Episode 62

Roundtable:

Selling Security Starts with Understanding Risk

 

by | Jul 27, 2021 | Cybersecurity

The MSP Business School Team

Security is the hot topic these days, but how do you sell security to clients whose IT budgets are already pretty tight? In this episode, hosts Brian Doyle, Tim McNeil, and Robb Rogers deep dive into tactics you can use to help your prospects and customers understand the importance of adding security.

About This Episode

MSPs are desperately trying to add that extra “S” by either starting a new arm inside their existing organization or by outsourcing to partners. But how do you sell security to clients, especially those whose IT budgets are already pretty tight? For this roundtable discussion, hosts Brian Doyle, Tim McNeil, and Robb Rogers deep dive into tactics you can use to help your prospects and customers understand the importance of adding security.

2:28 – The hosts kick off the conversation by diving into how MSP owners can best support their sales teams when it comes to security. They discuss the vulnerabilities currently surrounding MSPs and the importance of making sure your team has the knowledge needed to help your customers and prospects understand the importance of security.

7:31 – Brian, Tim, and Robb discuss how a salesperson can best sell security. They give examples on how to avoid selling based on fear, uncertainty, and doubt and instead work with a client to treat security as a risk/reward assessment.

14:11 – Brian brings up cyber liability insurance and how MSPs can help themselves and their clients mitigate potential liability. He shares that it’s an excellent opportunity to have a business-focused discussion with your client and explains how he uses the risk tolerance scale.

18:22 – The hosts discuss the importance of documentation, emphasizing that without it you put your entire business at risk.

21:26 – Tim reminds listeners that at the end of the day you need to find the customers who align with your core values and take IT and security seriously. If a client says their security needs are one thing but are behaving as if it’s another, it’s up to MSPs to help them connect the dots and help them see it differently.

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