Don’t Fear Selling Cybersecurity — Here’s Why

With all the frightening headlines you see every day, cybersecurity is no longer just an option for MSPs, VARs and other channel partners to sell.

The number of security vendors, unanswered questions and lack of clarity on how to offer this valuable service can feel scary, but it doesn’t have to be.

MSP Sales Revolution’s Jennifer Bleam

During her presentation, “Selling Security Doesn’t Have to be Scary,” March 10, part of the security conference track at the Channel Partners Conference & Expo, Jennifer Bleam, owner and founder of MSP Sales Revolution, will help simplify the process.

Attendees will discover three simple steps for entering this market and learn several unique approaches to providing necessary – and highly profitable – managed security without getting stuck with management and support.

In a Q&A with Channel Futures, Bleam gives a sneak peek of what she plans to share with attendees.

Channel Partners: What should partners do in preparation to offer managed security?

Jennifer Bleam: Make sure your own company is secure, that employees are trained and that you have adopted (internally) 100% of solutions you plan to deploy to your clients. You cannot worry about your clients’ security (or your prospects’ security) until you’ve secured your own company. Secondly, have a conversation with your insurance agent about cyberliability insurance. Make sure you are comfortable with all details.

CF: Is there an effective method for selecting the right vendor/security tools to suit the needs of your customers? If so, what is it?

JB: First, before you begin looking at vendors or solutions, you must understand your own cybersecurity philosophy. What do you believe is 100% your responsibility? Where are areas you are comfortable sharing responsibility for with a vendor or the end user? What threats are realistically going to impact your clients? Only then, once you know the types of threats you want to stop, should you begin talking to vendors. Then the best method to vet vendors is for you to drive the conversation, making sure that vendor can check the boxes you determined you want to handle.

CF: What are some of the common mistakes partners make when entering the security market?

JB: There are two common problems. No. 1, underestimating what a solid security stack really entails (hint: It’s more than switching antivirus and rolling out a password manager), and No. 2, entering the market with a sole focus on creating the solution stack and zero focus on the sales framework is the second mistake I see frequently. The way you buy is technical. The way you sell cannot be focused on the features of the products you selected.

CF: How can you gauge if your approach is effective and makes good business sense?

JB: You want to measure risk mitigation. What is the risk level of your clients without deploying your security solution? And what is that level after your approach is adopted? You can also compare your approach to various frameworks’ recommendations. Whether or not a solution makes business sense again rolls up to risk mitigation. What level of risk is the business willing to absorb? If the current level of security does not meet their risk threshold, and you recommend a solution that can meet or exceed their risk tolerance, then that solution makes good business sense.

CF: What do you hope attendees learn and can make use of from your presentation?

JB: My goal is to help attendees understand the three steps that every service provider takes to offer managed security. The topic is vast; by attending my session, attendees will have a framework to systematically understand and begin to offer managed security.