Your Advanced Cybersecurity Stack may be protecting them today. But not tomorrow.
It’s not easy telling someone they need something. Trust me. I’ve tried that route time and time again. I’ve been the one that tried running down a list of need to do’s with a client, expecting that they would just follow my orders.
Most of the time, they did not.
I would end up having to follow up for weeks, even months, trying to get security approved and implemented at their sites. Ending the day frustrated that they weren’t budging.
Eventually I learned something. You can’t just shove security down their throats and expect them to go with it. You need to show them WHY they need it and continually understand its importance.
If you think you can just sell security and expect everything to work out, you will eventually be shopped, canceled, or under-appreciated. It’s the reality of the market. With your advanced security and MSP offerings, they (your clients) will be comparing you. They will be dissecting what you are offering. They will be finding ways to cut.
While advanced security may have worked as a way to elevate some of your offerings in 2022, it might not be enough to elevate your services next year.
Companies are starting to learn the lingo. They are being trained on understanding critical parts of their security stack. And they are seeing alternatives to the products you are offering. Advanced security in 2023 will become a commodity—unless you make it something bigger.
That’s where your war chest comes in.
What do I mean by war chest?
A cybersecurity war chest will be the way for you to differentiate your service offerings in 2023. It is beyond selling tools and is even beyond the support that your team provides to make those tools effective. A cybersecurity war chest is your ability to communicate the real issues.
Your war chest does include an advanced security stack, but it also includes something even bigger. That something is trust.
Trust that security is improving—and showing that very fact.
Trust that they are getting better.
Trust that issues are being identified and addressed timely.
Your war chest is having the ability to show—just like a doctor—an objective problem. You or others on your team have the ability to explain why things are or are not working. And you have the trust to do something about it.
Your war chest shows updates and improvements. Not generated by your team, but shown through the eyes and auditing of someone without a stake in the game, through a recurring third-party assessment.
Your War Chest is your superpower. You are beyond simply reselling products. You are above compliance as a service. You are providing the direction your clients are headed when it comes to their data security.
Unless you have that seat—no matter how large or small your client may be—you will always have a bigger risk of getting displaced, discarded, or eliminated.
Unless you grow into a service offering that cannot be considered merely a commodity, you are putting your business at risk.
