Sales Support From Your Security Vendor Enables You To Acquire New Customers

Can I have your attention!

We’re here to help MSPs sell cybersecurity, in all its iterations, to current and new clients, so listen closely.

This is not news, but Managed Service Providers (MSPs) deliver vital services to their clients enabling them to fulfill their own missions. Doing so, similarly, is the mission of MSPs. In this era of increasing ransomware and relentless targeting of MSPs by threat actors—given the numerous clients to whose data they have access—it’s becoming more and more challenging for MSPs to focus on growth. Per industry survey results, 64% of MSPs have fewer than 25 employees. Combine this with an average of 122 clients per MSP and it’s easy to see why individual employees can be spread thin over the course of a day—week—month—year.

What we’re trying to get at here is your cybersecurity vendor should be willing to do a lot of the proverbial legwork to ensure your business, and those of your clients, are receiving the best support, which includes sales support in addition to cybersecurity and technical support.

As your cybersecurity provider, we were able to sell you our solutions at the technical and practical levels, we can also help you sell to clients. After all, we are the experts on our products and services. Because we believe in our solutions, our model requires us to get them into the stacks of every MSP—and therefore each one of your clients—to enhance their day-to-day operations. We do this by demonstrating the need (i.e., following our penetration testing, we present the exploitable vulnerabilities within your—and therefore each one of your clients’—attack surface) and value (i.e., ShadowSpear implementation carries with it a 254% ROI) we bring you.

A truly valuable cybersecurity partner offers proactive services (pre-breach assessments, tabletop exercises, etc.), active services (endpoint monitoring, 24x7x365 SOC), and reactive services (incident response, digital forensics) available for an MSP partner to white label so clients are provided a more robust catalog of security options. What’s great about white labeling is the associated scalability and profit margins. What else is great about white labeling is the cybersecurity provider will create the sales materials you request and leave the selling to you. The end client, after all, is your partner, not ours; established partnerships ought to be respected.

In addition to these practical reasons, there are numerous financial reasons—mostly the accumulation of dollars—to receive sales support from your cybersecurity vendor.

• Hiring and onboarding both sales and marketing teams is expensive, especially when you can have access to those teams from your cybersecurity provider. Plus, they are likely to have already created catalogs and guidebooks and blogs and competitor comparisons and have received industry reports—probably from Forrester—highlighting their offerings.
• One of the hallmarks of a strong cybersecurity posture is legal and insurance compliance. A cybersecurity company worth anything has navigated these compliance pathways numerous times and probably has partnerships in the legal and insurance industries.
• The less time focusing on creating sales materials = more time building relationships, onboarding new clients, focusing on your core mission and selling all the new tools in your box.

WHY DO ALL THIS? You might ask: the bottom line. As your cybersecurity provider, we grow as you grow and we’re in the business of growing our businesses by growing your business.

Reach out to our team today.