Education Is Key When Selling Security Services

Dealing with today’s threat landscape is hard enough. From phishing scams to brute-force attacks to the dark web (and everything in between), the increasing sophistication of possible vulnerabilities can really put a burden on IT and cyber security professionals alike.  

Further, during many sessions at RSA Conference this year, many executives questioned whether or not enterprise security is even more complicated for small-to-midsized companies without a lot of budget. Enter managed services providers (MSPs): someone to deliver “network, application, system and e-management services across a network to multiple enterprises, using a ‘pay-as-you-go’ pricing model,” according to the Gartner glossary.   

See Related: “RSAC Day 1 Theme: People And Tech Are ‘Better Together’”

In the IT world, it typically goes “People, Process, Technology.” As such the pure-play MSP not only focuses on management services as its core offering, but can also include offerings from other providers. In short, with MSPs and their clients, it comes down to having the proper knowledge, enablement materials and technology in place to build a secure line of business.    

However, it’s a lot easier said than done. MSPs can oftentimes struggle when it comes to how they position and convince their clients about their needs for enhanced security. Clients quickly get overwhelmed and making a purchase falls down on the priority list. That is why Cyber Security Hub is hosting an upcoming webinar session featuring Continuum’s Senior Director of Product Management Brian Downey. He will discuss how MSPs can communicate security in a way that resonates better and drives their clients to act; helping MSPs successfully launch and grow their security business — all while protecting their clients.

Education Is Key

Since education of the landscape is critical, the session will explore the current state for security services within MSPs. It will go over how to use concepts like dark web monitoring and understanding how an organization’s security compares to other small- and mid-sized businesses. It will feature information on how to bridge the gap between security’s complex message and client buy-in. Downey will also discuss tips and tools that help MSPs more effectively sell security to clients, for example:

1. Understand what you’re working with. As an MSP working to protect your clients, the best starting point is to gain a basic understanding of the cyber security threat landscape. In order to educate yourself, ask questions about what types of malware and other cyber attacks can invade and impact your clients’ systems. For example, phishing attacks can easily sneak past a firewall, so in this case, you’ll need to catch the malicious malware even after it has entered.
   
   
2. Add more value for less. MSPs can maximize their bottom line without being a burden to clients. Offering cloud-based solutions that can scale as you and your clients grow will help position yourself as a one-stop-shop. In addition, maintaining a competitive portfolio of services and offering additional security features without a significant price increase will help you cement your status as your clients’ go-to provider.
   
   
3. Offer security assurance. MSPs are generally challenged with simply assuring clients that their services offer true security and peace of mind. In order for your clients to feel safe with their data in your hands, you need to focus on recommending and educating, rather than selling. If MSPs remain organized, thorough and responsive, accessible, secure and recoverable data will not be an issue.

In addition to best practices Downey will leverage real-life scenarios and perspectives to help MSPs change their approach to security with clients in order to drive more impactful discussions and accelerate the business.

To learn more and view on-demand, visit: “MSPs: Understand Your Client’s Security Needs and Drive More Impactful Discussions”