YOUR PATH TO SELLING AN ENHANCED SECURITY OFFERING
Inspector 2 adds value while creating new revenue opportunities
MSPs need to perform regular vulnerability scans to protect their clients . . . but many don’t because their clients don’t want to pay for it.
Inspector 2 solves this problem. It’s priced so you can deploy a scanner on every client network. And, the built-in automation keeps the cost of running the scans low enough to perform a periodic basic internal vulnerability scan.
It’s a tremendous competitive value-added differentiator for your basic managed service . . . and, you can use the regular summary reports as the ammo you need to continuously upsell your clients into your higher level managed security services.
Why Every Client Needs Regular Internal Vulnerability Scanning
Some MSPs, and many end-users, think that small businesses and non-profit organizations don’t need internal vulnerability scanning to be performed on a monthly basis.
They are under the mistaken assumption that malicious hackers will not target their business because they are too small. Here’s why hackers go after smaller organizations, and why in the past year alone, 47% of small businesses experienced a cyber attack according to most recent research studies.
Top Reasons Why SMBs Are Attacked.
According to the US Small Business Administration (SBA), small businesses are ideal targets because they typically lack the IT security in place at larger organizations . . . yet they have the same kind of information that cybercriminals want. Here’s what the hackers go after when they find internal vulnerabilities that have not been addressed:
Cash. Ransomware is particularly effective against smaller organizations that have less IT resources to recover what the hackers have locked-down. Often times, hackers are looking to “fly under the radar” by asking for modest ransom demands – in the hundreds or thousands of dollars – and making it up in volume. They are smart enough to make the demand lower than the cost to remediate, and often get paid . . . like a nuisance lawsuit settlement.
Personal Data. Small companies collect a lot of personal data – their own and that of their customers — and don’t always control, or protect, where it’s stored. Hackers break in just to snoop around for data that is easy for them to offload for a profit on the dark web.
Indirect Access Bigger Targets. Small businesses are frequently contractors to large enterprises, as a result, sometimes have established digital connections that can be exploited by hackers. Look no further than the 40 million credit card number stolen from Target via this method!
Computing Power. Sophisticated cybercriminals need access to lots of computers to execute denial of service attacks on bigger targets, and typically they accomplish this by hacking into the assets of vulnerable devices. This can put a huge demand on resources that slow systems to a crawl and disrupt the business.
IVS As A Value-Add To Your Current Contract
Running IV scans and generating reports with Inspector 2 is the easy and inexpensive part. But what about the high cost of correcting the deficiencies you discover?
Explain to your clients that as a value-added service you are going to perform a regular internal vulnerability scan to help identify any new security vulnerabilities that may pop up that cybercriminals could take advantage of.
Also explain that you will address some of these issues as part of your regular managed service offering – such as patching vulnerable systems.
Use To Upsell An Enhanced Cybersecurity Service
Make sure your clients know that the vulnerability scans may discover other issues that require a higher level of security service, which might include things like:
Deploying mitigating measures (technical or procedural) if the system cannot be immediately patched (e.g., operating system upgrade will make the application running on top of the operating system inoperable), in order to minimize the probability of this system being compromised.
Improving configuration management programs and procedures to ensure that systems are upgraded routinely.
Assigning a staff member to monitor vulnerability alerts and initiate appropriate system changes.
Modifying the client’s security policies, architecture, or other documentation to ensure that security practices include timely system updates and upgrades.
If your clients decline your higher level security service, explain to them that you can’t be responsible for any breach that may result from not addressing some of the critical vulnerabilities that your scans discover.
Use Monthly Reports To Reinforce The Value
Each time you run a monthly scan, provide your client with a copy of the Inspector 2 Summary Report, highlight the critical issues that you have addressed.
And for clients who don’t upgrade to your higher level of service, send them results of your monthly scan as a continuous reminder of the vulnerabilities that are not being addressed. You can even offer to charge a separate fee to remediate the discovered issue(s), plus an option to have the client sign up for your managed security service.
LET US SHOW YOU HOW IT WORKS!
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