calculated.  The features should then be prioritized with the MMF’s that have the highest value and lowest cost rising to the top of features to implement.  Don’t let politics get in the way! Once the MMF’s have been prioritized, they should go through release planning to schedule them for implementation. Conclusion By having a good grasp on the strategy of the company, your Agile teams can be much more effective.  Each and every story the team is implementing will roll up into features that matter to the company and provide ROI to them.  The steps outlined in this post should be repeated on a regular basis.  I recommend reviewing them at least once per quarter to make sure that the vision hasn’t shifted and that the teams are still working on what matters most to the company. Technorati Tags: Agile,Product Owner,ROI

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  • Refactoring Part 1 : Intuitive Investments

    - by Wes McClure
    Fear, it’s what turns maintaining applications into a nightmare.  Technology moves on, teams move on, someone is left to operate the application, what was green is now perceived brown.  Eventually the business will evolve and changes will need to be made.  The approach to those changes often dictates the long term viability of the application.  Fear of change, lack of passion and a lack of interest in understanding the domain often leads to a paranoia to do anything that doesn’t involve duct tape and bailing twine.  Don’t get me wrong, those have a place in the short term viability of a project but they don’t have a place in the long term.  Add to it “us versus them” in regards to the original team and those that maintain it, internal politics and other factors and you have a recipe for disaster.  This results in code that quickly becomes unmanageable.  Even the most clever of designs will eventually become sub optimal and debt will amount that exponentially makes changes difficult.  This is where refactoring comes in, and it’s something I’m very passionate about.  Refactoring is about improving the process whereby we make change, it’s an exponential investment in the process of change. Without it we will incur exponential complexity that halts productivity. Investments, especially in the long term, require intuition and reflection.  How can we tackle new development effectively via evolving the original design and paying off debt that has been incurred? The longer we wait to ask and answer this question, the more it will cost us.  Small requests don’t warrant big changes, but realizing when changes now will pay off in the long term, and especially in the short term, is valuable. I have done my fair share of maintaining applications and continuously refactoring as needed, but recently I’ve begun work on a project that hasn’t had much debt, if any, paid down in years.  This is the first in a series of blog posts to try to capture the process which is largely driven by intuition of smaller refactorings from other projects. Signs that refactoring could help: Testability How can decreasing test time not pay dividends? One of the first things I found was that a very important piece often takes 30+ minutes to test.  I can only imagine how much time this has cost historically, but more importantly the time it might cost in the coming weeks: I estimate at least 10-20 hours per person!  This is simply unacceptable for almost any situation.  As it turns out, about 6 hours of working with this part of the application and I was able to cut the time down to under 30 seconds!  In less than the lost time of one week, I was able to fix the problem for all future weeks! If we can’t test fast then we can’t change fast, nor with confidence. Code is used by end users and it’s also used by developers, consider your own needs in terms of the code base.  Adding logic to enable/disable features during testing can help decouple parts of an application and lead to massive improvements.  What exactly is so wrong about test code in real code?  Often, these become features for operators and sometimes end users.  If you cannot run an integration test within a test runner in your IDE, it’s time to refactor. Readability Are variables named meaningfully via a ubiquitous language? Is the code segmented functionally or behaviorally so as to minimize the complexity of any one area? Are aspects properly segmented to avoid confusion (security, logging, transactions, translations, dependency management etc) Is the code declarative (what) or imperative (how)?  What matters, not how.  LINQ is a great abstraction of the what, not how, of collection manipulation.  The Reactive framework is a great example of the what, not how, of managing streams of data. Are constants abstracted and named, or are they just inline? Do people constantly bitch about the code/design? If the code is hard to understand, it will be hard to change with confidence.  It’s a large undertaking if the original designers didn’t pay much attention to readability and as such will never be done to “completion.”  Make sure not to go over board, instead use this as you change an application, not in lieu of changes (like with testability). Complexity Simplicity will never be achieved, it’s highly subjective.  That said, a lot of code can be significantly simplified, tidy it up as you go.  Refactoring will often converge upon a simplification step after enough time, keep an eye out for this. Understandability In the process of changing code, one often gains a better understanding of it.  Refactoring code is a good way to learn how it works.  However, it’s usually best in combination with other reasons, in effect killing two birds with one stone.  Often this is done when readability is poor, in which case understandability is usually poor as well.  In the large undertaking we are making with this legacy application, we will be replacing it.  Therefore, understanding all of its features is important and this refactoring technique will come in very handy. Unused code How can deleting things not help? This is a freebie in refactoring, it’s very easy to detect with modern tools, especially in statically typed languages.  We have VCS for a reason, if in doubt, delete it out (ok that was cheesy)! If you don’t know where to start when refactoring, this is an excellent starting point! Duplication Do not pray and sacrifice to the anti-duplication gods, there are excellent examples where consolidated code is a horrible idea, usually with divergent domains.  That said, mediocre developers live by copy/paste.  Other times features converge and aren’t combined.  Tools for finding similar code are great in the example of copy/paste problems.  Knowledge of the domain helps identify convergent concepts that often lead to convergent solutions and will give intuition for where to look for conceptual repetition. 80/20 and the Boy Scouts It’s often said that 80% of the time 20% of the application is used most.  These tend to be the parts that are changed.  There are also parts of the code where 80% of the time is spent changing 20% (probably for all the refactoring smells above).  I focus on these areas any time I make a change and follow the philosophy of the Boy Scout in cleaning up more than I messed up.  If I spend 2 hours changing an application, in the 20%, I’ll always spend at least 15 minutes cleaning it or nearby areas. This gives a huge productivity edge on developers that don’t. Ironically after a short period of time the 20% shrinks enough that we don’t have to spend 80% of our time there and can move on to other areas.   Refactoring is highly subjective, never attempt to refactor to completion!  Learn to be comfortable with leaving one part of the application in a better state than others.  It’s an evolution, not a revolution.  These are some simple areas to look into when making changes and can help get one started in the process.  I’ve often found that refactoring is a convergent process towards simplicity that sometimes spans a few hours but often can lead to massive simplifications over the timespan of weeks and months of regular development.

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  • SQLAuthority Book Review – DBA Survivor: Become a Rock Star DBA

    - by pinaldave
    DBA Survivor: Become a Rock Star DBA – Thomas LaRock Link to Amazon Link to Flipkart First of all, I thank all my readers when I wrote that I could not get this book in any local book stores, because they offered me to send a copy of this good book. A very special mention goes to Sripada and Jayesh for they gave so much effort in finding my home address and sending me the hard copy. Before, I did not have the copy of the book, but now I have two of it already! It surprises me how my readers were able to find my home address, which I have not publicly shared. Quick Review: This is indeed a one easy-to-read and fun book. We all work day and night with technology yet we should not forget to show our love and care for our family at home. For our souls that starve for peace and guidance, this one book is the “it” book for all the technology enthusiasts. Though this book was specifically written for DBAs, the reach is not limited to DBAs only because the lessons incorporated in it actually applies to all. This is one of the most motivating technical books I have read. Detailed Review: Let us go over a few questions first: Who wants to be as famous as rockstars in the field of Database Administration? How can one learn what it takes to become a top notch software developer? If you are a beginner in your field, how will you go to next level? Your boss may be very kind or like Dilbert’s Boss, what will you do? How do you keep growing when Eco-system around you does not support you? You are almost at top but there is someone else at the TOP, what do you do and how do you avoid office politics? As a database developer what should be your basic responsibility? and many more… I was able to completely read book in one sitting and I loved it. Before I continue with my opinion, I want to echo the opinion of Kevin Kline who has written the Forward of the book. He has truly suggested that “You hold in your hands a collection of insights and wisdom on the topic of database administration gained through many years of hard-won experience, long nights of study, and direct mentorship under some of the industry’s most talented database professionals and information technology (IT) experts.” Today, IT field is getting bigger and better, while talking about terabytes of the database becomes “more” normal every single day. The gods and demigods of database professionals are taking care of these large scale databases and are carefully maintaining them. In this world, there are only a few beginnings on the first step. There are many experts in different technology fields who are asked to address the issues with databases. There is YOU and ME, who is just new to this work. So we ask ourselves WHERE to begin and HOW to begin. We adore and follow the religion of our rockstars, but oftentimes we really have no idea about their background and their struggles. Every rockstar has his success story which needs to be digested before learning his tricks and tips. This book starts with the same note and teaches the two most important lessons for anybody who wants to be a DBA Rockstar –  to focus on their single goal of learning and to excel the technology. The story starts with three simple guidelines – Get Prepared, Get Trained, Get Certified. Once a person learns the skills, and then, it would be about time that he needs to enrich or to improve those skills you have learned. I am sure that the right opportunity will come finding themselves and they will not have to go run behind it. However, the real challenge for any person is the first day or first week. A new employee, no matter how much experienced he is, sometimes has no clue about what should one do at new job. Chapter 2 and chapter 3 precisely talk about what one should do as soon as the new job begins. It is also written with keeping the fact in focus that each job can be very much different but there are few infrastructure setups and programming concepts are the same. Learning basics of database was really interesting. I like to focus on the roots of any technology. It is important to understand the structure of the database before suggesting what indexes needs to be created, the same way this book covers the most essential knowledge one must learn by most database developers. I think the title of the fourth chapter is my favorite sentence in this book. I can see that I will be saying this again and again in the future – “A Development Server Is a Production Server to a Developer“. I have worked in the software industry for almost 8 years now and I have seen so many developers sitting on their chairs and waiting for instructions from their lead about how to improve the code or what to do the next. When I talk to them, I suggest that the experiment with their server and try various techniques. I think they all should understand that for them, a development server is their production server and needs to pay proper attention to the code from the beginning. There should be NO any inappropriate code from the beginning. One has to fully focus and give their best, if they are not sure they should ask but should do something and stay active. Chapter 5 and 6 talks about two essential skills for any developer and database administration – what are the ethics of developers when they are working with production server and how to support software which is running on the production server. I have met many people who know the theory by heart but when put in front of keyboard they do not know where to start. The first thing they do opening the browser and searching online, instead of opening SQL Server Management Studio. This can very well happen to anybody who is experienced as well. Chapter 5 and 6 addresses that situation as well includes the handy scripts which can solve almost all the basic trouble shooting issues. “Where’s the Buffet?” By far, this is the best chapter in this book. If you have ever met me, you would know that I love food. I think after reading this chapter, I felt Thomas has written this just keeping me in mind. I think there will be many other people who feel the same way, too. Even my wife who read this chapter thought this was specifically written for me. I will not talk any more about this chapter as this is one must read chapter. And of course this is about real ‘FOOD‘. I am an SQL Server Trainer and Consultant and I totally agree with the point made in the chapter 8 of this book. Yes, it says here that what is necessary to train employees and people. Millions of dollars worth the labor is continuously done in the world which has faults and incorrect. Once something goes wrong, very expensive consultant comes in and fixes the problem. This whole cycle which can be stopped and improved if proper training is done. There is plenty of free trainings available as well, if one cannot afford paid training. “Connect. Learn. Share” – I think this is a great summary and bird’s eye view of this book. Networking is the key. Everything which is discussed in this book can be taken to next level if one properly uses this tips and continuously grow with it. Connecting with others, helping learn each other and building the good knowledge sharing environment should be the goal of everyone. Before I end the review I want to share a real experience. I have personally met one DBA who has worked in a single department in a company for so long that when he was put in a different department in his company due to closing that department, he could not adjust and quit the job despite the same people and company around him. Adjusting in the new environment gets much tougher as one person gets more and more experienced. This book precisely addresses the same issue along with their solutions. I just cannot stop comparing the book with my personal journey. I found so many things which are coincidently in the book is written as how we developer and DBA think. I must express special thanks to Thomas for taking time in his personal life and write this book for us. This book is indeed a book for everybody who wants to grow healthy in the tough and competitive environment. Reference: Pinal Dave (http://blog.SQLAuthority.com) Filed under: Pinal Dave, SQL, SQL Authority, SQL Query, SQL Server, SQL Tips and Tricks, SQLAuthority Book Review, SQLAuthority News, SQLServer, T SQL, Technology

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  • Part 2: Career development as a Software Developer without becoming a manager.

