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3 Ways to Understand Your Client’s Security Needs and Drive More Impactful Discussions

Posted April 10, 2019by Brian Downey


For MSPs working to make the shift to security, one key hurdle tends to be helping clients understand what their risks are in a way that drives an immediate reaction. The reality is that clients without adequate protection should act immediately to protect themselves—but with so many other priorities on the list, many times it's hard to convince your client to act now.  

This was the driver behind Continuum’s recent release of Fortify for Assessment products. The goal of Fortify for Assessment was to find a simple way to communicate environmental risks that clients would respond to, and then to provide MSPs with the tools necessary to demonstrate those technologies to their clients and then deliver them. 

Over the past two months, we have begun working with MSPs on leveraging our Fortify for Assessment tools with their clients and several best practices have emerged. Below are key takeaways we've gleaned from MSPs using the tools.


1. Use High-Level Assessment Details as Conversation Starters

The Assessment tools within Fortify for Assess provide high-level information that engages clients. Dark Web information provides clients visibility of their own personal information exposed on the web, while the peer comparisons provide easily interpretable information on their endpoint and user risks. These simple and digestible metrics provide an undeniable and comprehendible understanding of the existence of risks, which need to be discussed.


2. Leverage POCs of Tools to Highlight the Frequency of Attacks

Many clients feel like they are too small to be attacked or have faith in the tools they currently have. While this might not be the case, changing this type of opinion can be difficult. Running advanced tools like Fortify for Endpoint Security for a short period of time provides insight into the volume and types of attacks that are occurring. By leveraging the NFR license in Fortify for Assessment or the passive licenses in Fortify for Assessment Plus, MSPs can highlight the reality for clients and help drive them to move forward.


3. Look at Security as a Step-by-step Process

Digging into the risks in someone’s environment can paint a picture that can be overwhelming to deal with. MSPs need to work with their clients to focus on a staged process that drives improvements around security over time. This approach provides alignment on the current state and helps successfully address the most impactful items, and then move on to the next level of risks.

In the past two months, over 100 MSPs have started using Fortify for Assessment in order to have more productive conversations around security with their clients. Here's some specific feedback from one of our partners:

“The most effective way to prove the need for cybersecurity to a business is to show them comprehensive evidence of the specific threats they face and the protections they need,” said Jesse Armstrong, President, Greystone Technology. “Continuum’s Fortify for Assessment offering does exactly that, by giving us the combined ability to show a client’s specific risk factors, have informed conversations about how we can reduce those risks, and demonstrate exactly how our cybersecurity offerings would protect their businesses. We’re confident that this offering gives us the footing we need to drive our cybersecurity practice to new heights.”

We’re excited to see, and help enable, more Continuum partners moving forward. Feel free to share your Fortify for Assessment feedback or general security experiences with us below in the comments! 

Tune in to this on-demand webinar hosted by Cyber Security Hub, where I go into more detail on how to bridge the gap between security’s complex message and how to get buy-in from clients, tips and tools that help MSPs more effectively sell security to clients, and more! 

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As Senior Director of Product Management at Continuum, Brian is responsible for the overall security solution strategy. He has spent the past 15 years in various product and business strategy roles at several of the world’s most successful technology companies, most recently driving the initial creation and introduction of BMC Software’s new security product line. Brian is passionate about developing and delivering solutions that allow small- and medium-sized businesses to effectively secure their environments. Brian has a computer science degree from University of Massachusetts Amherst, an M.B.A. from Babson College and is currently finishing his Doctorate in Business Administration from Temple University. Brian lives just outside Boston with his wife and three kids between the ages of three and seven.

Topics: Cyber Security

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