In this episode, Stefanie Hammond, N-able Head Nerd for Sales and Marketing, talks to Pete Roythorne about her new Selling Security Digital Playbook—Defend and Prosper: Maximizing the Cybersecurity Opportunity—which focuses on giving MSPs a step-by-step guide to building, pricing, marketing, and selling security services. During this conversation she emphasizes the importance of understanding the target market and their needs, as well as the value of bundling security services instead of selling them as individual tools.

Stefanie also highlights the significance of conducting cyber assessments and using frameworks like NIST to guide security practices. She provides guidance on the go-to-market strategy, including upgrading existing customers and using resources like Market Builder. Overall, the conversation offers valuable insights and actionable advice for MSPs looking to enhance their security offerings.

Additional resources Download Stefanie’s Selling Security Digital Playbook—Defend & Prosper: Maximizing the Cybersecurity Opportunity

Read Stefanie’s blog A Quick MSP Guide to Pricing Security—With a Focus on N-able MDR

Key takeaways

Understanding the target market and their needs is crucial for selling security services effectively.

Bundling security services provides more value and helps avoid selling security as individual tools.

Conducting cyber assessments and using frameworks like NIST can guide security practices.

Upgrading existing customers and using resources like MarketBuilder can enhance the go-to-market strategy for security services.