The Challenges of Managed Security Services Sales

By Apac CIO Outlook | Tuesday, March 16, 2021

The regular MSP client or prospect is aware that cybersecurity is a concern. However, some businesses may believe that the threats do not extend to them or that none of the data they collect is valuable enough to draw attackers.

Fremont, CA: Managed security providers can be a valuable resource for organizations who want to enhance their network security but don't have the money to recruit a large cybersecurity team internally. Businesses may believe that they have no real control over their customers' perceptions. However, they should take some steps to make the importance of managed security services more clear and highlight why they would benefit from it.

Here are three challenges in managed security services sales:

Demonstrate Real-Time Security Expertise

Security threats are still changing, so smart clients look for managed security service providers that are up to date with the most recent vulnerabilities and resources. Ensure that consumers and prospects are aware that the provider meets these criteria and that they will not simply install obsolete surveillance tools or defend against threats that are no longer prevalent.

Providers can do this in part by engaging directly with customers, or they can produce blog posts, videos, eBooks, and other types of media that address modern cyber threats to demonstrate their expertise.

Measure and Deliver Results

The sale of MSSPs does not end with the signing of a contract. When they begin delivering managed security services to a customer, they must collect statistics on the efficiency of their activities and keep track of items like the number of attempted breaches, active breaches, the amount of data exposed to the public Internet, the number of user accounts they secure, and so on.

Educate Customers and Prospects about Security Risks

Businesses can help debunk these misconceptions and raise knowledge about the value of controlled protection services by informing consumers and prospects about real-world cybersecurity threats that impact companies, including theirs. Make use of industry-specific cyber attack statistics to describe the threats that affect the systems or applications they use.