I know you take security seriously. Otherwise, you wouldn’t be reading this.
One of the BIGGEST issues pretty much every MSP brings up when we sit down with them is getting their clients’ buy in for security and upgrade projects.
While there are some unicorn clients hyperaware of their security risks and concerned enough to just sign off on projects, the majority don’t see much value in investing in IT.
Unless it’s visibly helping their bottom line, they don’t want anything to do with it.
How do you get them to understand WHY security is so important? How can you show them that you’re a champion for their security? You’re their trusted security advisor.
The majority of MSPs today are selling their security without really getting down to a tangible value, leaving them determined to keep costs low within their IT budgets.
The problem with this is it leaves them vulnerable AND leaves you a potential liability.
What if you had a way of showing them why security was valuable?
Showing them what was at stake? Identifying their critical data and actually showing them how vulnerable it was?
Instead of listing out a huge list of patches that were updated, why not focus on the ones you updated that made a difference? The ones you could link back to actual ways hackers have broken into companies big and small?
Show them their passwords and sensitive information that would be at stake if someone were to do something naughty on their network?
To communicate value in security you need to get them to:
See the vulnerabilities that matter— one of our missions this quarter is to create reports that sell your services without much intervention. One of the ways we are tackling this is by highlighting weaponized vulnerabilities in your reports. That means identifying the vulnerabilities that really matter, linked to real world security incidents.
Present any findings in a digestible layout—we’ve engaged our community and a handful of experts to make our reports easier to read. Some partners have had killer sales simply from emailing the reports to their clients to sign up for their advanced security stacks without even a phone call. (We don’t recommend this.)
Be hyper-focused on the issues that matter—our team is constantly developing new additions to the reports, all of which are focused on security issues that have high impact. Just last week, Andy on our team developed a new section of the report that identifies improperly escaped services that attackers are using to create persistence.
Show them you’re the strategic expert— we continue to be third-party auditing company exclusively supporting MSPs. We are dedicated to support and help you and your team grow—both sales, security prowess, and effectiveness.
Your clients and prospects are looking for solutions to problems they understand. And for the most part, security isn’t something that is top of mind—the uptick in visible attacks has diminished in their rearview mirror and they need updates.
If you’re not showing them why they need to keep thinking about security, you’re probably never going to get them to act.
Why not evaluate your client networks testing their current stack and showing why they should invest in additional pieces? And what if you can show prospects how their current solutions just aren’t keeping up with ever evolving threats?
Until you help them understand, you’ll be fighting an uphill battle. A constant climb.
Why not make it easy for them to understand? To see a new way to communicate security risks, consider attending a cyber stack evaluation.
