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5 Ways to Improve Your MSP Service Level Agreements (SLAs)

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5 Reasons to Add Security to Your Portfolio

Posted June 11, 2014by John Reumann

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There is no area of IT getting more attention these days than security. Cybercriminals are more sophisticated and organized than ever before. Each day seems to bring new revelations that underscore how businesses are up against a new breed of threat actors that includes state-sponsored entities and cybercrime syndicates raiding corporate networks around the world.

According to the Verizon 2013 Data Breach Investigations Report, 40% of data breaches involve malware, and ThreatTrack Security processes more than 200,000 new malware threats every day. ThreatTrack Security research found that 69% of top enterprise executives are concerned their organization is vulnerable to advanced malware threats – and with the average cost of lost business associated with a data breaching topping $3 million, according to the Ponemon Institute, business leaders are increasingly aware that one breach could spell disaster for their entire operation.

As businesses and organizations of all sizes begin to understand the pressure they are under and the extent of the threats they face, new opportunities are emerging for MSPs.

Here are five reasons why you need to add security to your solutions portfolio:


1. Data Breaches are Top of Mind

High-profile data breaches like Target and eBay have business leaders on edge. The consequences of these breaches reached well beyond loss of business and damaged reputation. It reportedly cost key executives their jobs.

There has never been a better time for MSPs and IT solution providers to approach their customers with new solutions to bolster their cybersecurity defenses. Use today’s headlines to your advantage and start those conversations today.


2. Secure Incremental Revenue

MSPs have prided themselves as being trusted advisors for their clients and taking on the responsibility of being that “one throat to choke” if something goes wrong. If comprehensive malware defense is a missing piece of your solutions offering, then you’re ignoring a huge opportunity. As security becomes more complex, organizations are looking for outside support.

According to IDC Corporation’s 2013 IT Buyers Guide: Security Services, enterprises are considering Managed Security Services Providers (MSSPs) to assist with their security needs. In the SMB space, MSPs are perfectly positioned to take on this role.

Don’t ignore the demand for security services. It’s a must have for your customer, so don’t let your competition take that revenue from you.


3. Retain Your Customers

By ignoring security, you leave the door open to competitors to approach your clients and close you out of an account. Be proactive. Go to your customers now and ensure you’re meeting their security needs. Bring solutions to them before there’s a problem. Don’t put yourself in the position to be scrambling for answers when clients come to your for answers and solutions you’re not prepared to deliver.


4. You're the Business Enabler

You already know your customers’ business. Use that knowledge to design and deploy security solutions that address their specific risk profile by protecting their most sensitive assets without impacting productivity or their bottom line. Doing that will ensure great customer satisfaction and continued business for you.

A great example is our own VIPRE Business Premium, which provides comprehensive endpoint protection via a small-footprint antivirus solution that defends users without slowing them down. Moreover, VIPRE’s integrated patch management functionality ensures your customers are protected against vulnerabilities in popular software applications like Adobe Reader, Flash, Java, Skype and more – taking the decision to update applications out of users’ hands and ensuring they are always protected against malware exploits.


5. You're in High-Demand

As the security market evolves, new vendors are emerging. They need you to build channels, reach the market and grow their businesses. They are looking for partners who already have the connections and relationships that MSPs possess. Use that to your advantage by reaching out to new vendors and be the first to bring new technologies and strategies to your clients.

Let’s talk about building your security practice.


Stop by the ThreatTrack Security booth at Navigate 2014!

 

John Reumann is senior director of Global Sales and Channels for ThreatTrack Security. Reumann has more than 20 years of experience establishing and leading successful channel programs with a wide array of security vendors.

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