    - by albertpascual
    Seems like my previous post inspired by the work of Michael “Doc” Norton was a great success for the amount of emails I have received. Yet amazed how many people didn’t want to discuss their questions in the comments  sections. I would encourage people to be more public, still I would like to reply to all of you on this public media. I still welcome those emails. What I found out is that many people feels like me, they want to be developers and still be compensated for their experience without wanting to take a job as a manager. Their perfect day is a full day of coding and learning. Many believe their companies will never pay a manager’s salary to a developer no matter what. Most of you ask how to get the ball rolling. And is the later that I’m addressing here, the previous group, will never try. What companies understand developers value and where can I find them? This is a very difficult question to ask, I don’t have a list of those companies or departments, I have seen in my past signs in companies bending backwards to compensate, in more ways the monetary, a developer that is a good resource to them. Allowing the person to move out of the state and still let them work for the company from home is a sign that company goes by individual cases. Allowing them to go to conference that will not benefit the company is another big sign. Simple signs like flexible hours and letting some people work from home. To see those signs you need to be working in that company for awhile and look at the departments where the manager is taking care of their employees in individual cases. Look for the department where people get quiet extra perks, where some people in the department work from home or remotely. In my experience, but not always true, medium to big companies, are prompt to recognize good developers. Then again, some companies just don’t get it and is when you see many technical people managing developers. For all the people that email me stating that developers can also be very good managers, I do not disagree, I just think that a good developers loves writing code, when you remove that part the better salary isn’t enough to keep a developer happy. Burned out developers appreciate being promoted to managers. How do I know I work in a bad company? In my experience I have been a consultant and seen many companies, a few signs I have learned about companies that will not recognize good developers are: When the turn over is pretty high, when developers are moving out in a big rate, no rocket scientist needs to tap you in the shoulder. When the company is looking always to outsource their development resources. The product is not that interesting nor the company cares too much for their final result and support. Code sweat shops. You’ll know when you start working in one of those. Run for the hills! Where do I start? Disclaimer: I have only based this post on Michael “Doc” Norton, this is just my interpretation and ideas. First thing is to look at Michael “Doc” Norton presentation Take Control of Your Development Career http://docondev.blogspot.com/ That should be the first thing any developer should look and follow like it was a pattern. I would personally recommend to find some language or pattern you are interested with and learn it, learn something that will make you happy. Second, join a User Group and get involve in the community. There are hundreds of user groups, and I’m sure you’ll find one in your city or near you town. Code Camps are Developers Meet Ups are also good resources. Third, I would join a open source project you are interested or better yet, create a new open source project with the new technology that you have learn and get coding. Fourth, create a Twitter account and follow the people that talks about the technology you are interested on. If you follow this 4 steps above I think you’ll be on your way, after they are complete, when you release your Open Source project you can say that you accomplished the first steps. Now, do not expect anything to change in your career life, you are changing and should not expect anything in return, besides borrowing some time from sleeping and your family. Creating a good schedule may help you, I find wasted time in many places that I use. Flying for work is actually one of those that allows me to do my best work on a airplane, don’t need to borrow time from anywhere else. Making sure you always have a light, charged laptop is so important. Next steps following the Michael “Doc” Norton Pattern or my interpretation of. First, help run a user group or better yet, start a new user group. I’ll add, as well, go to one conference a year and free development events around your city; Code Camps, Geek Dinners, etc. There are many free events sponsored by different companies for developers to get to know their products, I highly recommend those as the way to get connected. Second, chose a mentor, this is a very hard thing to do I experienced, find an expert in the technology you are learning that has the time for you, it is difficult, I wish you best of luck. Third, learn another technology or pattern, open your horizons a little bit more. Why not, if you had fun previously, keep doing it. Fourth, get involved in forums to answer and ask questions, getting notice in public forums is rewarding for your ego after such a long journey. Final steps following the Michael “Doc” Norton Pattern Teach what you know, become humble on your knowledge, find as many opportunities to teach and to get involved with the community, bring all that to your day job. Mr. Norton talks about getting naked, expose yourself to others in your knowledge and what you do not know. You are never too important for small opportunities, yet don’t  be afraid to take anything big and learn from the experience. Anytime you have the opportunity to talk to somebody that has reach the point the community knows his or her name, means that you should learn from it. Take opportunities that won’t make you money, yet will make you happy. Sometimes you need to spend money and time. Register talks in Code Camps and Dev Meet Ups, those are free, also go to Conference, Development Summits and Geek Diners for example. One day, people will pay you to attend. When will all these pay off? I don’t know. I’m still in the path, there are a few things that during your journey you may get little acknowledgements that you are in the correct path. In my case I think those are the little signs that tells you about your journey. I got awarded the Microsoft Most Valuable Professional for ASP.NET in 2007, 2008, 2009 and 2010. I got selected to speak at the DevConnections in Las Vegas in 2010 and Orlando 2011. I do believe that I do have a long way to go, yet what I do makes me happy and I hope I can keep doing for years to come. Every year I can see an improvement on my code, and more frameworks and languages are under my belt, I learn to embrace them all as well as in my daily job, I have been able to work in a few projects beyond my department. I’m a learner and believer of the Michael “Doc” Norton pattern. Looking forward to learn more about it to be able to apply it better. In my short journey I now see my mistakes, I did a few things right, I have been listening the intelligent people and not being afraid to move along the technology changes. In my professional life, I have tried to avoid being placed in only one technology and product. I have always share my code and never confused anybody that wanted to take over any of my projects, I didn’t think anything I created as my own nor care too much when politics didn’t see my vision. I stayed flexible, ready and visible, yet humble. I keep my head just below the clouds, and avoided managers meetings. I credit my manager for my success, and I faulted publicly only myself for the failures. Hope this helps. Cheers, Al Follow me in Twitter  Read my previous post tweetmeme_url = 'http://weblogs.asp.net/albertpascual/archive/2010/12/09/part-2-career-development-as-a-software-developer-without-becoming-a-manager.aspx'; tweetmeme_source = 'alpascual';

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  • Craftsmanship is ALL that Matters

