MSPs: Understand Your Client’s Security Needs and Drive More Impactful Discussions
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Selling security to small businesses can feel a lot like selling tires: People think they need them, but feel like waiting a few more days won't hurt, so they try to educated themselves on variety of complicated metrics to decide what they need — speed ratings, noise ratings, tread wear, price points — we get overwhelmed and before we know it, buying them drops down the priority list and months have passed and a product was never purchased.
Selling security is hard. Managed Service Providers (MSPs) can oftentimes struggle when it comes to how they position and convince their clients about their needs for enhanced security. Clients quickly get overwhelmed and making a purchase falls down on the priority list (a lot like buying tires). That is why in an upcoming webinar session, Continuum’s Senior Director of Product Management Brian Downey, will discuss how MSPs can communicate security in a way that resonates better and drives their clients to act; helping MSPs successfully launch and grow their security business, while protecting their clients.
During the session attendees will also learn:
- The current state for security services within MSPs.
- How to use concepts like dark web monitoring and understanding how an organization's security compares to other small and mid-sized businesses.
- Information on how to bridge the gap between security's complex message and how to get buy-in from clients.
- Tips and tools that help MSPs more effectively sell security to clients.
Downey will leverage real-life scenarios and perspectives to help MSPs change their approach to security with clients in order to drive more impactful discussions and accelerate the business.