Tip Tuesday: How to be the cybersecurity partner your SMBs need

Posted by Lauren Beliveau on Sep 4, 2018 9:03:00 AM

shutterstock_554077468Chances are, if you’re talking about cyber security, your SMB customers are probably overwhelmed. Cyber criminals are continually finding more and more ways to infiltrate networks—whether it’s through unsecured IoT devices, phishing emails, or an unpatched backdoor in the network—and your SMB customers are at risk. That’s where you can come in! 

If they haven’t already, SMB customers will soon look to you to secure their vital business assets. That’s why it’s important to build up your cybersecurity offering now, so you can be the cybersecurity partner your SMB customers need. Recently, in a Smarter MSP post, Nate Freedman said MSPs need to start leading the conversation on how they can help customers secure their data:

“One recent trend shows that more businesses are replacing or supplementing their antivirus solutions than ever before, because antivirus alone is not enough to stay protected in the modern era. This is a trend that you need to capitalize on as soon as you possibly can.

If you want to make an impression with your target audience, you need to convey how you’re prepared to become the true cybersecurity partner your customers need when they need it the most. But, again, focus less on technical specifications and more on HOW you provide this level of protection.”

To read the rest of the post, visit the link here.

3 Things SMBs are looking for in a cybersecurity provider

Securing networks requires more than just staying up-to-date on the most recent software patches. It takes a complex system of reliable tools and processes to safeguard businesses from losing their critical data. Due to the complex nature of securing each threat vector, more SMBs are turning to MSPs for help. Here are three things that they’re looking for in a security provider.

  1. A provider they can trust. Believe it or not, SMBs don’t like being sold to. They prefer to deal with service providers who take a consultative approach to protecting their business. Instead of trying to sell them the latest and greatest security product on the market, assess their business to see what security measures they need to put in place. Share your professional recommendation and give them a few options.
  2. A provider with a proven track record. Whether it’s your deep background in the industry or history of working with reliable products, customers want to see a proven track record of your success. Customer testimonials or success stories can be a powerful way to get this message across.
  3. Someone who takes the time to explain things to them. SMB customers often are not aware how to avoid attacks or what part they can play in keeping their business secure. Take the time to explain things to them in terms they understand; don’t be overly technical. This will build rapport with them and give them peace of mind knowing that their business-critical data is safe. Another piece to this is educating them on cybersecurity best practices and how to avoid attacks. What should they look out for? What should they avoid? Having these conversations and educating them on best practices can help you both be on the same page—and hopefully avoid costly mistakes.

Helping your customers implementing the right security practices is no easy task. However, having these boxes checked off will help SMBs feel more comfortable with you as their trusted security partner.

Mastering the Art of Selling Security-as-a-Service

Photo:  Freedomz  / Shutterstock. 

Topics: Tip Tuesday

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