Cybersecurity solutions--whether sold, managed or both--can present huge growth opportunities for service providers. Your challenge is figuring out how best to capitalize on them.
Here are three tips for leveraging cybersecurity to your business advantage.
1. Automate, Automate, Automate
To differentiate your business, you must show value and streamline your operations to maximize efficiency. This seems like a no-brainer, but we’re not just talking about automating management and reporting tasks. We’re also talking about automating protection for customers. Research cybersecurity solutions that:
- Integrate with RMMs for single-pane-of-glass management
- Are fully cloud-based so no one has to worry about on-premise assets
- Automate menial tasks so your employees can focus on more important efforts, like customer satisfaction and building stronger client relationships and long-term contracts
- Use machine learning to detect cyberattacks quickly and effectively, and automatically remediate threats so your customers or support teams don’t have to
2. Offer Layered Cybersecurity
Cybercriminals mix and match malware, phishing, ransomware, keyloggers and more to ensure the success of their attacks. Your SMB customers are prime targets because they typically don’t have the resources or capital to fully protect themselves. And, given the sophistication of modern attacks, anti-malware solutions and firewalls aren’t enough. At a minimum, your clients need the following:
- Endpoint antimalware with real-time anti-phishing and anti-ransomware protection
- DNS-layer web filtering that stops threats before they hit and enforces web usage policies
- Security and compliance training to help employees avoid attacks and fulfill regulatory requirements
- A security stack that’s easy to manage, either through a web console or an RMM
3. Standardize Your Offerings
When you focus all your efforts on one project, you’re more likely to succeed. But the more divided your efforts are, the less effective they become. That’s true for your product offerings, too. When some clients use one solution and the rest use another, you’re stuck managing multiple vendor relationships, selling and supporting numerous products, maintaining the staff to sell and support each product—let’s not even talk about how burdensome staggered billing cycles across different products and clients can be. Whenever you can, standardize on one vendor.
While many next-gen security vendors offer portfolios that cover your customers’ basic needs, it can be hard to determine which ones will best address your challenges, too. Look for vendors that not only offer comprehensive protection, but also provide support to help grow your business, like:
- Sales enablement, marketing tools and lead generation to increase your profits
- Certifications, demos, webinars and competitive intelligence to help you sell and support their solutions with confidence
- Co-branded assets and thought leadership content to help establish you as your customers’ trusted security advisor
- Event support, activity reimbursement and peer community access
As the channel becomes increasingly competitive, it’s more important than ever for you to choose the right security vendor to help differentiate your business. By following these tips, you can become the IT provider clients turn to.
For more information on Webroot and its entire suite of security solutions, click here.
This guest blog is part of a Channel Futures sponsorship.