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How to Understand Your Clients’ Security NeedsHow to Understand Your Clients’ Security Needs

SMBs often fail to understand their own cybersecurity needs. That means MSPs need to be prepared to help them assess their risk, then sell them a solution that’s right for them. Find out how doing this effectively can help build trusting and profitable relationships with clients.

November 21, 2017

3 Min Read
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When it comes to choosing a managed service provider, it’s no secret that small- and medium-sized businesses (SMBs) have a plethora of options. But it may come as a surprise that they’re looking for a lot more than just a stellar portfolio of services. Now more than ever, they want to find an MSP they can trust not only on a professional level, but on a personal one, as well.

To earn this trust, it’s important for MSPs to align themselves with well-known, trusted solution vendors that are committed to their partners’ success. Given that security breaches now make news on what seems like a daily basis, it’s more important than ever for MSPs to partner with cybersecurity vendors that carefully balance quality, ease of use and pricing.

Just as importantly, MSPs need to choose vendors that can protect their clients from all angles of multi-stage, multi-vector cyberattacks. From phishing to drive-by downloads, malvertising to ransomware, your clients’ businesses are at risk every day. It’s paramount that you understand their needs and provide them with security that meets those needs.

Assessing Prospects’ Security Needs

Many organizations lack a thorough understanding of their own security vulnerabilities. This means it falls on the MSP to help them gain a deeper understanding of their needs, and then sell them a solution that fits.

Here are a few questions you can ask to help prospective clients evaluate their level of risk:

1.     Do you think your organization could be attractive to criminals? Why or why not?

2.     How much do you depend on the services of partners, suppliers and other organizations?

3.     How integrated are they into your IT processes?

4.     Do they have the same risk threshold?

5.     Which processes or systems represent your greatest assets from a cybersecurity perspective?

6.     When was the last time one of your executives discussed the importance of security with your employees and stakeholders?

7.     How much risk will you bear in relation to these processes?

8.     What is your plan of action in the event of a security incident? 

The Case for Cloud-Based

While some SMBs have made the leap to cloud-based cybersecurity, many others have concerns about data security, IT spend and control over their assets. MSPs can often allay these concerns by discussing the benefits of the cloud. The pros and cons of on-premises security solutions will likely be the first topic of conversation with your clients, but any discussion should also include the benefits of switching to cloud-based security. Here are just a few:

·       Cost Efficiencies
Companies can engage the resources and expertise of a cloud-based security provider, paying only for what they use.

·       Sound Investment
Investing in cloud-based solutions allows organizations to take advantage of an OpEx model to reduce capital expenses, helping them realize potential cost benefits throughout the year.

·       Flexible Solution Development
Businesses can rapidly adjust cloud computing capabilities to scale to the volume of internal and external threat information.

·       Data Security
Cloud-based solutions can enable safer information sharing by combining analytics from multiple sources without compromising data security.

Acting as a trusted advisor to your clients is the best way to build long-lasting, profitable relationships. That’s why Webroot put together a free guide with tips on how to help your clients find the right cybersecurity fit. Download the MSP Guide: Selling Layered Cybersecurity today to learn more. And, of course, if you’d like more information, don’t hesitate to contact Webroot.

This guest blog is part of a Channel Futures sponsorship.

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