At this stage in the game, nearly every businessperson understands the need for enhanced cybersecurity. This is especially true for small- and medium-sized businesses (SMBs) who are increasingly falling victim to cyber attacks, yet they are unable to effectively manage vulnerabilities on their own. This presents a major opportunity for managed services providers (MSPs) to step in and offer their clients security services equipped to protect them from the complex threat landscape.
MSPs know that today, offering security services is a must—but where most tend to fall short is when defining and deploying their security solution as a one-size-fits all model. When working to develop your managed security offering, it’s important to address specific client needs and meet their challenges with a solution that covers all of the bases. Here are some tips MSPs can use to effectively sell cybersecurity to clients and prospects.
“Security” is Not a Blanket Term
Your clients are looking to you to provide them with a comprehensive security environment, detect potential threats, and remediate said threats before they are able to do damage. This all starts in the way you communicate and set expectations in terms of what exactly you’ll be securing.
For example, if you’re selling your security services to a business that has fallen victim to a number of phishing attacks in the past, it’s important that you ensure the client that your solution is comprised of technology specific to shutting down phishing attacks—in addition to a variety of other layers, such as employee education, that provide complete protection. With this approach, you are directly aligning your security offering in a way that meets the client’s needs and solves their problem.
When selling cybersecurity, the key thing to remember is that security shouldn’t be generalized. An effective security solution will address real-world incidents and align with the client’s network activity. Providing cybersecurity training is another great way to illustrate the value of your services and connect them to real vulnerabilities—like a lack of knowledge about phishing emails—that need to be effectively managed.
A security package that sells will include different levels of support. Therefore, the technology you leverage needs to be all-encompassing and layered with everything your client needs to learn, adapt and withstand cyber threats. Are pop-ups interrupting daily business tasks? Then your solution should have the capability to prevent against this—and the client should know that it’s covered. No client will have just one security need, so it’s crucial that the solution you’re offering is multi-layered and capable of adapting to the inevitable changes in the threat landscape.
Many MSPs can struggle with nailing down the right approach to selling cybersecurity. So, what route will cover all of these bases and position you as the trusted security advisor and partner SMBs need to keep business secure and scaling?
In Chapter 2 of our Coach CISO video series below, check out the approach Everything IT Services, an MSP like you, took in selling their security services!
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By Steve Lowing
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