#5 Critical Strategies For MSPs Selling Security...

Yes... Like everything there are other considerations, however these are five of the most important takeaways from the recent webinar by MSP Business School. If you want the full context go to https://mspbusinessschool.com/cybersecurity/roundtable-selling-security-starts-with-understanding-risk/

So are my top takeaways...

1. You must be able to have a Business Conversation with the client.
2. Understanding the Client's Risk Tolerance will smooth the process.
3. Having a roadmap of where the client is right now verse where they need to be.
4. Make sure everyone is insured.
5. Understand that MSPs are an increasing attractive target for Hackers, so get your own house in order.

There is Security and then there is Security...

The question comes down to where is the limits to your in-house capability to deliver Cyber Security to your clients and do you need to partner with a Cyber Security specialist to help level up your security offering to protect both your client and your own business asset?

Brian Doyle from MSP Business School, also raises a couple of very interesting challenges for MSP Sales Teams when it comes to security, and these are:

• Too much focus on the tools rather than focusing on the commercial aspect of risk.
• Selling towards Fear, Doubt and Uncertainty.

It was noted that a more effective approach is for sales people to be able to have a "Value Driven Conversation" around risk, risk tolerance and how does the client actually interpret risk for their business and industry...

The big challenge for MSPs seems to be acquiring sales strategies and language that conveys the right message in layman's terms to the client and then being able to transfer that knowledge across the sales team.

If you would like to dig deeper in to these issues or would like some free resources and support around some of these security sales challenges (Opportunities), then just comment below or hit me up with a Direct Message...