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Sponsored by: Dell Expert Network & VARC
In this episode, we tackle a provocative yet crucial topic for Managed Service Providers (MSPs): the up-selling and integration of managed security into your standard offerings. If you currently offer any form of managed security or plan to in the near future, this episode is a must-listen.
We start with a bold statement: you may want to stop up-selling customers on managed security. This might sound controversial, but it isn’t. For the vast majority of MSPs and their clients, managed security should be an integral part of the standard managed services offering. In other words, it should be the exception rather than the rule for an MSP to have a client who does not receive security services.
Throughout this episode, we delve into why incorporating managed security into your managed services offerings is essential. We discuss how this approach not only aligns your MSP practice more accurately with the needs of your customers but also ensures you can still make a profit. By making security a standard part of your services, you enhance the overall value you provide to your clients, fostering trust and long-term relationships.
We also explore the exceptions to this rule. While managed security should be standard, there are scenarios where it might not be feasible or necessary. We will discuss what some of these exceptions might be and how to handle them effectively.
Finally, we touch on up-sell opportunities. Even with security as a standard offering, there are still ways to identify and leverage up-sell opportunities. We provide insights on how to recognize these opportunities and approach them in a way that benefits both your MSP and your clients.
Highlights:
- Incorporate managed security into your services offerings: Understand why security should be a standard part of your MSP services and how to implement this change.
- Exceptions to this rule: Learn about the scenarios where it might be acceptable to exclude managed security from your offerings and how to manage these exceptions.
- Up-sell opportunities: Discover how to identify and capitalize on up-sell opportunities even when managed security is part of your standard services.
Tune in to this episode to gain valuable insights on aligning your MSP practice with the evolving needs of your customers while maintaining profitability. Whether you’re already offering managed security or planning to do so, this episode will provide you with the knowledge and strategies to succeed.