Managed Sales Pros<\/a> share dynamite insight on how to boost your profitability through security sales.\u00a0 Let us know what you think.<\/p>\nSelling Security<\/h3>\n
The hottest of hot initialisms right now is MSSP. \u00a0With the market amalgamating rapidly, smaller MSPs are going to struggle to offer the same services at the same prices as their\u00a0goliath counterparts. \u00a0How are these smaller IT firms going to differentiate themselves in a market where \u201ceverybody has that\u201d and \u201cwe\u2019re happy with our current vendor\u201d is the most common sales objection?<\/p>\n
The short answer is security. \u00a0As a\u00a0stand-alone\u00a0offering, or bundled into your current solutions stack, managed security will be the new managed services, and it\u2019s time for MSPs to sit up and pay attention. \u00a0Are you looking for a unique value proposition and a way to differentiate yourself? Now is the time. Security solutions can be\u00a0stand-alone\u00a0thin wedge offerings, and they can give you the edge that you need to compete against the larger (and hopefully less personalized and boutique experience focused) IT companies in your market.<\/p>\n
There are two types of sales cycles. \u00a0Displacement, meaning you\u2019re bumping out (more likely waiting out) a competitor, and disruption; which assumes the product or service hasn\u2019t saturated the market yet. \u00a0\u00a0Managed services is a displacement sale \u2013 most companies have their needs met currently by a real or perceived competitor. Managed security, however, is a disruption sale \u2013 and if you can get there first, you can hold your ground. \u00a0Bumping an incumbent competent provider is very difficult. Get there first and you can own the market.<\/p>\n
So, how do you create a managed security offering that will be attractive to your current and prospective clients? \u00a0I encourage you to consider starting with an offering that doesn\u2019t need to dovetail into any other solutions. A thin wedge solution can be sold stand alone, without the need to unseat your competitor or sell an entire \u201cstack\u201d.<\/p>\n
Taking the sales process one step further, once you\u2019ve defined \u201cdisplace\u201d or \u201cdisrupt\u201d for your offering, you then decide how to build our your sales pitch. \u00a0You can pitch in two different ways. First, you can make a suggestion: \u201cMost law firms experience x, are you also experiencing x?\u201d Alternately, you can ask the prospect to define what challenges they are experiencing, and then figure out what solution in your stable will solve the problem. \u00a0\u00a0I believe the second approach is more effective, and also gives you the opportunity to present your highest value offering (managed services) first. The first approach should be used once the company has clearly identified that they already have a managed services provider that they don\u2019t plan to leave any time soon. \u00a0This is wedge selling. Lead with the most profitable solution you sell, follow up with the thin wedge to keep the prospects interest, to keep the door open for the next conversation, or to begin winning business from a prospect one solution at a time, with the full intention of slowly building a relationship and winning all of their business.<\/p>\n
Security solutions will allow you to cross-sell, up-sell, and win new business \u2013 start exploring some of the new vendors hitting the market \u2013 the only thing you have to lose is a little time, and you\u2019ve got a lot to gain \u2013 monthly recurring revenue in particular.<\/p>\n","protected":false},"excerpt":{"rendered":"
We are always on the lookout for tools and tips that will help you grow your business. This month, our friends – the sales experts at\u00a0Managed Sales Pros share dynamite insight on how to boost your profitability through security sales.\u00a0 Let us know what you think. Selling Security The hottest of hot initialisms right now […]<\/p>\n","protected":false},"author":54,"featured_media":59333,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[4993],"tags":[5524,5118],"class_list":["post-59311","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pc-matic-pro-channel","tag-msp-tips","tag-pc-matic-msp"],"yoast_head":"\n
Top Tips for MSPs to Help Your Business Thrive<\/title>\n<meta name=\"description\" content=\"The sales experts at\u00a0Managed Sales Pros share dynamite insight on how to boost MSPs profitability through security sales.\u00a0 Let us know what you think...\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.pcmatic.com\/blog\/top-tips-for-msps-to-help-your-business-thrive\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Top Tips for MSPs to Help Your Business Thrive\" \/>\n<meta property=\"og:description\" content=\"The sales experts at\u00a0Managed Sales Pros share dynamite insight on how to boost MSPs profitability through security sales.\u00a0 Let us know what you think...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.pcmatic.com\/blog\/top-tips-for-msps-to-help-your-business-thrive\/\" \/>\n<meta property=\"og:site_name\" content=\"PC Matic Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/pcmatic\" \/>\n<meta property=\"article:published_time\" content=\"2018-07-06T17:38:10+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2018-07-12T13:26:49+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.pcmatic.com\/blog\/wp-content\/uploads\/rsz_1msp_fbbanner.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"730\" \/>\n\t<meta property=\"og:image:height\" content=\"276\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Kayla Elliott\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@pcmatic\" \/>\n<meta name=\"twitter:site\" content=\"@pcmatic\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Kayla Elliott\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/top-tips-for-msps-to-help-your-business-thrive\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/top-tips-for-msps-to-help-your-business-thrive\\\/\"},\"author\":{\"name\":\"Kayla Elliott\",\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/#\\\/schema\\\/person\\\/d4a11f480158af9f8090d8d90e0de8db\"},\"headline\":\"Top Tips for MSPs to Help Your Business Thrive\",\"datePublished\":\"2018-07-06T17:38:10+00:00\",\"dateModified\":\"2018-07-12T13:26:49+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/top-tips-for-msps-to-help-your-business-thrive\\\/\"},\"wordCount\":594,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/top-tips-for-msps-to-help-your-business-thrive\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.pcmatic.com\\\/blog\\\/wp-content\\\/uploads\\\/rsz_1msp_fbbanner.jpg\",\"keywords\":[\"MSP tips\",\"PC Matic MSP\"],\"articleSection\":[\"PC Matic Pro - 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