Image Above: Presentations from Trust X Alliance event highlighting managed security services in the IT Channel.
Last week, Collabrance had the opportunity to participate in the Trust X Alliance in Savannah, GA where cyber security was a hot topic. It has become apparent that cyber security is a huge need across the MSP industry. MSP’s are seeking guidance on how to position themselves as managed security service providers (MSSPs) capture more opportunity and help protect their customers with the security needs they seek.
Image Above: In a TechValidate Survey with GreatAmerica and Collabrance, almost 90% of MSPs confirmed they have lost customers because they needed more security services that they were not providing.
Customers not only want, but they need a security solution they feel confident will protect their information and data. This is a growing pain point for customers, and as we continue to see more and more cyber security incidents, the need for managed security services is only going to continue to increase.
Image Above: In the same TechValidate Survey, those who are providing security solutions reported capturing larger MRR opportunities and winning business that the other 90% are losing.
If adding cyber security can win you larger managed services contracts, a robust security offering which is needed.
In the healthcare industry, here are some pain points examples you could seek to understand their current state and needs.
When talking to healthcare prospects, you can position yourself as a cyber security subject matter expert by addressing these pain points and providing them a solution. This will help differentiate you and position yourself as an expert to ultimately win more MRR clients.
For those of you who are seriously dedicated to making this change, we encourage you to sign up for our upcoming MSSP Accelerator event. Learn how to successfully take the leap to successfully selling security and capturing $200+ per seat with managed security services.
Hannah Erb, Director of Sales, is responsible for building the strategic vision for sales and marketing while providing business planning, education, training, and sales assistance to partners. She is also responsible for originating new partnerships for Collabrance. She was recognized as one of 2019's Women of the Channel by CRN, a brand of The Channel Company. Hannah started at Collabrance in 2013 as a Strategic Business Advisor. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.