Archive for November, 2008

Michael Bloch: PCI Compliance – what Australian Online Businesses Need to Know

Saturday, November 1st, 2008

credit-cardUp until late 2006, PCI compliance was only compulsory for merchants capturing credit card data on their sites and processing more than 20,000 transactions a year; or having been identified previously as a security risk.

PCI compliance for all Australian merchants capturing credit card data from their sites for Visa, MasterCard, American Express and Discover Financial Services transactions became compulsory way back in September 2006; but many still don’t know what it actually is, let alone how to implement it. This is no fault of business owners, but it just appears that the financial institutions in Australia have had challenges getting the right information through.

With credit card data theft from large companies and organizations continuously hitting the headlines in Australia; card issuers are now demanding more from ecommerce merchants, large and small, to ensure that transactions occurring via their sites are secure. They’ve created what’s known as the Payment Card Industry Data Security Standard (PCI DSS) or PCI compliance for short. This isn’t just an Australian initiative, it’s been implemented globally.

The Risks of Non-Compliance

Australian online store owners who are obligated to implement a PCI compliance program and don’t become compliant may find themselves without the ability to process transactions or may face fines from the card company in a situation where security is breached. Additionally, the added protection that being PCI compliant provides can prevent damage to your business reputation and legal action by decreasing the chance of breach of your systems.

Unfortunately, achieving compliance is not something you’ll be able to do totally on your own as PCI compliancy requires scanning and verification by an authorized 3rd party.

It all sounds quite frightening if you haven’t been through it before and while it is a somewhat time consuming exercise and can be costly depending on the vendor you select, the process isn’t as difficult as you might expect – but much of the complexity will also depend on the third party scanning vendor you engage. You should really shop around for deals on PCI compliance because you’ll find huge variations on price and support.

What’s Involved With PCI Compliance?

PCI compliance is a set of security precautions that must be implemented to provide maximum protection of sensitive information during any credit card transaction. The compliance criteria include specific auditing processes, some of which are automated, the others requiring some action on the part of the merchant. The Payment Card Industry Data Security Standard is referenced by all credit card issuers.

PCI compliance for most online businesses, that is merchants processing up to 6 million transactions a year, consists of two main elements:

  1. An automated scan of your site and the server you’re hosted on by an authorized scanning vendor every 3 months
  2. Yearly self assessment questionnaire

Quarterly PCI Compliance Scan

The scanning vendor you select will execute a range of automated tests against your web site and the server it’s hosted on and then provide a report. The scans test for hundreds of different security issues.

The report will contain a great deal of detail; much of it in technical jargon, highlighting potential problem areas in relation to severity. Depending on the issues flagged, it may be just an advisory on how you can improve your security; but there may also be critical items that prevent your site from being PCI compliant.

A good vendor with then work with you and your web hosting company if necessary to help you address those issues. Chances are, if you are hosted on a shared server with other accounts, server based issues affecting your compliancy will affect all other clients on the server, so it’s in the host’s best interest to deal wit the issues.

PCI Compliance Self Assessment

In addition to the scan, you’ll also need to a self assessment questionnaire; a sample of which can be viewed here (PDF). It consists of the following requirement sections:

  1. Build and maintain a secure network
  2. Protect and maintain client data
  3. Maintain a Vulnerability Management Program
  4. Implement Strong Access Control Measures
  5. Regularly Monitor and Test Networks

Many merchants may find the form quite off-putting given some of the jargon in the self assessment, but again, a good PCI compliance vendor will assist you with completing this form.

The Benefits of PCI Compliance

While all this may seem to be an utter pain to do, there are real benefits from achieving PCI compliance, including

  • Your scanning vendor will give you a seal you can display on your site; a great reassurance to potential customers that you are able to secure their details. Many merchants experience a boost in sales when displaying recognized seals.

  • You’ll feel better knowing that your platform is secure to industry standards.

  • You will be actively helping in the fight against fraud.

