If you’re like most MSP owners, you’re constantly thinking about how to generate more revenue for your business while continuing to provide unique and differentiating value to your customers.
These days, everybody is talking about security. It’s a hot topic because everyone needs more of it and they are willing to pay to ensure they’re protected. In fact, surveys have shown that 93% of SMBs would switch their MSP if another MSP would offer the ‘right’ security services.
So, as an MSP, how can you use this urgent need for security as an opportunity to bring more money into your organization?
Just ahead, we share 3 points to remember when thinking about monetizing your security offerings.
Cybersecurity as a key initiative
The current reality is that MSPs are more vulnerable to security attacks than ever before, forcing the conversation around security to happen on a regular basis. It’s time to get honest about where you stand from a security point of view, both for your own benefit and that of your client’s.
Cybersecurity is now a ‘must-have’ versus a ‘nice-to-have’, so if you’re not already working it into your customer agreements, you should be.
When it comes to offering security-as-a-service, we recommend keeping the following in mind:
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Educate your customers. You likely have customers in all types of industries, and they may not all be aware of the importance of being secure. And that’s okay. As a trusted partner, they turn to you to consult and advise them on business best practices. So go ahead and show them why security matters.
Do a dark web scan of your client and show them the results so they understand what information is accessible.
But don’t stop there. Also educate them on how you’re currently protecting them and which of your services they can add to become even more secure.
Remember, you should be a trusted partner, not just another vendor, so show them why their investment in you is worthwhile.
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Make buy-in easy. Keep things simple for your customers so that their decisions are no-brainers. One way to do this is to roll security-as-a-service into your ‘all-in’ price, so that it’s automatically included in the packages you offer.
Remember to be upfront and honest about exactly what your packages include. Show your customers what coverage looks like and make it clear what level of protection you offer. Your goal is to provide your client with a solution to their issues in a way that they can’t turn down.
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Properly onboard your customers. This ties back into the education component. Establish policies and procedures around your security offerings and train your customers on those procedures during your onboarding process. Making them part of the security process will reinforce the importance of it and get them more willing to play their part in keeping their business secure.
Quick note: if your point of contact is not a decision-maker, ensure that he or she understands how to properly communicate the reasoning for a security package to those decision-makers. This is essential for buy-in.
Want to explore more specific ways to monetize security? In this webinar brought to you by ConnectWise, hear from partners who have added over 1 million dollars to their annual revenue by selling security services:
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