“ Cost center ” is a dirty word for decision makers . Help them view cybersecurity through a business lens so you can sell more solutions YOU know they need .
ENTREPRENEURIAL TOOLBOX
Talk Cybersecurity To Me
“ Cost center ” is a dirty word for decision makers . Help them view cybersecurity through a business lens so you can sell more solutions YOU know they need .
WITH CHRIS MCKIE , VICE PRESIDENT OF PRODUCT MARKETING , SECURITY SUITE , DATTO
MSPs are from Mars .
Your customers are from Venus .
This is especially true when it comes to spending money on cybersecurity .
Small and medium business owners and decision makers , who are frequently grappling with stretched-thin budgets , only hear “ cost center ” when you talk with them about endpoint protection or cybersecurity awareness training . Instead , you need to help nontechnical decision makers view cybersecurity through a business lens . If you can frame cybersecurity as a foundational element of business operations , they will understand the business risk of not adopting a security mindset .
In this Q & A , Chris McKie , vice president of product marketing , Security Suite , Datto , recommends ways you can talk with your customers about the business case , and why they need to prevent financial and reputational loss by protecting their business .
Q : MSPs need to help SMBs understand how important cybersecurity is , without turning them off with techie talk . What have you seen work in real life ?
Chris McKie : MSPs should start the conversation by focusing on risk management , business continuity , and operational impacts to illustrate the importance of cybersecurity for the modern business . Use real-world data and stats to bolster your message . This approach will help you better express — and
32 | MSPSUCCESS . COM