Shortening Your Sales Cycle by Selling Security
Tracie Orisko is on-site at Ingram One this week learning more about the solutions that our clients and partners are reselling so that we can help them sell more of it. One of our biggest focuses here at Managed Sales Pros is dovetailing pure play managed services opportunity prospecting with well executed thin wedge campaigns.
Our MSP clients want two things: more MRR and a quicker way to bring that in. Can security offerings help you do both? We think so and based on today’s sessions at Ingram One, they do too!
Selling stand alone managed services means your are at the mercy of timing, and even the best sales pitch usually won’t win you immediate business. Selling managed security allows you to win business fast, and then allows you to earn the remainder of the managed contract when the timing is appropriate. We call it “thin wedge” selling because it drives a wedge into the relationship your prospect has with their current provider. It’s also a way to “wedge” the door open. They may have everything they think they need – a wedge gives you a follow up call opportunity when someone says “no” or “not now”.
Cyber security has changed radically. The Internet of Things is expanding aggressively and every connected device is another opportunity for cyber-crime. In September 2016 alone, there were 2 billion IOT attacks. Fortinet said today that they monitor 700,000 hacking attempts per minute across the Internet.
Everyone agrees that there is no silver bullet that solves this problem. It’s never going away. What MSPs need to do is find ways to detect, mitigate and most importantly for your profit margins; prevent future attacks.
Managed Security has been pitched traditionally as “insurance” in case something goes wrong. What maybe we should be doing is pitching is “preventative medicine.” Finding out your weaknesses and determining the path to ensure your clients are secure is the better way to go. Waiting until something goes wrong isn’t the best business model – especially if you’re focusing on building a strong managed practice.
One Way to Begin Selling Managed Security Services Today:
Choosing the right partner will help you create a smooth transition into selling managed security.
We talked with Check Point Software Technologies today and here is what we learned:
Check Point has partnered with Ingram to provide a turnkey managed security service program ready-to-sell. This will provide an opportunity for MSPs to have a zero-risk investment and get paid right from the first client.
1. Revenue – Increase MRR by bundling managed security with current services offerings
2. Value – Deliver more value and improve customer retention while improving customer security
3. Easy – Easy to deploy and manage. Low cost customer service gateways.
4. Flexible – Flexible utility based model with pay as you grow.
Want to meet with Check Point to learn more about how you can partner with them? We can make that happen. Email hello@managedsalespros.com and we’ll hook you up!