Just this past week, I got a note from an MSP whose client had been declined for their cyber policy. Another whose client decided to just throw in the towel and not invest in an advanced security stack or cyber liability insurance because it “just doesn’t matter”.
Your clients are probably going to fall into one of these two boats this year if you aren’t helping them understand their tangible risks when it comes to their data security. Yeah, it might seem fine right now to say we’re not going to invest in anything, we’ll survive it if it happens. But it’s a far different story to actually experience the consequences of a breach or attack.
This is where MSPs have an acute opportunity right now. To lead your clients on the path to become security conscious. If you miss this opportunity, someone else who might try to get them to understand what is going on.
What do I mean by security conscious?
Security awareness for most of our clients is a journey. You don’t just wake up one day and realize that you have to invest in security tools. You’ve got to be shown what happens if something happens. Our partners have been successful educating their clients on security risks by showing them first-hand what would happen if one of their employees click a link. What data would they be able to get into. How vulnerable they would be.
If they don’t understand what’s at risk, they might never want to invest in security. That’s basic human nature kicking in here. We are not very good at anticipating future risk. When life is good, we think the future will be, too. But we all know in cybersecurity, that’s not quite the case.
[Note: the easiest way to communicate risk is by showing them how their current stack responds to an attack. Consider a free stack evaluation to see how this might work for your clients].
Getting them to think about their security is a journey.
I can’t say that for everyone you can flip a switch and get them to invest in an advanced security stack. What I can say is what works with even the most stubborn clients is to start with a conversation around risk. Suggest that they should see what they are currently putting at risk by performing a simulation of what an attacker may get their hands on. THEN read out the results and show them exactly what they are putting at risk and easy ways to address this.
I will be going through this very topic this Friday (August 19th) at Noon Eastern.
Crushing Your Client’s Or Prospect’s Cyber Insurance Readiness Assessment
Sign up at www.galacticscan.com/friday
