The Business of Security

Course Description & Learning Objectives

  • What makes the security business unique? How does the psychology and economics of security compare to other types of IT businesses?

  • How to design business models for security offerings?

  • How have business models for security evolved from PC/client-server to mobile/cloud era?

  • How to market, price and distribute security offerings? What are the tradeoffs among the various approaches?

  • How do various approaches to bundling or unbundling security offerings compare? What are the implications for building and maintaining competitive advantage?

  • How does security impact traditional information technology offerings and business models?

  • How do regulatory and public policy efforts impact the security business and the competitive position of individual market participants?

  • How do security vendors engage the hacker community and what are the strategic implications?

  • How to design business models addressing privacy?

Examples of companies covered will be provided upon receipt of a security clearance.

Target Audience

  • Those who have or seek product management or similar operational roles and want to identify and articulate their objectives to others (especially upper management) effectively.

  • Anyone who would like to view industries and markets through the eyes of the general manager/CEO (whether at a start-up or an industry giant), not just aspiring CEOs but anyone in any function who wants to understand why and how strategic choices influence a variety of decisions.

  • Those pursing careers in services firms (management consulting, investment banking, investment management, private equity, venture capital, corporate & intellectual property law) who are required to identify and assess various strategic options quickly.

  • Those who are new to the Security business and seek a comprehensive overview.

  • Anyone who would like to apply a strategic filter when choosing employers by critiquing and handicapping their strategies.

  • Anyone who would like to demonstrate the skill MBA recruiters have the most difficult time finding: strategic thinking (full survey results).


Strategy in Practice is required.  Software Business Models and Cloud Computing are recommended.

Delivery Format

The primary delivery format is traditional classroom instruction.  Each class session is 5 to 7.5 hours depending on the dates scheduled.

Classes will not be recorded.  Students who miss a class session are welcome to attend a makeup session (if available) or the same session in a subsequent offering of the course.

Note the following recent research regarding passive vs. active note taking: To Remember a Lecture Better, Take Notes by Hand 


Class preparation is essential to get the most out of the course.  Most class sessions will include short tutorials or primers, whether related to technologies of interest, regulations, economic/financial terminology, or other concepts relevant to the discussion.  

Students are also expected to complete a group or individual project with guidance from the instructor to apply concepts and methodologies from the class to a specific context.

Registration & Fees

Learn more about upcoming courses and request to join a cohort.

CoursesReza Moazzami