    - by Wayne Molina
    Today, I'm going to talk about a touchy subject: the notion of working in a company that doesn't use the prescribed "best practices" in its software development endeavours.  Over the years I have, using a variety of pseudonyms, asked this question on popular programming forums.  Although I always add in some minor variation of the story to avoid suspicion that it's the same person posting, the crux of the tale remains the same: A Programmer’s Tale A junior software developer has just started a new job at an average company, creating average line-of-business applications for internal use (the most typical scenario programmers find themselves in).  This hypothetical newbie has spent a lot of time reading up on the "theory" of software development, devouring books, blogs and screencasts from well-known and respected software developers in the community in order to broaden his knowledge and "do what the pros do".  He begins his new job, eager to apply what he's learned on a real-world project only to discover that his new teammates doesn't use any of those concepts and techniques.  They hack their way through development, or in a best-case scenario use some homebrew, thrown-together semblance of a framework for their applications that follows not one of the best practices suggested by the “elite” in the software community - things like TDD (TDD as a "best practice" is the only subjective part of this post, but it's included here due to a very large following of respected developers who consider it one), the SOLID principles, well-known and venerable tools, even version control in a worst case and truly nightmarish scenario.  Our protagonist is frustrated that he isn't doing things the "proper" way - a way he's spent personal time digesting and learning about and, more importantly, a way that some of the top developers in the industry advocate - and turns to a forum to ask the advice of his peers. Invariably the answer I, in the guise of the concerned newbie, will receive is that A) I don't know anything and should just shut my mouth and sling code the bad way like everybody else on the team, and B) These "best practices" are fade or a joke, and the only thing that matters is shipping software to your customers. I am here today to say that anyone who says this, or anything like it, is not only full of crap but indicative of exactly the type of “developer” that has helped to give our industry a bad name.  Here is why: One Who Knows Nothing, Understands Nothing On one hand, you have the cognoscenti of the .NET development world.  Guys like James Avery, Jeremy Miller, Ayende Rahien and Rob Conery; all well-respected and noted programmers that are pretty much our version of celebrities.  These guys write blogs, books, and post videos outlining the "correct" way of writing software to make sure it not only works but is maintainable and extensible and a joy to work with.  They tout the virtues of the SOLID principles, or of using TDD/BDD, or using a mature ORM like NHibernate, Subsonic or even Entity Framework. On the other hand, you have Joe Everyman, Lead Software Developer at Initrode Corporation - in our hypothetical story Joe is the junior developer's new boss.  Joe's been with Initrode for 10 years, starting as the company’s very first programmer and over the years building up a little fiefdom of his own until at the present he’s in charge of all Initrode’s software development.  Joe writes code the same way he always has, without bothering to learn much, if anything.  He looked at NHibernate once and found it was "too hard", so he uses a primitive implementation of the TableDataGateway pattern as a wrapper around SqlClient.SqlConnection and SqlClient.SqlCommand instead of an actual ORM (or, in a better case scenario, has created his own ORM); the thought of using LINQ or Entity Framework or really anything other than his own hastily homebrew solution has never occurred to him.  He doesn't understand TDD and considers “testing” to be using the .NET debugger to step through code, or simply loading up an app and entering some values to see if it works.  He doesn't really understand SOLID, and he doesn't care to.  He's worked as a programmer for years, and that's all that counts.  Right?  WRONG. Who would you rather trust?  Someone with years of experience and who writes books, creates well-known software and is akin to a celebrity, or someone with no credibility outside their own minute environment who throws around their clout and company seniority as the "proof" of their ability?  Joe Everyman may have years of experience at Initrode as a programmer, and says to do things "his way" but someone like Jeremy Miller or Ayende Rahien have years of experience at companies just like Initrode, THEY know ten times more than Joe Everyman knows or could ever hope to know, and THEY say to do things "this way". Here's another way of thinking about it: If you wanted to get into politics and needed advice on the best way to do it, would you rather listen to the mayor of Hicktown, USA or Barack Obama?  One is a small-time nobody while the other is very well-known and, as such, would probably have much more accurate and beneficial advice. NOTE: The selection of Barack Obama as an example in no way, shape, or form suggests a political affiliation or political bent to this post or blog, and no political innuendo should be mistakenly read from it; the intent was merely to compare a small-time persona with a well-known persona in a non-software field.  Feel free to replace the name "Barack Obama" with any well-known Congressman, Senator or US President of your choice. DIY Considered Harmful I will say right now that the homebrew development environment is the WORST one for an aspiring programmer, because it relies on nothing outside it's own little box - no useful skill outside of the small pond.  If you are forced to use some half-baked, homebrew ORM created by your Director of Software, you are not learning anything valuable you can take with you in the future; now, if you plan to stay at Initrode for 10 years like Joe Everyman, this is fine and dandy.  However if, like most of us, you want to advance your career outside a very narrow space you will do more harm than good by sticking it out in an environment where you, to be frank, know better than everybody else because you are aware of alternative and, in almost most cases, better tools for the job.  A junior developer who understands why the SOLID principles are good to follow, or why TDD is beneficial, or who knows that it's better to use NHibernate/Subsonic/EF/LINQ/well-known ORM versus some in-house one knows better than a senior developer with 20 years experience who doesn't understand any of that, plain and simple.  Anyone who disagrees is either a liar, or someone who, just like Joe Everyman, Lead Developer, relies on seniority and tenure rather than adapting their knowledge as things evolve. In many cases, the Joe Everymans of the world act this way out of fear - they cannot possibly fathom that a “junior” could know more than them; after all, they’ve spent 10 or more years in the same company, doing the same job, cranking out the same shoddy software.  And here comes a newbie who hasn’t spent 10+ years doing the same things, with a fresh and often radical take on the craft, and Joe Everyman is afraid he might have to put some real effort into his career again instead of just pointing to his 10 years of service at Initrode as “proof” that he’s good, or that he might have to learn something new to improve; in most cases the problem is Joe Everyman, and by extension Initrode itself, has a mentality of just being “good enough”, and mediocrity is the rule of the day. A Thorn Bush is No Place for a Phoenix My advice is that if you work on a team where they don't use the best practices that some of the most famous developers in our field say is the "right" way to do things (and have legions of people who agree), and YOU are aware of these practices and can see why they work, then LEAVE the company.  Find a company where they DO care about quality, and craftsmanship, otherwise you will never be happy.  There is no point in "dumbing" yourself down to the level of your co-workers and slinging code without care to craftsmanship.  In 95% of these situations there will be no point in bringing it to the attention of Joe Everyman because he won't listen; he might even get upset that someone is trying to "upstage" him and fire the newbie, and replace someone with loads of untapped potential with a drone that will just nod affirmatively and grind out the tasks assigned without question. Find a company that has people smart enough to listen to the "best and brightest", and be happy.  Do not, I repeat, DO NOT waste away in a job working for ignorant people.  At the end of the day software development IS a craft, and a level of craftsmanship is REQUIRED for any serious professional.  When you have knowledgeable people with the credibility to back it up saying one thing, and small-time people who are, to put it bluntly, nobodies in the field saying and doing something totally different because they can't comprehend it, leave the nobodies to their own devices to fade into obscurity.  Work for a company that uses REAL software engineering techniques and really cares about craftsmanship.  The biggest issue affecting our career, and the reason software development has never been the respected, white-collar career it was meant to be, is because hacks and charlatans can pass themselves off as professional programmers without following a lick of good advice from programmers much better at the craft than they are.  These modern day snake-oil salesmen entrench themselves in companies by hoodwinking non-technical businesspeople and customers with their shoddy wares, end up in senior/lead/executive positions, and push their lack of knowledge on everybody unfortunate enough to work with/for/under them, crushing any dissent or voices of reason and change under their tyrannical heel and leaving behind a trail of dismayed and, often, unemployed junior developers who were made examples of to keep up the facade and avoid the shadow of doubt being cast upon them. To sum this up another way: If you surround yourself with learned people, you will learn.  Surround yourself with ignorant people who can't, as the saying goes, see the forest through the trees, and you'll learn nothing of any real value.  There is more to software development than just writing code, and the end goal should not be just "shipping software", it should be shipping software that is extensible, maintainable, and above all else software whose creation has broadened your knowledge in some capacity, even if a minor one.  An eager newbie who knows theory and thirsts for knowledge can easily be moulded and taught the advanced topics, but the same can't be said of someone who only cares about the finish line.  This industry needs more people espousing the benefits of software craftsmanship and proper software engineering techniques, and less Joe Everymans who are unwilling to adapt or foster new ways of thinking. Conclusion - I Cast “Protection from Fire” I am fairly certain this post will spark some controversy and might even invite the flames.  Please keep in mind these are opinions and nothing more.  A little healthy rant and subsequent flamewar can be good for the soul once in a while.  To paraphrase The Godfather: It helps to get rid of the bad blood.

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  • Another Marketing Conference, part one – the best morning sessions.

    - by Roger Hart
