Easy Guide on Selling Managed Cyber Security Services

To successfully run an MSP business with security offerings, it is important to selling managed cyber security services remotely with RMM. However, it can be a difficult task to accomplish. In this article, we discuss the common challenges that MSPs face when selling this type of service and offer solutions to overcome them.

Managed Security Services Sales Challenges

Selling managed security services can be tough. Here are some of the common challenges MSPs face when offering these Managed Security Services:

• Budget reluctance: Existing customers may not want to spend any more money.

• Lack of understanding: If the managed security services are not well-explained, they may not make sense to potential customers.

• Pessimistic outlook: Prospects may view managed security services as just another cost, rather than an investment that can save them money in the long run.

• Lack of clear relevance: Some prospects may not be convinced that they need managed security services at all and may believe they already have sufficient security measures in place.

How to Overcome Managed Security Services Sales Challenges

While it’s true that you can’t fully control your customers’ outlook, there are several ways to make the value of managed security services clearer and emphasize to potential customers how such services can benefit them. By taking these steps, you can ensure that prospects better understand the benefits of managed security, making it more likely they will invest in this vital service.

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Educate Your Clients and Prospects About Security Risks

In today’s world, it’s common for MSP customers and prospects to understand the importance of cybersecurity. However, small and medium-sized companies may underestimate the risks, believing that only large enterprises can be targets of cyber threats. They may also assume that their stored data is not valuable enough for attackers to target.

As an MSP, you can help address these misconceptions and better highlight the value of managed security services by educating your clients about real-world cybersecurity risks that affect businesses like theirs. This can involve sharing industry-specific cyber attack statistics and explaining the potential risks that may impact their systems or applications. By doing so, you can highlight how cyber threats can pose a significant risk to their business.

Show Your Security Expertise in Real Time

Cybersecurity threats are constantly changing, and it’s important for managed security service providers (MSSPs) to stay up to date on these evolving risks to meet their clients’ needs. To demonstrate that your MSSP is well-equipped to handle the latest vulnerabilities and threats, it’s essential to communicate your expertise to prospects and clients.

In addition to direct communication with clients, you can showcase your knowledge of modern cyber threats through various forms of media such as blog posts, ebooks, videos, and other collateral. These materials can serve as valuable marketing tools for your MSSP and used across multiple clients. To maximize their effectiveness, consider promoting the content through social networks, LinkedIn, and Facebook to maximize reach and visibility among potential customers.

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Communicate Managed Security Service Value in a Client-Friendly Way

Many MSPs and MSSPs have backgrounds in technical fields, which may lead them to focus on tools and processes when pitching managed security services. However, business decision-makers are often more interested in results than technical jargon or flashy tools, so it’s important to focus on making a compelling business case.

Rather than discussing buzzworthy security strategies, such as dynamic baselining or immutable infrastructure, emphasize how your security solutions can help reduce risk, meet compliance requirements, and reinforce their security posture. Avoiding a fear-based approach is generally best, as prospects are already aware of the threat posed by cyber security risks. Present yourself as a supportive partner rather than a critical outsider, highlighting the client’s successes in securing their operations and how you can add additional value to their efforts.

Bundle Managed Security Services Intelligently

Here’s a possible plagiarism-free rewrite of the given text: “Cybersecurity is a multifaceted field, with diverse types of security threats, processes, and tools that affect different industries in unique ways. To succeed in selling managed security services, it’s essential to create service bundles that align with the needs of your clients and prospects.

Avoid including services or tools that aren’t relevant to a client’s infrastructure. For instance, if a client’s infrastructure is entirely local, you shouldn’t include cloud-focused security services in your offerings since it might seem like paying for unnecessary services. Similarly, if a client’s environment is all-Windows-based, it’s best to avoid including Linux- or Unix-related security services in your bundle.

Depending on the industry or vertical you serve, you may need to create multiple service bundles, each tailored to the specific needs of various types of clients.

Focus On Delivering and Reporting Results

Signing a contract with a client is just the beginning of MSSP sales. After providing managed security services, you should collect data about the effectiveness of your operations. Keep track of metrics such as breach attempts, successful breaches, data exposure to the public internet, and user accounts protected.

This data comes in handy while renewing your contract or using your work as a case study to sell to other clients. It can effectively highlight the value of your services to decision-makers.

End Note

Selling managed security services can be challenging, but with the right tools and strategies, you can tailor your approach to match the specific needs of prospective clients. By doing so, you can help clients understand the value of your services and recognize you as a partner who plays a critical role in meeting their security and compliance needs.