Part 3: Best practices for marketing security services
There’s an ever-growing need for digital protection in today’s world, and, when delivered the right way, managed security services can provide this security while paving the road to success for any MSP. In our blog series centered around The MSP Guide to Building Your Managed Security Services, we discussed the smartest and most advantageous ways to define and bundle MSP services in Part 1 and key pricing strategies in Part 2. In our third and final post, we’re touching on MSP best practices for marketing success.
According to Datto’s 2018 State of the MSP Report, sales and marketing are the top challenges facing MSPs today. The research found that an estimated 53% of MSPs struggle with effectively marketing and selling their services. It’s easy to see why. Busy MSPs often don’t have the time, resources, or skill set to implement a go-to-market plan and manage an ongoing marketing effort.
Fortunately, you don’t need to be a marketing expert. Marketing and selling your security services really starts with understanding your customer’s business and communicating information that provides value. Get familiar with their key pain points, their security maturity, and their purchasing style.
Equally important to understanding the client’s needs is understanding their behavior, which brings us to a critical best practice rule: Always be strategic when communicating with your clients. Understand the type of communication that works best for them and align with your available resources. Emails and newsletters can be a great way to deliver updates. Your website is also a good source for the latest information. If you have identified a common pain point for a specific vertical you serve, consider hosting a webinar.
Download and read the full guide for more best practices and tips. Adding managed security services to your existing portfolio can provide significant advantages and following best practices will ensure the transition to managed security is successful for you and your clients.