    Yesterday I went to Another Marketing Conference. I honestly can’t tell if the title is just tipping over into smug, but in the balance of things that doesn’t matter, because it was a good conference. There was an enjoyable blend of theoretical and practical, and enough inter-disciplinary spread to keep my inner dilettante grinning from ear to ear. Sure, there was a bumpy bit in the middle, with two back-to-back sales pitches and a rather thin overview of the state of the web. But the signal:noise ratio at AMC2012 was impressively high. Here’s the first part of my write-up of the sessions. It’s a bit of a mammoth. It’s also a bit of a mash-up of what was said and what I thought about it. I’ll add links to the videos and slides from the sessions as they become available. Although it was in the morning session, I’ve not included Vanessa Northam’s session on the power of internal comms to build brand ambassadors. It’ll be in the next roundup, as this is already pushing 2.5k words. First, the important stuff. I was keeping a tally, and nobody said “synergy” or “leverage”. I did, however, hear the term “marketeers” six times. Shame on you – you know who you are. 1 – Branding in a post-digital world, Graham Hales This initially looked like being a sales presentation for Interbrand, but Graham pulled it out of the bag a few minutes in. He introduced a model for brand management that was essentially Plan >> Do >> Check >> Act, with Do and Check rolled up together, and went on to stress that this looks like on overall business management model for a reason. Brand has to be part of your overall business strategy and metrics if you’re going to care about it at all. This was the first iteration of what proved to be one of the event’s emergent themes: do it throughout the stack or don’t bother. Graham went on to remind us that brands, in so far as they are owned at all, are owned by and co-created with our customers. Advertising can offer a message to customers, but they provide the expression of a brand. This was a preface to talking about an increasingly chaotic marketplace, with increasingly hard-to-manage purchase processes. Services like Amazon reviews and TripAdvisor (four presenters would make this point) saturate customers with information, and give them a kind of vigilante power to comment on and define brands. Consequentially, they experience a number of “moments of deflection” in our sales funnels. Our control is lessened, and failure to engage can negatively-impact buying decisions increasingly poorly. The clearest example given was the failure of NatWest’s “caring bank” campaign, where staff in branches, customer support, and online presences didn’t align. A discontinuity of experience basically made the campaign worthless, and disgruntled customers talked about it loudly on social media. This in turn presented an opportunity to engage and show caring, but that wasn’t taken. What I took away was that brand (co)creation is ongoing and needs monitoring and metrics. But reciprocally, given you get what you measure, strategy and metrics must include brand if any kind of branding is to work at all. Campaigns and messages must permeate product and service design. What that doesn’t mean (and Graham didn’t say it did) is putting Marketing at the top of the pyramid, and having them bawl demands at Product Management, Support, and Development like an entitled toddler. It’s going to have to be collaborative, and session 6 on internal comms handled this really well. The main thing missing here was substantiating data, and the main question I found myself chewing on was: if we’re building brands collaboratively and in the open, what about the cultural politics of trolling? 2 – Challenging our core beliefs about human behaviour, Mark Earls This was definitely the best show of the day. It was also some of the best content. Mark talked us through nudging, behavioural economics, and some key misconceptions around decision making. Basically, people aren’t rational, they’re petty, reactive, emotional sacks of meat, and they’ll go where they’re led. Comforting stuff. Examples given were the spread of the London Riots and the “discovery” of the mountains of Kong, and the popularity of Susan Boyle, which, in turn made me think about Per Mollerup’s concept of “social wayshowing”. Mark boiled his thoughts down into four key points which I completely failed to write down word for word: People do, then think – Changing minds to change behaviour doesn’t work. Post-rationalization rules the day. See also: mere exposure effects. Spock < Kirk - Emotional/intuitive comes first, then we rationalize impulses. The non-thinking, emotive, reactive processes run much faster than the deliberative ones. People are not really rational decision makers, so  intervening with information may not be appropriate. Maximisers or satisficers? – Related to the last point. People do not consistently, rationally, maximise. When faced with an abundance of choice, they prefer to satisfice than evaluate, and will often follow social leads rather than think. Things tend to converge – Behaviour trends to a consensus normal. When faced with choices people overwhelmingly just do what they see others doing. Humans are extraordinarily good at mirroring behaviours and receiving influence. People “outsource the cognitive load” of choices to the crowd. Mark’s headline quote was probably “the real influence happens at the table next to you”. Reference examples, word of mouth, and social influence are tremendously important, and so talking about product experiences may be more important than talking about products. This reminded me of Kathy Sierra’s “creating bad-ass users” concept of designing to make people more awesome rather than products they like. If we can expose user-awesome, and make sharing easy, we can normalise the behaviours we want. If we normalize the behaviours we want, people should make and post-rationalize the buying decisions we want.  Where we need to be: “A bigger boy made me do it” Where we are: “a wizard did it and ran away” However, it’s worth bearing in mind that some purchasing decisions are personal and informed rather than social and reactive. There’s a quadrant diagram, in fact. What was really interesting, though, towards the end of the talk, was some advice for working out how social your products might be. The standard technology adoption lifecycle graph is essentially about social product diffusion. So this idea isn’t really new. Geoffrey Moore’s “chasm” idea may not strictly apply. However, his concepts of beachheads and reference segments are exactly what is required to normalize and thus enable purchase decisions (behaviour change). The final thing is that in only very few categories does a better product actually affect purchase decision. Where the choice is personal and informed, this is true. But where it’s personal and impulsive, or in any way social, “better” is trumped by popularity, endorsement, or “point of sale salience”. UX, UCD, and e-commerce know this to be true. A better (and easier) experience will always beat “more features”. Easy to use, and easy to observe being used will beat “what the user says they want”. This made me think about the astounding stickiness of rational fallacies, “common sense” and the pathological willful simplifications of the media. Rational fallacies seem like they’re basically the heuristics we use for post-rationalization. If I were profoundly grimy and cynical, I’d suggest deploying a boat-load in our messaging, to see if they’re really as sticky and appealing as they look. 4 – Changing behaviour through communication, Stephen Donajgrodzki This was a fantastic follow up to Mark’s session. Stephen basically talked us through some tactics used in public information/health comms that implement the kind of behavioural theory Mark introduced. The session was largely about how to get people to do (good) things they’re predisposed not to do, and how communication can (and can’t) make positive interventions. A couple of things stood out, in particular “implementation intentions” and how they can be linked to goals. For example, in order to get people to check and test their smoke alarms (a goal intention, rarely actualized  an information campaign will attempt to link this activity to the clocks going back or forward (a strong implementation intention, well-actualized). The talk reinforced the idea that making behaviour changes easy and visible normalizes them and makes them more likely to succeed. To do this, they have to be embodied throughout a product and service cycle. Experiential disconnects undermine the normalization. So campaigns, products, and customer interactions must be aligned. This is underscored by the second section of the presentation, which talked about interventions and pre-conditions for change. Taking the examples of drug addiction and stopping smoking, Stephen showed us a framework for attempting (and succeeding or failing in) behaviour change. He noted that when the change is something people fundamentally want to do, and that is easy, this gets a to simpler. Coordinated, easily-observed environmental pressures create preconditions for change and build motivation. (price, pub smoking ban, ad campaigns, friend quitting, declining social acceptability) A triggering even leads to a change attempt. (getting a cold and panicking about how bad the cough is) Interventions can be made to enable an attempt (NHS services, public information, nicotine patches) If it succeeds – yay. If it fails, there’s strong negative enforcement. Triggering events seem largely personal, but messaging can intervene in the creation of preconditions and in supporting decisions. Stephen talked more about systems of thinking and “bounded rationality”. The idea being that to enable change you need to break through “automatic” thinking into “reflective” thinking. Disruption and emotion are great tools for this, but that is only the start of the process. It occurs to me that a great deal of market research is focused on determining triggers rather than analysing necessary preconditions. Although they are presumably related. The final section talked about setting goals. Marketing goals are often seen as deriving directly from business goals. However, marketing may be unable to deliver on these directly where decision and behaviour-change processes are involved. In those cases, marketing and communication goals should be to create preconditions. They should also consider priming and norms. Content marketing and brand awareness are good first steps here, as brands can be heuristics in decision making for choice-saturated consumers, or those seeking education. 5 – The power of engaged communities and how to build them, Harriet Minter (the Guardian) The meat of this was that you need to let communities define and establish themselves, and be quick to react to their needs. Harriet had been in charge of building the Guardian’s community sites, and learned a lot about how they come together, stabilize  grow, and react. Crucially, they can’t be about sales or push messaging. A community is not just an audience. It’s essential to start with what this particular segment or tribe are interested in, then what they want to hear. Eventually you can consider – in light of this – what they might want to buy, but you can’t start with the product. A community won’t cohere around one you’re pushing. Her tips for community building were (again, sorry, not verbatim): Set goals Have some targets. Community building sounds vague and fluffy, but you can have (and adjust) concrete goals. Think like a start-up This is the “lean” stuff. Try things, fail quickly, respond. Don’t restrict platforms Let the audience choose them, and be aware of their differences. For example, LinkedIn is very different to Twitter. Track your stats Related to the first point. Keeping an eye on the numbers lets you respond. They should be qualified, however. If you want a community of enterprise decision makers, headcount alone may be a bad metric – have you got CIOs, or just people who want to get jobs by mingling with CIOs? Build brand advocates Do things to involve people and make them awesome, and they’ll cheer-lead for you. The last part really got my attention. Little bits of drive-by kindness go a long way. But more than that, genuinely helping people turns them into powerful advocates. Harriet gave an example of the Guardian engaging with an aspiring journalist on its Q&A forums. Through a series of serendipitous encounters he became a BBC producer, and now enthusiastically speaks up for the Guardian community sites. Cultivating many small, authentic, influential voices may have a better pay-off than schmoozing the big guys. This could be particularly important in the context of Mark and Stephen’s models of social, endorsement-led, and example-led decision making. There’s a lot here I haven’t covered, and it may be worth some follow-up on community building. Thoughts I was quite sceptical of nudge theory and behavioural economics. First off it sounds too good to be true, and second it sounds too sinister to permit. But I haven’t done the background reading. So I’m going to, and if it seems to hold real water, and if it’s possible to do it ethically (Stephen’s presentations suggests it may be) then it’s probably worth exploring. The message seemed to be: change what people do, and they’ll work out why afterwards. Moreover, the people around them will do it too. Make the things you want them to do extraordinarily easy and very, very visible. Normalize and support the decisions you want them to make, and they’ll make them. In practice this means not talking about the thing, but showing the user-awesome. Glib? Perhaps. But it feels worth considering. Also, if I ever run a marketing conference, I’m going to ban speakers from using examples from Apple. Quite apart from not being consistently generalizable, it’s becoming an irritating cliché.

