Getting Customers to Stop Turning a Blind Eye to Cybersecurity

One of the biggest obstacles to good cybersecurity is the failure to recognize its need. MSPs often run into this problem with clients that, whether they realize it or not, operate under the false impression that “it won’t happen to me.”

But cyber attacks are increasingly common, and all businesses are vulnerable. In a recent Ponemon Institute survey, 55 percent of respondents said they had experienced a cyber attack, and 50 percent of companies had suffered a data breach in the previous 12 months.

Defending against cyber attacks gets tougher by the day; many companies lack the budget or skills to properly build up their defenses. This being the reality, it would stand to reason that more and more organizations would welcome a managed security services (MSS) approach. Yet, two-thirds of organizations in a study by Raytheon said they would use MSS only after experiencing “a significant data loss.”

Of course, as Raytheon points out, by then it may be too late. A devastating data loss can put a company out of business.

So, what prevents decision makers from recognizing the need for cyber security?

This is a question MSPs must address. To do so effectively, you should have a serious conversation with those clients who still resist the need for managed security–or cyber security in general.

Communicate the Risk

It all starts with communication. Clients are busy, and even though security breaches happen all the time, some clients may not make the connection that their companies are at risk. Explain to them that any business that handles human resources records, credit card numbers and medical files, as well as intellectual property, is a target. It doesn’t matter how big or small the company is; if you have data that interests hackers, you’re a target.

Address the Human Element

Cybercriminals are expert at baiting users, often through phishing, to infect their own computers by clicking on infected email attachments and links. Addressing the human propensity to fall for hackers’ tricks has to be an essential part of any cybersecurity posture, and this is something MSPs must ingrain in their clients.

Deploy Tools and Services

Technology cannot entirely prevent users from harmful action, but there are various detection, prevention, and mitigation tools and services that seriously fortify defenses against cyber attacks. Delivered as a managed service, these tools have proven to be very effective. In the Raytheon study, 80 percent of respondents who use MSS said the service has improved their cybersecurity posture.

Address Costs

If clients eschew security because of costs, the first thing you should tell them is a single devastating cyber attack can prove far more costly than the expense of building cyber defenses. Cyber attacks can result in lost sales, damaged systems, operational disruptions, remediation and, of course, a stain on a company’s reputation.

Companies that properly protect themselves are far less likely to experience such costs. And by embracing the MSS model, they don’t have to hire staff with the requisite security expertise. MSPs, therefore, should impress upon clients that an “it won’t happen to me” approach to cybersecurity could ultimately be far more costly than investing in a security strategy.

Marvin Blough is StorageCraft’s Vice President of Worldwide Sales where his focus is on expanding the company’s global reach by establishing channel partnerships that enhance the profitability for the channel partner.

Guest blogs such as this one are published monthly, and are part of MSPmentor’s annual platinum sponsorship.