How to Sell More Managed Security Services: Two Steps for MSPs

Zix|AppRiver Analysts have been identifying threats for over 18 years. We witnessed $7.4B worth of Social Engineering attacks happening since 2019, impacting $26B in business email compromise costs.

Did you know that 40% of all US healthcare organizations, 30% of all banks, and 100% of all FFIEC regulators and the SEC rely on Zix|AppRiver for their compliance, security and encryption services? If you are looking to sell more security services, you can also rely on us. At this point, you are only two steps away from doing just that. (If you prefer watching to reading, you can catch the full webinar for this topic here.)

Step 1: Understand and Explain the Current Threat Landscape

The first step in the client conversation should revolve around explaining the current health of the customers Microsoft 365 environment. Not as a scare tactic, but to simply present why your customers need your security services and offerings layered on top of their email and productivity solutions.

We recently audited a pool of 82 domains and found the following security breaches still happening to customers of all sizes:

It’s important to note that on top of zero-day threat protection, we continue to write 3,000 to 4,000 new rules a day, an indicator of how aggressively the threat level continues to grow.

For specific examples of new types of sophisticated Phishing and Malware attacks detected by Zix|AppRiver, please watch the full webinar here. You can present these examples to your customers to explain how tricky attacks are becoming, and your awareness of the situation.

Step Two: Use your customer’s data to present your products and services (aka Solution Selling)

We know that you’re facing the following challenges:

And that’s why we built our free M365 Security Audit Service. It’s a tool that helps you:

  • Identify your customers’ security gaps
  • Present the impacts of not solving these gaps
  • Offer the products and services required to protect against real, current issues

You can use this free tool right from our partner portal and with any customer, even if they are not currently purchasing their Microsoft licenses through Zix|AppRiver.

Once you run the tool on your customer’s M365 environment, you are able to produce a report with the following findings and present the necessary managed services:

With this report in hand, you can easily position the security products and services that your customers need using their own data.

The best thing is that our white-glove support team is available 24/7 to discuss your customer report, to demo the tool, and to help you position the right products according to the data found. All of this is 100% free of charge and part of our commitment to offering you the highest level of premiere service, reduce your costs and resources, and help you grow your business.

If you are not currently a Zix/Appriver Partner, let’s talk more about how we can help you grow your business, package your offering and win the deal! Reach out to us to find out how we can help you grow your business.

Guest blog courtesy of Zix. Read more Zix blogs here.