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  • Selling Federal Enterprise Architecture (EA)

    - by TedMcLaughlan
    Selling Federal Enterprise Architecture A taxonomy of subject areas, from which to develop a prioritized marketing and communications plan to evangelize EA activities within and among US Federal Government organizations and constituents. Any and all feedback is appreciated, particularly in developing and extending this discussion as a tool for use – more information and details are also available. "Selling" the discipline of Enterprise Architecture (EA) in the Federal Government (particularly in non-DoD agencies) is difficult, notwithstanding the general availability and use of the Federal Enterprise Architecture Framework (FEAF) for some time now, and the relatively mature use of the reference models in the OMB Capital Planning and Investment (CPIC) cycles. EA in the Federal Government also tends to be a very esoteric and hard to decipher conversation – early apologies to those who agree to continue reading this somewhat lengthy article. Alignment to the FEAF and OMB compliance mandates is long underway across the Federal Departments and Agencies (and visible via tools like PortfolioStat and ITDashboard.gov – but there is still a gap between the top-down compliance directives and enablement programs, and the bottom-up awareness and effective use of EA for either IT investment management or actual mission effectiveness. "EA isn't getting deep enough penetration into programs, components, sub-agencies, etc.", verified a panelist at the most recent EA Government Conference in DC. Newer guidance from OMB may be especially difficult to handle, where bottom-up input can't be accurately aligned, analyzed and reported via standardized EA discipline at the Agency level – for example in addressing the new (for FY13) Exhibit 53D "Agency IT Reductions and Reinvestments" and the information required for "Cloud Computing Alternatives Evaluation" (supporting the new Exhibit 53C, "Agency Cloud Computing Portfolio"). Therefore, EA must be "sold" directly to the communities that matter, from a coordinated, proactive messaging perspective that takes BOTH the Program-level value drivers AND the broader Agency mission and IT maturity context into consideration. Selling EA means persuading others to take additional time and possibly assign additional resources, for a mix of direct and indirect benefits – many of which aren't likely to be realized in the short-term. This means there's probably little current, allocated budget to work with; ergo the challenge of trying to sell an "unfunded mandate". Also, the concept of "Enterprise" in large Departments like Homeland Security tends to cross all kinds of organizational boundaries – as Richard Spires recently indicated by commenting that "...organizational boundaries still trump functional similarities. Most people understand what we're trying to do internally, and at a high level they get it. The problem, of course, is when you get down to them and their system and the fact that you're going to be touching them...there's always that fear factor," Spires said. It is quite clear to the Federal IT Investment community that for EA to meet its objective, understandable, relevant value must be measured and reported using a repeatable method – as described by GAO's recent report "Enterprise Architecture Value Needs To Be Measured and Reported". What's not clear is the method or guidance to sell this value. In fact, the current GAO "Framework for Assessing and Improving Enterprise Architecture Management (Version 2.0)", a.k.a. the "EAMMF", does not include words like "sell", "persuade", "market", etc., except in reference ("within Core Element 19: Organization business owner and CXO representatives are actively engaged in architecture development") to a brief section in the CIO Council's 2001 "Practical Guide to Federal Enterprise Architecture", entitled "3.3.1. Develop an EA Marketing Strategy and Communications Plan." Furthermore, Core Element 19 of the EAMMF is advised to be applied in "Stage 3: Developing Initial EA Versions". This kind of EA sales campaign truly should start much earlier in the maturity progress, i.e. in Stages 0 or 1. So, what are the understandable, relevant benefits (or value) to sell, that can find an agreeable, participatory audience, and can pave the way towards success of a longer-term, funded set of EA mechanisms that can be methodically measured and reported? Pragmatic benefits from a useful EA that can help overcome the fear of change? And how should they be sold? Following is a brief taxonomy (it's a taxonomy, to help organize SME support) of benefit-related subjects that might make the most sense, in creating the messages and organizing an initial "engagement plan" for evangelizing EA "from within". An EA "Sales Taxonomy" of sorts. We're not boiling the ocean here; the subjects that are included are ones that currently appear to be urgently relevant to the current Federal IT Investment landscape. Note that successful dialogue in these topics is directly usable as input or guidance for actually developing early-stage, "Fit-for-Purpose" (a DoDAF term) Enterprise Architecture artifacts, as prescribed by common methods found in most EA methodologies, including FEAF, TOGAF, DoDAF and our own Oracle Enterprise Architecture Framework (OEAF). The taxonomy below is organized by (1) Target Community, (2) Benefit or Value, and (3) EA Program Facet - as in: "Let's talk to (1: Community Member) about how and why (3: EA Facet) the EA program can help with (2: Benefit/Value)". Once the initial discussion targets and subjects are approved (that can be measured and reported), a "marketing and communications plan" can be created. A working example follows the Taxonomy. Enterprise Architecture Sales Taxonomy Draft, Summary Version 1. Community 1.1. Budgeted Programs or Portfolios Communities of Purpose (CoPR) 1.1.1. Program/System Owners (Senior Execs) Creating or Executing Acquisition Plans 1.1.2. Program/System Owners Facing Strategic Change 1.1.2.1. Mandated 1.1.2.2. Expected/Anticipated 1.1.3. Program Managers - Creating Employee Performance Plans 1.1.4. CO/COTRs – Creating Contractor Performance Plans, or evaluating Value Engineering Change Proposals (VECP) 1.2. Governance & Communications Communities of Practice (CoP) 1.2.1. Policy Owners 1.2.1.1. OCFO 1.2.1.1.1. Budget/Procurement Office 1.2.1.1.2. Strategic Planning 1.2.1.2. OCIO 1.2.1.2.1. IT Management 1.2.1.2.2. IT Operations 1.2.1.2.3. Information Assurance (Cyber Security) 1.2.1.2.4. IT Innovation 1.2.1.3. Information-Sharing/ Process Collaboration (i.e. policies and procedures regarding Partners, Agreements) 1.2.2. Governing IT Council/SME Peers (i.e. an "Architects Council") 1.2.2.1. Enterprise Architects (assumes others exist; also assumes EA participants aren't buried solely within the CIO shop) 1.2.2.2. Domain, Enclave, Segment Architects – i.e. the right affinity group for a "shared services" EA structure (per the EAMMF), which may be classified as Federated, Segmented, Service-Oriented, or Extended 1.2.2.3. External Oversight/Constraints 1.2.2.3.1. GAO/OIG & Legal 1.2.2.3.2. Industry Standards 1.2.2.3.3. Official public notification, response 1.2.3. Mission Constituents Participant & Analyst Community of Interest (CoI) 1.2.3.1. Mission Operators/Users 1.2.3.2. Public Constituents 1.2.3.3. Industry Advisory Groups, Stakeholders 1.2.3.4. Media 2. Benefit/Value (Note the actual benefits may not be discretely attributable to EA alone; EA is a very collaborative, cross-cutting discipline.) 2.1. Program Costs – EA enables sound decisions regarding... 2.1.1. Cost Avoidance – a TCO theme 2.1.2. Sequencing – alignment of capability delivery 2.1.3. Budget Instability – a Federal reality 2.2. Investment Capital – EA illuminates new investment resources via... 2.2.1. Value Engineering – contractor-driven cost savings on existing budgets, direct or collateral 2.2.2. Reuse – reuse of investments between programs can result in savings, chargeback models; avoiding duplication 2.2.3. License Refactoring – IT license & support models may not reflect actual or intended usage 2.3. Contextual Knowledge – EA enables informed decisions by revealing... 2.3.1. Common Operating Picture (COP) – i.e. cross-program impacts and synergy, relative to context 2.3.2. Expertise & Skill – who truly should be involved in architectural decisions, both business and IT 2.3.3. Influence – the impact of politics and relationships can be examined 2.3.4. Disruptive Technologies – new technologies may reduce costs or mitigate risk in unanticipated ways 2.3.5. What-If Scenarios – can become much more refined, current, verifiable; basis for Target Architectures 2.4. Mission Performance – EA enables beneficial decision results regarding... 2.4.1. IT Performance and Optimization – towards 100% effective, available resource utilization 2.4.2. IT Stability – towards 100%, real-time uptime 2.4.3. Agility – responding to rapid changes in mission 2.4.4. Outcomes –measures of mission success, KPIs – vs. only "Outputs" 2.4.5. Constraints – appropriate response to constraints 2.4.6. Personnel Performance – better line-of-sight through performance plans to mission outcome 2.5. Mission Risk Mitigation – EA mitigates decision risks in terms of... 2.5.1. Compliance – all the right boxes are checked 2.5.2. Dependencies –cross-agency, segment, government 2.5.3. Transparency – risks, impact and resource utilization are illuminated quickly, comprehensively 2.5.4. Threats and Vulnerabilities – current, realistic awareness and profiles 2.5.5. Consequences – realization of risk can be mapped as a series of consequences, from earlier decisions or new decisions required for current issues 2.5.5.1. Unanticipated – illuminating signals of future or non-symmetric risk; helping to "future-proof" 2.5.5.2. Anticipated – discovering the level of impact that matters 3. EA Program Facet (What parts of the EA can and should be communicated, using business or mission terms?) 3.1. Architecture Models – the visual tools to be created and used 3.1.1. Operating Architecture – the Business Operating Model/Architecture elements of the EA truly drive all other elements, plus expose communication channels 3.1.2. Use Of – how can the EA models be used, and how are they populated, from a reasonable, pragmatic yet compliant perspective? What are the core/minimal models required? What's the relationship of these models, with existing system models? 3.1.3. Scope – what level of granularity within the models, and what level of abstraction across the models, is likely to be most effective and useful? 3.2. Traceability – the maturity, status, completeness of the tools 3.2.1. Status – what in fact is the degree of maturity across the integrated EA model and other relevant governance models, and who may already be benefiting from it? 3.2.2. Visibility – how does the EA visibly and effectively prove IT investment performance goals are being reached, with positive mission outcome? 3.3. Governance – what's the interaction, participation method; how are the tools used? 3.3.1. Contributions – how is the EA program informed, accept submissions, collect data? Who are the experts? 3.3.2. Review – how is the EA validated, against what criteria?  Taxonomy Usage Example:   1. To speak with: a. ...a particular set of System Owners Facing Strategic Change, via mandate (like the "Cloud First" mandate); about... b. ...how the EA program's visible and easily accessible Infrastructure Reference Model (i.e. "IRM" or "TRM"), if updated more completely with current system data, can... c. ...help shed light on ways to mitigate risks and avoid future costs associated with NOT leveraging potentially-available shared services across the enterprise... 2. ....the following Marketing & Communications (Sales) Plan can be constructed: a. Create an easy-to-read "Consequence Model" that illustrates how adoption of a cloud capability (like elastic operational storage) can enable rapid and durable compliance with the mandate – using EA traceability. Traceability might be from the IRM to the ARM (that identifies reusable services invoking the elastic storage), and then to the PRM with performance measures (such as % utilization of purchased storage allocation) included in the OMB Exhibits; and b. Schedule a meeting with the Program Owners, timed during their Acquisition Strategy meetings in response to the mandate, to use the "Consequence Model" for advising them to organize a rapid and relevant RFI solicitation for this cloud capability (regarding alternatives for sourcing elastic operational storage); and c. Schedule a series of short "Discovery" meetings with the system architecture leads (as agreed by the Program Owners), to further populate/validate the "As-Is" models and frame the "To Be" models (via scenarios), to better inform the RFI, obtain the best feedback from the vendor community, and provide potential value for and avoid impact to all other programs and systems. --end example -- Note that communications with the intended audience should take a page out of the standard "Search Engine Optimization" (SEO) playbook, using keywords and phrases relating to "value" and "outcome" vs. "compliance" and "output". Searches in email boxes, internal and external search engines for phrases like "cost avoidance strategies", "mission performance metrics" and "innovation funding" should yield messages and content from the EA team. This targeted, informed, practical sales approach should result in additional buy-in and participation, additional EA information contribution and model validation, development of more SMEs and quick "proof points" (with real-life testing) to bolster the case for EA. The proof point here is a successful, timely procurement that satisfies not only the external mandate and external oversight review, but also meets internal EA compliance/conformance goals and therefore is more transparently useful across the community. In short, if sold effectively, the EA will perform and be recognized. EA won’t therefore be used only for compliance, but also (according to a validated, stated purpose) to directly influence decisions and outcomes. The opinions, views and analysis expressed in this document are those of the author and do not necessarily reflect the views of Oracle.

