The ConnectWise IT Nation Secure conference targeting managed service providers (MSPs) took place live and virtually in Orlando, June 21-23. The cybersecurity conference had 2,300 attendees, including 1,800 who attended virtually. It also featured dozens of educational sessions and 26 exhibitors.
For dealers who have a managed services business or partner with a managed services provider, it is critical to be on top of the trends and aware of the many issues surrounding cybersecurity. With that in mind, over the next couple of weeks, I will share some of the knowledge gleaned from the various virtual IT Nation Secure conference sessions I attended.
“Free is dead,” said Jennifer Bleam, CEO of MSP Sales Revolution, during her presentation on Cybersecurity Sales in a Post-Pandemic World. “Stop giving away a free network audit because everyone is doing it. It’s not valuable or doesn’t differentiate if everyone is doing it.”
Some of Bleam’s MSP clients charge $500 or $2,000 for an audit. Her company, for example, does a detailed cybersecurity assessment that requires about 10 hours of her team’s time. Once the assessment is completed, the prospect can take the security roadmap and implement it themselves, enlist the services of another IT company, or have Bleam’s company do it. If they choose the latter, they receive credit for the cost of the assessment on their bill.
“If it is valuable, charge for it,” emphasized Bleam.
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