Do’s and Don’ts: Selling your clients on Email Security Solutions
Learn more about the do’s and don’ts when selling security solutions
Let’s face it, most IT solutions in the business process fail because users don’t use them. They don’t use them because they see it as another unnecessary time waster in the process they are already accustomed to and count on everything being yet another thing management will soon forget about because they don’t work the same issues all day long. Sound familiar? All the new, cool, better, smarter ways of doing something will always lose to users unwillingness and inability to change. Until someone loses their job or the company gets sued for negligence. Oops!
So, what should you be talking about with your clients?
1. Don’t talk about backups – talk about long term email archiving and ediscovery.
2. Don’t talk about encryption – talk about safely getting data over without getting hacked.
3. Don’t talk about SPAM – talk about fake senders, fake links
4. Don’t talk about Phishing – talk about identity theft, compromised passwords and bank accounts.
5. Don’t talk about Compliance – talk about setting business standards and avoiding lawsuits.
6. Don’t talk about Web File Sharing – ask how they get important documents to their clients or vendors?
7. Don’t talk about Malware – ask them what they currently do to protect their staff from taking down the whole office.
Your clients have been hearing about SPAM and Virus protection for over a decades now, they view it the same way they view every other software license cost – part of doing business. The problem in 2018 is that it’s no longer just the technology complexity dictating business spending, regulatory bodies and government are getting involved in it too. Nearly every industry is subject to some new regulation, record keeping process, security audit, assessment or other “time waster” that they will have to deal with. So start clipping news articles and send them headlines with the message “We really need to set you up with ExchangeDefender so you don’t end up in the next article” – and I don’t mean it in a sarcastic or fear mongering way at all, nearly a quarter of my office time goes to time travel discussions and things businesses wished they had in place before they got in trouble. Talk to them now.
The Bottom Line:
Businesses you are trying to sell technical solutions to are already dealing with a lot of nightmares related to technology. They don’t want another thing to manage, report, customize, tweak and learn: they want something that reduces all of that work. That something is ExchangeDefender, all-in-one, end-user friendly email solution that removes things they don’t need to look at and makes stuff they are looking for easy to find.
I encourage you to talk to your clients less from a technical solution standpoint and more from the business process implementation. Yes, they may trust you because of your technical expertise but what you need them to understand (and what will ultimately earn you the business) is which business issues are going to be addressed by spending a few dollars a month. If they can identify with the problem, they will pay for it to go away because everyone is always trying to reduce costs and labor is the biggest one of them all. Help make them more productive.
2018 Best Sellers: ExchangeDefender Email Security Features
We’re almost done with the first quarter and I wanted to take a moment to brief you about the features that are driving sales the most. These figures were taken from the top 10% of our managed services partners (MSP) in the small and mid-market segment (so they aren’t skewed by distributors, ISVs and large government/enterprise orders). I want to give you an idea about what is selling out there and hopefully these are the same conversations you’re having (or should be having) in order to grow your business.
70% of our MSP’s say these email security features are making them money in 2018.
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Compliance Archiving
In Compliance with HIPAA, GDPR, Sarbanes-Oxley, SEC, PCI regulations.
We are continuing to see a massive shift from email backups to email Compliance Archiving. In a nutshell, our Compliance Archiving offers companies the ability to store up to 10 years of inbound, outbound, and interoffice email in the cloud where it meets dozens of regulator compliance, government and eDiscovery standards. Not only does it eliminate the pain point of managing backups, but it enables users to quickly and easily locate messages they are looking for on their own.
SPAM Filtering
Spam accounts for 14.5 billion messages globally per day. In other words, spam makes up 45% of all emails.
The more people move from their Exchange servers to the cloud (and Office 365) the more they realize how good they had it while their security was layered by their MSP managed solution. While everyone goes to the cloud hoping that “it’s good enough” SPAM filtering will work, companies quickly find out that the few bucks a month they were spending to keep trash out of the mailbox was really worth it. I have spoken to so many MSPs that couldn’t convince their clients to keep ExchangeDefender as they went to the cloud and that within a week of making a move to Office 365 they were right back on it – some unfortunately due to immediately failing an audit and phishing stuff flying through (more details on Phishing Protection and how to promote it later)
Encryption
Encryption use is no longer optional.
As we pick up the pace on the rollout of our Compliance Manager service, we are seeing a lot of sales made on the back of Encryption (free) and Corporate Encryption (addon) services. I’ll admit I have not spoken to a ton of people about it, but feedback we continuously get about the service is that regulatory requirements in several industries are finally starting to be taken seriously: health care, banking, mortgage/finance, CPA, and sales activity is typically the highest during Q1 and it’s also the time those industries go over their business process and direct their staff to use new services. Every time someone uses the encryption process in ExchangeDefender we seem to get more interest for the product from the third party that received the message so if you’re not promoting it, you’re missing out on real world demand.
Our top email security solutions offer must-have features for any business.
As I mentioned in the introduction, these are the services that are in demand now – so if they aren’t front and center in your promotional collateral you should be talking to our marketing team (!!! Action Item). Remember that companies will not pay for a service that is nice to have or even one they are required to have – they’ll only pay for things that either grow the business or reduce problems and make workers more productive and profitable. SPAM filtering makes people more productive while encryption and compliance archiving make problems related to backups and lawsuits go away. Since these features are part of a service every single user interacts with daily, they aren’t like to want to cancel it, giving you the opportunity for a long-term revenue generator.