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  • Toorcon14

    - by danx
    Toorcon 2012 Information Security Conference San Diego, CA, http://www.toorcon.org/ Dan Anderson, October 2012 It's almost Halloween, and we all know what that means—yes, of course, it's time for another Toorcon Conference! Toorcon is an annual conference for people interested in computer security. This includes the whole range of hackers, computer hobbyists, professionals, security consultants, press, law enforcement, prosecutors, FBI, etc. We're at Toorcon 14—see earlier blogs for some of the previous Toorcon's I've attended (back to 2003). This year's "con" was held at the Westin on Broadway in downtown San Diego, California. The following are not necessarily my views—I'm just the messenger—although I could have misquoted or misparaphrased the speakers. Also, I only reviewed some of the talks, below, which I attended and interested me. MalAndroid—the Crux of Android Infections, Aditya K. Sood Programming Weird Machines with ELF Metadata, Rebecca "bx" Shapiro Privacy at the Handset: New FCC Rules?, Valkyrie Hacking Measured Boot and UEFI, Dan Griffin You Can't Buy Security: Building the Open Source InfoSec Program, Boris Sverdlik What Journalists Want: The Investigative Reporters' Perspective on Hacking, Dave Maas & Jason Leopold Accessibility and Security, Anna Shubina Stop Patching, for Stronger PCI Compliance, Adam Brand McAfee Secure & Trustmarks — a Hacker's Best Friend, Jay James & Shane MacDougall MalAndroid—the Crux of Android Infections Aditya K. Sood, IOActive, Michigan State PhD candidate Aditya talked about Android smartphone malware. There's a lot of old Android software out there—over 50% Gingerbread (2.3.x)—and most have unpatched vulnerabilities. Of 9 Android vulnerabilities, 8 have known exploits (such as the old Gingerbread Global Object Table exploit). Android protection includes sandboxing, security scanner, app permissions, and screened Android app market. The Android permission checker has fine-grain resource control, policy enforcement. Android static analysis also includes a static analysis app checker (bouncer), and a vulnerablity checker. What security problems does Android have? User-centric security, which depends on the user to grant permission and make smart decisions. But users don't care or think about malware (the're not aware, not paranoid). All they want is functionality, extensibility, mobility Android had no "proper" encryption before Android 3.0 No built-in protection against social engineering and web tricks Alternative Android app markets are unsafe. Simply visiting some markets can infect Android Aditya classified Android Malware types as: Type A—Apps. These interact with the Android app framework. For example, a fake Netflix app. Or Android Gold Dream (game), which uploads user files stealthy manner to a remote location. Type K—Kernel. Exploits underlying Linux libraries or kernel Type H—Hybrid. These use multiple layers (app framework, libraries, kernel). These are most commonly used by Android botnets, which are popular with Chinese botnet authors What are the threats from Android malware? These incude leak info (contacts), banking fraud, corporate network attacks, malware advertising, malware "Hackivism" (the promotion of social causes. For example, promiting specific leaders of the Tunisian or Iranian revolutions. Android malware is frequently "masquerated". That is, repackaged inside a legit app with malware. To avoid detection, the hidden malware is not unwrapped until runtime. The malware payload can be hidden in, for example, PNG files. Less common are Android bootkits—there's not many around. What they do is hijack the Android init framework—alteering system programs and daemons, then deletes itself. For example, the DKF Bootkit (China). Android App Problems: no code signing! all self-signed native code execution permission sandbox — all or none alternate market places no robust Android malware detection at network level delayed patch process Programming Weird Machines with ELF Metadata Rebecca "bx" Shapiro, Dartmouth College, NH https://github.com/bx/elf-bf-tools @bxsays on twitter Definitions. "ELF" is an executable file format used in linking and loading executables (on UNIX/Linux-class machines). "Weird machine" uses undocumented computation sources (I think of them as unintended virtual machines). Some examples of "weird machines" are those that: return to weird location, does SQL injection, corrupts the heap. Bx then talked about using ELF metadata as (an uintended) "weird machine". Some ELF background: A compiler takes source code and generates a ELF object file (hello.o). A static linker makes an ELF executable from the object file. A runtime linker and loader takes ELF executable and loads and relocates it in memory. The ELF file has symbols to relocate functions and variables. ELF has two relocation tables—one at link time and another one at loading time: .rela.dyn (link time) and .dynsym (dynamic table). GOT: Global Offset Table of addresses for dynamically-linked functions. PLT: Procedure Linkage Tables—works with GOT. The memory layout of a process (not the ELF file) is, in order: program (+ heap), dynamic libraries, libc, ld.so, stack (which includes the dynamic table loaded into memory) For ELF, the "weird machine" is found and exploited in the loader. ELF can be crafted for executing viruses, by tricking runtime into executing interpreted "code" in the ELF symbol table. One can inject parasitic "code" without modifying the actual ELF code portions. Think of the ELF symbol table as an "assembly language" interpreter. It has these elements: instructions: Add, move, jump if not 0 (jnz) Think of symbol table entries as "registers" symbol table value is "contents" immediate values are constants direct values are addresses (e.g., 0xdeadbeef) move instruction: is a relocation table entry add instruction: relocation table "addend" entry jnz instruction: takes multiple relocation table entries The ELF weird machine exploits the loader by relocating relocation table entries. The loader will go on forever until told to stop. It stores state on stack at "end" and uses IFUNC table entries (containing function pointer address). The ELF weird machine, called "Brainfu*k" (BF) has: 8 instructions: pointer inc, dec, inc indirect, dec indirect, jump forward, jump backward, print. Three registers - 3 registers Bx showed example BF source code that implemented a Turing machine printing "hello, world". More interesting was the next demo, where bx modified ping. Ping runs suid as root, but quickly drops privilege. BF modified the loader to disable the library function call dropping privilege, so it remained as root. Then BF modified the ping -t argument to execute the -t filename as root. It's best to show what this modified ping does with an example: $ whoami bx $ ping localhost -t backdoor.sh # executes backdoor $ whoami root $ The modified code increased from 285948 bytes to 290209 bytes. A BF tool compiles "executable" by modifying the symbol table in an existing ELF executable. The tool modifies .dynsym and .rela.dyn table, but not code or data. Privacy at the Handset: New FCC Rules? "Valkyrie" (Christie Dudley, Santa Clara Law JD candidate) Valkyrie talked about mobile handset privacy. Some background: Senator Franken (also a comedian) became alarmed about CarrierIQ, where the carriers track their customers. Franken asked the FCC to find out what obligations carriers think they have to protect privacy. The carriers' response was that they are doing just fine with self-regulation—no worries! Carriers need to collect data, such as missed calls, to maintain network quality. But carriers also sell data for marketing. Verizon sells customer data and enables this with a narrow privacy policy (only 1 month to opt out, with difficulties). The data sold is not individually identifiable and is aggregated. But Verizon recommends, as an aggregation workaround to "recollate" data to other databases to identify customers indirectly. The FCC has regulated telephone privacy since 1934 and mobile network privacy since 2007. Also, the carriers say mobile phone privacy is a FTC responsibility (not FCC). FTC is trying to improve mobile app privacy, but FTC has no authority over carrier / customer relationships. As a side note, Apple iPhones are unique as carriers have extra control over iPhones they don't have with other smartphones. As a result iPhones may be more regulated. Who are the consumer advocates? Everyone knows EFF, but EPIC (Electrnic Privacy Info Center), although more obsecure, is more relevant. What to do? Carriers must be accountable. Opt-in and opt-out at any time. Carriers need incentive to grant users control for those who want it, by holding them liable and responsible for breeches on their clock. Location information should be added current CPNI privacy protection, and require "Pen/trap" judicial order to obtain (and would still be a lower standard than 4th Amendment). Politics are on a pro-privacy swing now, with many senators and the Whitehouse. There will probably be new regulation soon, and enforcement will be a problem, but consumers will still have some benefit. Hacking Measured Boot and UEFI Dan Griffin, JWSecure, Inc., Seattle, @JWSdan Dan talked about hacking measured UEFI boot. First some terms: UEFI is a boot technology that is replacing BIOS (has whitelisting and blacklisting). UEFI protects devices against rootkits. TPM - hardware security device to store hashs and hardware-protected keys "secure boot" can control at firmware level what boot images can boot "measured boot" OS feature that tracks hashes (from BIOS, boot loader, krnel, early drivers). "remote attestation" allows remote validation and control based on policy on a remote attestation server. Microsoft pushing TPM (Windows 8 required), but Google is not. Intel TianoCore is the only open source for UEFI. Dan has Measured Boot Tool at http://mbt.codeplex.com/ with a demo where you can also view TPM data. TPM support already on enterprise-class machines. UEFI Weaknesses. UEFI toolkits are evolving rapidly, but UEFI has weaknesses: assume user is an ally trust TPM implicitly, and attached to computer hibernate file is unprotected (disk encryption protects against this) protection migrating from hardware to firmware delays in patching and whitelist updates will UEFI really be adopted by the mainstream (smartphone hardware support, bank support, apathetic consumer support) You Can't Buy Security: Building the Open Source InfoSec Program Boris Sverdlik, ISDPodcast.com co-host Boris talked about problems typical with current security audits. "IT Security" is an oxymoron—IT exists to enable buiness, uptime, utilization, reporting, but don't care about security—IT has conflict of interest. There's no Magic Bullet ("blinky box"), no one-size-fits-all solution (e.g., Intrusion Detection Systems (IDSs)). Regulations don't make you secure. The cloud is not secure (because of shared data and admin access). Defense and pen testing is not sexy. Auditors are not solution (security not a checklist)—what's needed is experience and adaptability—need soft skills. Step 1: First thing is to Google and learn the company end-to-end before you start. Get to know the management team (not IT team), meet as many people as you can. Don't use arbitrary values such as CISSP scores. Quantitive risk assessment is a myth (e.g. AV*EF-SLE). Learn different Business Units, legal/regulatory obligations, learn the business and where the money is made, verify company is protected from script kiddies (easy), learn sensitive information (IP, internal use only), and start with low-hanging fruit (customer service reps and social engineering). Step 2: Policies. Keep policies short and relevant. Generic SANS "security" boilerplate policies don't make sense and are not followed. Focus on acceptable use, data usage, communications, physical security. Step 3: Implementation: keep it simple stupid. Open source, although useful, is not free (implementation cost). Access controls with authentication & authorization for local and remote access. MS Windows has it, otherwise use OpenLDAP, OpenIAM, etc. Application security Everyone tries to reinvent the wheel—use existing static analysis tools. Review high-risk apps and major revisions. Don't run different risk level apps on same system. Assume host/client compromised and use app-level security control. Network security VLAN != segregated because there's too many workarounds. Use explicit firwall rules, active and passive network monitoring (snort is free), disallow end user access to production environment, have a proxy instead of direct Internet access. Also, SSL certificates are not good two-factor auth and SSL does not mean "safe." Operational Controls Have change, patch, asset, & vulnerability management (OSSI is free). For change management, always review code before pushing to production For logging, have centralized security logging for business-critical systems, separate security logging from administrative/IT logging, and lock down log (as it has everything). Monitor with OSSIM (open source). Use intrusion detection, but not just to fulfill a checkbox: build rules from a whitelist perspective (snort). OSSEC has 95% of what you need. Vulnerability management is a QA function when done right: OpenVas and Seccubus are free. Security awareness The reality is users will always click everything. Build real awareness, not compliance driven checkbox, and have it integrated into the culture. Pen test by crowd sourcing—test with logging COSSP http://www.cossp.org/ - Comprehensive Open Source Security Project What Journalists Want: The Investigative Reporters' Perspective on Hacking Dave Maas, San Diego CityBeat Jason Leopold, Truthout.org The difference between hackers and investigative journalists: For hackers, the motivation varies, but method is same, technological specialties. For investigative journalists, it's about one thing—The Story, and they need broad info-gathering skills. J-School in 60 Seconds: Generic formula: Person or issue of pubic interest, new info, or angle. Generic criteria: proximity, prominence, timeliness, human interest, oddity, or consequence. Media awareness of hackers and trends: journalists becoming extremely aware of hackers with congressional debates (privacy, data breaches), demand for data-mining Journalists, use of coding and web development for Journalists, and Journalists busted for hacking (Murdock). Info gathering by investigative journalists include Public records laws. Federal Freedom of Information Act (FOIA) is good, but slow. California Public Records Act is a lot stronger. FOIA takes forever because of foot-dragging—it helps to be specific. Often need to sue (especially FBI). CPRA is faster, and requests can be vague. Dumps and leaks (a la Wikileaks) Journalists want: leads, protecting ourselves, our sources, and adapting tools for news gathering (Google hacking). Anonomity is important to whistleblowers. They want no digital footprint left behind (e.g., email, web log). They don't trust encryption, want to feel safe and secure. Whistleblower laws are very weak—there's no upside for whistleblowers—they have to be very passionate to do it. Accessibility and Security or: How I Learned to Stop Worrying and Love the Halting Problem Anna Shubina, Dartmouth College Anna talked about how accessibility and security are related. Accessibility of digital content (not real world accessibility). mostly refers to blind users and screenreaders, for our purpose. Accessibility is about parsing documents, as are many security issues. "Rich" executable content causes accessibility to fail, and often causes security to fail. For example MS Word has executable format—it's not a document exchange format—more dangerous than PDF or HTML. Accessibility is often the first and maybe only sanity check with parsing. They have no choice because someone may want to read what you write. Google, for example, is very particular about web browser you use and are bad at supporting other browsers. Uses JavaScript instead of links, often requiring mouseover to display content. PDF is a security nightmare. Executible format, embedded flash, JavaScript, etc. 15 million lines of code. Google Chrome doesn't handle PDF correctly, causing several security bugs. PDF has an accessibility checker and PDF tagging, to help with accessibility. But no PDF checker checks for incorrect tags, untagged content, or validates lists or tables. None check executable content at all. The "Halting Problem" is: can one decide whether a program will ever stop? The answer, in general, is no (Rice's theorem). The same holds true for accessibility checkers. Language-theoretic Security says complicated data formats are hard to parse and cannot be solved due to the Halting Problem. W3C Web Accessibility Guidelines: "Perceivable, Operable, Understandable, Robust" Not much help though, except for "Robust", but here's some gems: * all information should be parsable (paraphrasing) * if not parsable, cannot be converted to alternate formats * maximize compatibility in new document formats Executible webpages are bad for security and accessibility. They say it's for a better web experience. But is it necessary to stuff web pages with JavaScript for a better experience? A good example is The Drudge Report—it has hand-written HTML with no JavaScript, yet drives a lot of web traffic due to good content. A bad example is Google News—hidden scrollbars, guessing user input. Solutions: Accessibility and security problems come from same source Expose "better user experience" myth Keep your corner of Internet parsable Remember "Halting Problem"—recognize false solutions (checking and verifying tools) Stop Patching, for Stronger PCI Compliance Adam Brand, protiviti @adamrbrand, http://www.picfun.com/ Adam talked about PCI compliance for retail sales. Take an example: for PCI compliance, 50% of Brian's time (a IT guy), 960 hours/year was spent patching POSs in 850 restaurants. Often applying some patches make no sense (like fixing a browser vulnerability on a server). "Scanner worship" is overuse of vulnerability scanners—it gives a warm and fuzzy and it's simple (red or green results—fix reds). Scanners give a false sense of security. In reality, breeches from missing patches are uncommon—more common problems are: default passwords, cleartext authentication, misconfiguration (firewall ports open). Patching Myths: Myth 1: install within 30 days of patch release (but PCI §6.1 allows a "risk-based approach" instead). Myth 2: vendor decides what's critical (also PCI §6.1). But §6.2 requires user ranking of vulnerabilities instead. Myth 3: scan and rescan until it passes. But PCI §11.2.1b says this applies only to high-risk vulnerabilities. Adam says good recommendations come from NIST 800-40. Instead use sane patching and focus on what's really important. From NIST 800-40: Proactive: Use a proactive vulnerability management process: use change control, configuration management, monitor file integrity. Monitor: start with NVD and other vulnerability alerts, not scanner results. Evaluate: public-facing system? workstation? internal server? (risk rank) Decide:on action and timeline Test: pre-test patches (stability, functionality, rollback) for change control Install: notify, change control, tickets McAfee Secure & Trustmarks — a Hacker's Best Friend Jay James, Shane MacDougall, Tactical Intelligence Inc., Canada "McAfee Secure Trustmark" is a website seal marketed by McAfee. A website gets this badge if they pass their remote scanning. The problem is a removal of trustmarks act as flags that you're vulnerable. Easy to view status change by viewing McAfee list on website or on Google. "Secure TrustGuard" is similar to McAfee. Jay and Shane wrote Perl scripts to gather sites from McAfee and search engines. If their certification image changes to a 1x1 pixel image, then they are longer certified. Their scripts take deltas of scans to see what changed daily. The bottom line is change in TrustGuard status is a flag for hackers to attack your site. Entire idea of seals is silly—you're raising a flag saying if you're vulnerable.