  • You will help to lift the general reputation of ecommerce – and that benefits the entire industry.

Scanning Vendors

There are a wide range of choices available; some costing far more than others and doing essentially the same thing. Remember to shop around and that you don’t have to find an authorized scanning service in Australia as the PCI standards are global. All PCI scans must be executed by a compliant network security scanning vendor – a list of approved vendors can be found at https://www.pcisecuritystandards.org/

Michael Bloch: The Unexpected Gift

Saturday, November 1st, 2008

taming-the-beastThrowing in an unexpected gift after the sale can be a great way to keep customers, encourage people to buy more and incite them to tell others about you.

I buy coffee online  – I just scoot out to the site, follow a well beaten path to the order form, done in 60 seconds. It also means no stops along the way to check out other items.

When I unpacked my latest shipment of coffee, there was a nice surprise – a small bar of fair trade organic chocolate. I happen to love chocolate :) . This gift had a number of effects:

a) It was a nice surprise, leading to even more warm and fuzzy feelings about the business

b) I’m reminded that they sell chocolate – something I had forgotten about

c) I’ve been back out to their online store to check out other goodies I’ve missed seeing on past visits.

d) Even if I wasn’t a chocalate fiend, I likely would have given the free bar to someone who was and told them where it came from.

e) I’ve written about the business on my own site as a result of my positive experience with them

f) Given it was a no strings attached gift, there’s a greater chance I’d buy it in the future. It was far more effective than a written blurb about the chocolate. There’s only so many ways you can paint the concept of melt-in-your-mouth dark chocolate.

All this positive stuff from a bar that might have cost the business a dollar. Of course, not everyone would be as excited as I was about this small gift; but chocolate? I mean, it’s pretty hard to go wrong with that!

One of the other great aspects about this strategy is that it felt very personal. There was a handwritten note accompanying the chocolate with just 3 words on it – “With compliments, Robert”. The paper the message was on didn’t even have the company logo on it; which further added to the personal feel.

Free gifts you can provide

If you’re not in the business of selling coffee or chocolate, but other physical goods; consider using low cost items you’re overstocked on and having trouble shifting. Alternatively, request samples from manufacturers that you can then distribute to your customers. Your suppliers may be more than happy to provide these samples to you for free if you explain how you intend to use them.

Old favorites such as pens with your logo or other trinkets that have some practical value are well received. Bought in quantities of a thousand, refillable pens with your logo printed on them can cost as little as 35c each.

What if you don’t sell physical goods? Then the gift you provide doesn’t have to be a physical. Here’s some suggestions for purely online businesses selling digital goods and services.

Subscription bonus

After a few months of subscription, give away a free month to select clients. Flag the free gift with them via a personal email, recognizing their loyalty. Including a gentle reminder for them to let others know about you doesn’t hurt. Ask this as a personal favor rather than as an expectation.

Software

If you have low priced software items that you sell, surprise your clients who have bought other more expensive titles with a free license -  encourage them to give it to someone else if they can’t use it.

You can also pick up cheap premium software packages from other software companies offering reseller rights. In these arrangements, you can distribute the software without charging for it as part of a existing commercial relationship with a client, but you can’t give it away totally free to just anyone that visits your site – that way the software title retains some perceived dollar value.

Another effective strategy is providing clients with a software item that’s reached the end of its life cycle. The software is still useful, but not popular enough to warrant promoting or supporting it any more. Let the client know what the retail value of the software was.

Reports and white papers

Put together a *useful* report or white paper that isn’t generally available to non-customers; and be sure to flag this when you distribute it to your clients. Don’t use the white paper as a hard sell for another product; it’s meant to be a gift of value to make your clients feel special. Be sure to let your customers know what their bonus is worth.

Remember the gift principle

The power of the unexpected bonus is simply that the client hasn’t had to do *anything* to get the bonus and it’s totally unexpected. If you make people jump through hoops to get the freebie or hint about it in your pre-sales pitch, it loses the feeling of being a gift.