How MSPs Can Use Data in their Cybersecurity Sales Conversations

Among the top issues that keep MSPs up at night, cybersecurity ranks first—and for good reason. As attacks on small-to-midsized businesses (SMBs) grow, so do the chances they experience a data breach or security incident. Convincing an SMB to invest in cybersecurity is no longer a secondary option for MSPs, but a key priority to protect business continuity. Yet it can also prove challenging, requiring creativity and leveraging the power of data in cybersecurity sales conversations.

SMBs are under attack

Unlike past years when large, lucrative enterprises were the primary victims of cyberattacks, SMBs are now being attacked with greater force and frequency. According to Verizon’s Data Breach Investigations Report 2023, SMBs are 69% more likely to experience a data breach than their larger counterparts. That’s not surprising considering SMBs lack the same level of cybersecurity resources and present the path of least resistance to a successful compromise.

Clearly, cybercriminals have taken notice.

And so have SMB leaders. According to a study by DigitalOcean, 54% of SMB leaders report being more concerned about cybersecurity today than a year ago. More than eight in 10 also report investing in at least one measure to improve their security in the past 12 months. Both statistics demonstrate progress—but it continues to be limited. Only 6% of respondents reported increasing their cybersecurity budgets or personnel in the past year, while nearly 40% of those surveyed said they still lacked an employee responsible for security.

This tension—between recognition of the problem and resources to solve it—creates an opportunity for MSPs. The more you can prove the efficacy of your services—including time and cost savings—the better your chances of winning new business. That means using data that not only clearly shows the urgency of the problem, but your ability to solve it.

New call-to-action

Using data in cybersecurity sales conversations

Data tells a compelling story. And when it comes to cybersecurity, there’s no shortage of research and statistics. A simple internet search can uncover numerous quarterly and annual reports, each containing valuable threat insights. They can help anchor the conversation in objective facts and position you as a trustworthy expert in the eyes of prospects. Unlike news articles that feature big, bold headlines about massive cyberattacks on big-name corporations, reports reveal the realities of the threat landscape and the cyber risks facing SMBs. You can use these threats to tailor your sales conversations to SMBs of all sizes and industries.

[Related Content] IC3 Report 2022: 5 Key Takeaways About the State of Cybercrime

Below are a few useful reports you can use in your cybersecurity sales conversations:

  • FBI Internet Crime Report (IC3): While not solely focused on SMBs, the FBI’s annual IC3 report presents relevant statistics you can use to illustrate the threat of cyberattacks, including a breakdown of crime types combined with victim losses and victim data by state.
  • Data Breach Investigations Report: Verizon’s annual report includes a dedicated section on SMB cybersecurity breaches, including data on attack frequency, top patterns, threat actors, and threat motives.
  • Phishers’ Favorites Year-in-Review: Vade’s annual report highlighting the most impersonated brands in phishing attacks, Phishers’ Favorites includes examples of real phishing emails and an overview of phishing attack trends for the year.

[Related Content] 4 Vade for M365 Features That Help MSPs Sell Email Security

In addition to industry reports, a simple assessment of your prospects’ current security stack can tell you where to focus the conversation. If an SMB lacks adequate protection for phishing attacks and doesn’t provide phishing awareness training to users, they may underestimate their cyber risk and benefit from seeing real threat analytics specific to their business.

Some cybersecurity solutions like Vade for M365 provide company-level insights that you can leverage in your sales conversations. The collaborative email security solution offers on-demand reporting of phishing, spear-phishing, and malware emails targeting organizations, including those that Microsoft failed to catch. These detailed insights can help you demonstrate the actual threats facing an SMB and the value of your services in measurable terms.

Capture d’écran 2023-07-21 à 14.38.55

Vade for M365 Value Added Report

MSPs like Prog-IT are leveraging Vade’s reporting capabilities as part of their standard sales process. The Sweden- and Finland-based company routinely uses the reports to demonstrate value to customers during a free-trial period.

“What we really like with Vade is we can start the trial with a customer, monitor everything, and then show them the results of the solution,” said Mirza Muhic, Chief Executive Officer at Prog-IT. “This is different from telling them about the value and charging for it up front. We can show them two-weeks of data, which makes it an easy decision for them.”

New call-to-action

Improving your cybersecurity sales with data

Convincing SMBs to invest in cybersecurity is a constant challenge for MSPs like yours, but failing to do so while being responsible for your clients’ cybersecurity is a liability that you can’t afford. Fortunately, you can make the task easier by leveraging data in your sales process—including customer-specific insights from solutions like Vade for M365.

Vade for M365 is a collaborative email security solution for Microsoft 365. Powered by AI, enhanced by people, and made for MSPs, it leverages intelligence from an alliance of more than 1.4 billion protected mailboxes, millions of daily user reports, and a team of cybersecurity analysts. With low-touch and integrated features, the solution enables you to better protect clients, save time, and boost the ROI of your managed security services.

New call-to-action