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  • Toorcon 15 (2013)

    - by danx
    The Toorcon gang (senior staff): h1kari (founder), nfiltr8, and Geo Introduction to Toorcon 15 (2013) A Tale of One Software Bypass of MS Windows 8 Secure Boot Breaching SSL, One Byte at a Time Running at 99%: Surviving an Application DoS Security Response in the Age of Mass Customized Attacks x86 Rewriting: Defeating RoP and other Shinanighans Clowntown Express: interesting bugs and running a bug bounty program Active Fingerprinting of Encrypted VPNs Making Attacks Go Backwards Mask Your Checksums—The Gorry Details Adventures with weird machines thirty years after "Reflections on Trusting Trust" Introduction to Toorcon 15 (2013) Toorcon 15 is the 15th annual security conference held in San Diego. I've attended about a third of them and blogged about previous conferences I attended here starting in 2003. As always, I've only summarized the talks I attended and interested me enough to write about them. Be aware that I may have misrepresented the speaker's remarks and that they are not my remarks or opinion, or those of my employer, so don't quote me or them. Those seeking further details may contact the speakers directly or use The Google. For some talks, I have a URL for further information. A Tale of One Software Bypass of MS Windows 8 Secure Boot Andrew Furtak and Oleksandr Bazhaniuk Yuri Bulygin, Oleksandr ("Alex") Bazhaniuk, and (not present) Andrew Furtak Yuri and Alex talked about UEFI and Bootkits and bypassing MS Windows 8 Secure Boot, with vendor recommendations. They previously gave this talk at the BlackHat 2013 conference. MS Windows 8 Secure Boot Overview UEFI (Unified Extensible Firmware Interface) is interface between hardware and OS. UEFI is processor and architecture independent. Malware can replace bootloader (bootx64.efi, bootmgfw.efi). Once replaced can modify kernel. Trivial to replace bootloader. Today many legacy bootkits—UEFI replaces them most of them. MS Windows 8 Secure Boot verifies everything you load, either through signatures or hashes. UEFI firmware relies on secure update (with signed update). You would think Secure Boot would rely on ROM (such as used for phones0, but you can't do that for PCs—PCs use writable memory with signatures DXE core verifies the UEFI boat loader(s) OS Loader (winload.efi, winresume.efi) verifies the OS kernel A chain of trust is established with a root key (Platform Key, PK), which is a cert belonging to the platform vendor. Key Exchange Keys (KEKs) verify an "authorized" database (db), and "forbidden" database (dbx). X.509 certs with SHA-1/SHA-256 hashes. Keys are stored in non-volatile (NV) flash-based NVRAM. Boot Services (BS) allow adding/deleting keys (can't be accessed once OS starts—which uses Run-Time (RT)). Root cert uses RSA-2048 public keys and PKCS#7 format signatures. SecureBoot — enable disable image signature checks SetupMode — update keys, self-signed keys, and secure boot variables CustomMode — allows updating keys Secure Boot policy settings are: always execute, never execute, allow execute on security violation, defer execute on security violation, deny execute on security violation, query user on security violation Attacking MS Windows 8 Secure Boot Secure Boot does NOT protect from physical access. Can disable from console. Each BIOS vendor implements Secure Boot differently. There are several platform and BIOS vendors. It becomes a "zoo" of implementations—which can be taken advantage of. Secure Boot is secure only when all vendors implement it correctly. Allow only UEFI firmware signed updates protect UEFI firmware from direct modification in flash memory protect FW update components program SPI controller securely protect secure boot policy settings in nvram protect runtime api disable compatibility support module which allows unsigned legacy Can corrupt the Platform Key (PK) EFI root certificate variable in SPI flash. If PK is not found, FW enters setup mode wich secure boot turned off. Can also exploit TPM in a similar manner. One is not supposed to be able to directly modify the PK in SPI flash from the OS though. But they found a bug that they can exploit from User Mode (undisclosed) and demoed the exploit. It loaded and ran their own bootkit. The exploit requires a reboot. Multiple vendors are vulnerable. They will disclose this exploit to vendors in the future. Recommendations: allow only signed updates protect UEFI fw in ROM protect EFI variable store in ROM Breaching SSL, One Byte at a Time Yoel Gluck and Angelo Prado Angelo Prado and Yoel Gluck, Salesforce.com CRIME is software that performs a "compression oracle attack." This is possible because the SSL protocol doesn't hide length, and because SSL compresses the header. CRIME requests with every possible character and measures the ciphertext length. Look for the plaintext which compresses the most and looks for the cookie one byte-at-a-time. SSL Compression uses LZ77 to reduce redundancy. Huffman coding replaces common byte sequences with shorter codes. US CERT thinks the SSL compression problem is fixed, but it isn't. They convinced CERT that it wasn't fixed and they issued a CVE. BREACH, breachattrack.com BREACH exploits the SSL response body (Accept-Encoding response, Content-Encoding). It takes advantage of the fact that the response is not compressed. BREACH uses gzip and needs fairly "stable" pages that are static for ~30 seconds. It needs attacker-supplied content (say from a web form or added to a URL parameter). BREACH listens to a session's requests and responses, then inserts extra requests and responses. Eventually, BREACH guesses a session's secret key. Can use compression to guess contents one byte at-a-time. For example, "Supersecret SupersecreX" (a wrong guess) compresses 10 bytes, and "Supersecret Supersecret" (a correct guess) compresses 11 bytes, so it can find each character by guessing every character. To start the guess, BREACH needs at least three known initial characters in the response sequence. Compression length then "leaks" information. Some roadblocks include no winners (all guesses wrong) or too many winners (multiple possibilities that compress the same). The solutions include: lookahead (guess 2 or 3 characters at-a-time instead of 1 character). Expensive rollback to last known conflict check compression ratio can brute-force first 3 "bootstrap" characters, if needed (expensive) block ciphers hide exact plain text length. Solution is to align response in advance to block size Mitigations length: use variable padding secrets: dynamic CSRF tokens per request secret: change over time separate secret to input-less servlets Future work eiter understand DEFLATE/GZIP HTTPS extensions Running at 99%: Surviving an Application DoS Ryan Huber Ryan Huber, Risk I/O Ryan first discussed various ways to do a denial of service (DoS) attack against web services. One usual method is to find a slow web page and do several wgets. Or download large files. Apache is not well suited at handling a large number of connections, but one can put something in front of it Can use Apache alternatives, such as nginx How to identify malicious hosts short, sudden web requests user-agent is obvious (curl, python) same url requested repeatedly no web page referer (not normal) hidden links. hide a link and see if a bot gets it restricted access if not your geo IP (unless the website is global) missing common headers in request regular timing first seen IP at beginning of attack count requests per hosts (usually a very large number) Use of captcha can mitigate attacks, but you'll lose a lot of genuine users. Bouncer, goo.gl/c2vyEc and www.github.com/rawdigits/Bouncer Bouncer is software written by Ryan in netflow. Bouncer has a small, unobtrusive footprint and detects DoS attempts. It closes blacklisted sockets immediately (not nice about it, no proper close connection). Aggregator collects requests and controls your web proxies. Need NTP on the front end web servers for clean data for use by bouncer. Bouncer is also useful for a popularity storm ("Slashdotting") and scraper storms. Future features: gzip collection data, documentation, consumer library, multitask, logging destroyed connections. Takeaways: DoS mitigation is easier with a complete picture Bouncer designed to make it easier to detect and defend DoS—not a complete cure Security Response in the Age of Mass Customized Attacks Peleus Uhley and Karthik Raman Peleus Uhley and Karthik Raman, Adobe ASSET, blogs.adobe.com/asset/ Peleus and Karthik talked about response to mass-customized exploits. Attackers behave much like a business. "Mass customization" refers to concept discussed in the book Future Perfect by Stan Davis of Harvard Business School. Mass customization is differentiating a product for an individual customer, but at a mass production price. For example, the same individual with a debit card receives basically the same customized ATM experience around the world. Or designing your own PC from commodity parts. Exploit kits are another example of mass customization. The kits support multiple browsers and plugins, allows new modules. Exploit kits are cheap and customizable. Organized gangs use exploit kits. A group at Berkeley looked at 77,000 malicious websites (Grier et al., "Manufacturing Compromise: The Emergence of Exploit-as-a-Service", 2012). They found 10,000 distinct binaries among them, but derived from only a dozen or so exploit kits. Characteristics of Mass Malware: potent, resilient, relatively low cost Technical characteristics: multiple OS, multipe payloads, multiple scenarios, multiple languages, obfuscation Response time for 0-day exploits has gone down from ~40 days 5 years ago to about ~10 days now. So the drive with malware is towards mass customized exploits, to avoid detection There's plenty of evicence that exploit development has Project Manager bureaucracy. They infer from the malware edicts to: support all versions of reader support all versions of windows support all versions of flash support all browsers write large complex, difficult to main code (8750 lines of JavaScript for example Exploits have "loose coupling" of multipe versions of software (adobe), OS, and browser. This allows specific attacks against specific versions of multiple pieces of software. Also allows exploits of more obscure software/OS/browsers and obscure versions. Gave examples of exploits that exploited 2, 3, 6, or 14 separate bugs. However, these complete exploits are more likely to be buggy or fragile in themselves and easier to defeat. Future research includes normalizing malware and Javascript. Conclusion: The coming trend is that mass-malware with mass zero-day attacks will result in mass customization of attacks. x86 Rewriting: Defeating RoP and other Shinanighans Richard Wartell Richard Wartell The attack vector we are addressing here is: First some malware causes a buffer overflow. The malware has no program access, but input access and buffer overflow code onto stack Later the stack became non-executable. The workaround malware used was to write a bogus return address to the stack jumping to malware Later came ASLR (Address Space Layout Randomization) to randomize memory layout and make addresses non-deterministic. The workaround malware used was to jump t existing code segments in the program that can be used in bad ways "RoP" is Return-oriented Programming attacks. RoP attacks use your own code and write return address on stack to (existing) expoitable code found in program ("gadgets"). Pinkie Pie was paid $60K last year for a RoP attack. One solution is using anti-RoP compilers that compile source code with NO return instructions. ASLR does not randomize address space, just "gadgets". IPR/ILR ("Instruction Location Randomization") randomizes each instruction with a virtual machine. Richard's goal was to randomize a binary with no source code access. He created "STIR" (Self-Transofrming Instruction Relocation). STIR disassembles binary and operates on "basic blocks" of code. The STIR disassembler is conservative in what to disassemble. Each basic block is moved to a random location in memory. Next, STIR writes new code sections with copies of "basic blocks" of code in randomized locations. The old code is copied and rewritten with jumps to new code. the original code sections in the file is marked non-executible. STIR has better entropy than ASLR in location of code. Makes brute force attacks much harder. STIR runs on MS Windows (PEM) and Linux (ELF). It eliminated 99.96% or more "gadgets" (i.e., moved the address). Overhead usually 5-10% on MS Windows, about 1.5-4% on Linux (but some code actually runs faster!). The unique thing about STIR is it requires no source access and the modified binary fully works! Current work is to rewrite code to enforce security policies. For example, don't create a *.