MSP cybersecurity client conversations get easier>
Tech Target – IT Channel – John Moore
In the MSP security market, the traditionally difficult task of convincing clients to invest in security is going more smoothly. “It used to be an issue when you were trying to talk to clients about security and the importance of things like business continuity,” said Luis Alvarez, president and CEO at Alvarez Technology Group, a managed security services provider based in Salinas, Calif.

“But for better or worse, the world has changed,” Alvarez said. “People now are just as anxious to have that conversation as we are to engage in that conversation. They may not want to spend the money, but at the end of the day, they get it.”

Stephen Tracy, director of managed services at Entech, an MSP based in Fort Myers, Fla., also cited the role of insurance in advancing cybersecurity discussions. The policy gives customers something tangible that points the way toward improving security, in addition to an MSP’s recommendations. Such customers can say, “Now I’ve got multiple people telling me that I need to do this,” Tracy noted.

With the ice broken, MSPs typically offer a risk assessment as the first phase of a client cybersecurity engagement. Customers, however, may want to skip this step and move on to specific security products or services.
Link: https://searchitchannel.techtarget.com/news/252508821/MSP-cybersecurity-client-conversations-get-easier