{exe,msi,bat} file. Or don't connect to the network after reading from the disk. Clowntown Express: interesting bugs and running a bug bounty program Collin Greene Collin Greene, Facebook Collin talked about Facebook's bug bounty program. Background at FB: FB has good security frameworks, such as security teams, external audits, and cc'ing on diffs. But there's lots of "deep, dark, forgotten" parts of legacy FB code. Collin gave several examples of bountied bugs. Some bounty submissions were on software purchased from a third-party (but bounty claimers don't know and don't care). We use security questions, as does everyone else, but they are basically insecure (often easily discoverable). Collin didn't expect many bugs from the bounty program, but they ended getting 20+ good bugs in first 24 hours and good submissions continue to come in. Bug bounties bring people in with different perspectives, and are paid only for success. Bug bounty is a better use of a fixed amount of time and money versus just code review or static code analysis. The Bounty program started July 2011 and paid out $1.5 million to date. 14% of the submissions have been high priority problems that needed to be fixed immediately. The best bugs come from a small % of submitters (as with everything else)—the top paid submitters are paid 6 figures a year. Spammers like to backstab competitors. The youngest sumitter was 13. Some submitters have been hired. Bug bounties also allows to see bugs that were missed by tools or reviews, allowing improvement in the process. Bug bounties might not work for traditional software companies where the product has release cycle or is not on Internet. Active Fingerprinting of Encrypted VPNs Anna Shubina Anna Shubina, Dartmouth Institute for Security, Technology, and Society (I missed the start of her talk because another track went overtime. But I have the DVD of the talk, so I'll expand later) IPsec leaves fingerprints. Using netcat, one can easily visually distinguish various crypto chaining modes just from packet timing on a chart (example, DES-CBC versus AES-CBC) One can tell a lot about VPNs just from ping roundtrips (such as what router is used) Delayed packets are not informative about a network, especially if far away from the network More needed to explore about how TCP works in real life with respect to timing Making Attacks Go Backwards Fuzzynop FuzzyNop, Mandiant This talk is not about threat attribution (finding who), product solutions, politics, or sales pitches. But who are making these malware threats? It's not a single person or group—they have diverse skill levels. There's a lot of fat-fingered fumblers out there. Always look for low-hanging fruit first: "hiding" malware in the temp, recycle, or root directories creation of unnamed scheduled tasks obvious names of files and syscalls ("ClearEventLog") uncleared event logs. Clearing event log in itself, and time of clearing, is a red flag and good first clue to look for on a suspect system Reverse engineering is hard. Disassembler use takes practice and skill. A popular tool is IDA Pro, but it takes multiple interactive iterations to get a clean disassembly. Key loggers are used a lot in targeted attacks. They are typically custom code or built in a backdoor. A big tip-off is that non-printable characters need to be printed out (such as "[Ctrl]" "[RightShift]") or time stamp printf strings. Look for these in files. Presence is not proof they are used. Absence is not proof they are not used. Java exploits. Can parse jar file with idxparser.py and decomile Java file. Java typially used to target tech companies. Backdoors are the main persistence mechanism (provided externally) for malware. Also malware typically needs command and control. Application of Artificial Intelligence in Ad-Hoc Static Code Analysis John Ashaman John Ashaman, Security Innovation Initially John tried to analyze open source files with open source static analysis tools, but these showed thousands of false positives. Also tried using grep, but tis fails to find anything even mildly complex. So next John decided to write his own tool. His approach was to first generate a call graph then analyze the graph. However, the problem is that making a call graph is really hard. For example, one problem is "evil" coding techniques, such as passing function pointer. First the tool generated an Abstract Syntax Tree (AST) with the nodes created from method declarations and edges created from method use. Then the tool generated a control flow graph with the goal to find a path through the AST (a maze) from source to sink. The algorithm is to look at adjacent nodes to see if any are "scary" (a vulnerability), using heuristics for search order. The tool, called "Scat" (Static Code Analysis Tool), currently looks for C# vulnerabilities and some simple PHP. Later, he plans to add more PHP, then JSP and Java. For more information see his posts in Security Innovation blog and NRefactory on GitHub. Mask Your Checksums—The Gorry Details Eric (XlogicX) Davisson Eric (XlogicX) Davisson Sometimes in emailing or posting TCP/IP packets to analyze problems, you may want to mask the IP address. But to do this correctly, you need to mask the checksum too, or you'll leak information about the IP. Problem reports found in stackoverflow.com, sans.org, and pastebin.org are usually not masked, but a few companies do care. If only the IP is masked, the IP may be guessed from checksum (that is, it leaks data). Other parts of packet may leak more data about the IP. TCP and IP checksums both refer to the same data, so can get more bits of information out of using both checksums than just using one checksum. Also, one can usually determine the OS from the TTL field and ports in a packet header. If we get hundreds of possible results (16x each masked nibble that is unknown), one can do other things to narrow the results, such as look at packet contents for domain or geo information. With hundreds of results, can import as CSV format into a spreadsheet. Can corelate with geo data and see where each possibility is located. Eric then demoed a real email report with a masked IP packet attached. Was able to find the exact IP address, given the geo and university of the sender. Point is if you're going to mask a packet, do it right. Eric wouldn't usually bother, but do it correctly if at all, to not create a false impression of security. Adventures with weird machines thirty years after "Reflections on Trusting Trust" Sergey Bratus Sergey Bratus, Dartmouth College (and Julian Bangert and Rebecca Shapiro, not present) "Reflections on Trusting Trust" refers to Ken Thompson's classic 1984 paper. "You can't trust code that you did not totally create yourself." There's invisible links in the chain-of-trust, such as "well-installed microcode bugs" or in the compiler, and other planted bugs. Thompson showed how a compiler can introduce and propagate bugs in unmodified source. But suppose if there's no bugs and you trust the author, can you trust the code? Hell No! There's too many factors—it's Babylonian in nature. Why not? Well, Input is not well-defined/recognized (code's assumptions about "checked" input will be violated (bug/vunerabiliy). For example, HTML is recursive, but Regex checking is not recursive. Input well-formed but so complex there's no telling what it does For example, ELF file parsing is complex and has multiple ways of parsing. Input is seen differently by different pieces of program or toolchain Any Input is a program input executes on input handlers (drives state changes & transitions) only a well-defined execution model can be trusted (regex/DFA, PDA, CFG) Input handler either is a "recognizer" for the inputs as a well-defined language (see langsec.org) or it's a "virtual machine" for inputs to drive into pwn-age ELF ABI (UNIX/Linux executible file format) case study. Problems can arise from these steps (without planting bugs): compiler linker loader ld.so/rtld relocator DWARF (debugger info) exceptions The problem is you can't really automatically analyze code (it's the "halting problem" and undecidable). Only solution is to freeze code and sign it. But you can't freeze everything! Can't freeze ASLR or loading—must have tables and metadata. Any sufficiently complex input data is the same as VM byte code Example, ELF relocation entries + dynamic symbols == a Turing Complete Machine (TM). @bxsays created a Turing machine in Linux from relocation data (not code) in an ELF file. For more information, see Rebecca "bx" Shapiro's presentation from last year's Toorcon, "Programming Weird Machines with ELF Metadata" @bxsays did same thing with Mach-O bytecode Or a DWARF exception handling data .eh_frame + glibc == Turning Machine X86 MMU (IDT, GDT, TSS): used address translation to create a Turning Machine. Page handler reads and writes (on page fault) memory. Uses a page table, which can be used as Turning Machine byte code. Example on Github using this TM that will fly a glider across the screen Next Sergey talked about "Parser Differentials". That having one input format, but two parsers, will create confusion and opportunity for exploitation. For example, CSRs are parsed during creation by cert requestor and again by another parser at the CA. Another example is ELF—several parsers in OS tool chain, which are all different. Can have two different Program Headers (PHDRs) because ld.so parses multiple PHDRs. The second PHDR can completely transform the executable. This is described in paper in the first issue of International Journal of PoC. Conclusions trusting computers not only about bugs! Bugs are part of a problem, but no by far all of it complex data formats means bugs no "chain of trust" in Babylon! (that is, with parser differentials) we need to squeeze complexity out of data until data stops being "code equivalent" Further information See and langsec.org. USENIX WOOT 2013 (Workshop on Offensive Technologies) for "weird machines" papers and videos.

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