Tag Archives: partners

Discover how partners can become the go-to for all their customer's endpoint security needs.

How Partners Can Become the Go-to for Their Customers’ Endpoint Security Needs

by Scott MacIntire, Director, Channel Enablement – Cloud Elements

Discover how partners can become the go-to for all their customer's endpoint security needs.Understanding the needs of your customers is vital to your survival as a partner your customers can rely on for challenging technical issues – including endpoint security.

As the internet of things (IoT) gains wider adoption and more devices share the network, your partners are going to see the expansion of the surface area (more devices) for the threat actors to attack. Every device in the network becomes an attack vector for these malicious actors. Your expertise on the network will be more important than ever to your customers. Not just provisioning and managing it, but securing it.

Security is also a great starting point for a discussion with your customers when you want to expand outside of selling the traditional network services. This conversation will get you into speaking about their compute infrastructure and allow you to provide the security solution your customers require. I find that once they trust you with security, they’ll trust you with the infrastructure as well.

Lack of Confidence Selling Security?

The channel understands the network and its complexity, but not everyone feels confident when it comes to network security. We are constantly bombarded with very confusing and scary messaging about cyber security. Fancy buzz words are the order of the day for the security industry. In order to gain the confidence in having discussions on security, find a few security partners and take the time to listen to their stories over and over again. Invite them to discovery calls with your customers.

Finding various providers and listening to them will help you make better sense of the the overall security story. You will pick up on the buzzwords, and you will see that while each one has a different way of protecting their customers’ environments, there are several themes that are consistent. Identifying how they solve those problems and understanding this should give you the confidence to have more security discussions.

Dealing with FUD

With cyber security, most providers often claim that you’ll get breached if you don’t choose their solution – injecting fear, uncertainty, and doubt. To get past that problem, you need to have some standard themes you are looking for in their product and services. The most important thing to look for is a clear proof of value for the solution. This is usually a dashboard that gives the customer operational visibility. It usually shows the number of attacks being stopped and the status of the environment’s devices. You should also look for a fully managed solution. The provider should have a team of experts monitoring the environment 24×7. Threat actors never sleep and neither should your provider. All of MicroCorp’s security providers bring these two capabilities, a visible proof of value, and 24×7 management to the table.

How to Handle Ongoing Challenges

Security is a never-ending game of cat and mouse. Threat actors are always adapting to the security vendors’ solutions. In order to increase – as well as retain – your knowledge of endpoint and security in general it’s important to be conversant in the basics. Jump on provider webinars. Subscribe to some cyber security blogs. Keep learning. These are the same fundamentals that have made you successful selling network solutions, and you should be confident that these best practices that help you grow on the network side will help your security business as well.

Looking for an Expert to Help You Get Answers?

If you’re looking for a master agent to help you approach security discussions with your customers, MicroCorp is your partner. Our team of experts will assist you, answer your questions, and bring the right providers to help you sell that deal. That’s a big differentiator. Contact us today for more information.

What are the ways to boost your UCaaS sales?

Four Ways You Can Improve Your Ability to Sell UCaaS

What are the ways to boost your UCaaS sales?There’s little doubt that the unified communications as a service (UCaaS) market is swelling. An Infonetics report suggests the market will hit $88 billion by the end of this year. That’s a lot of room for opportunity, but how can partners get their hands in the pot? A few tips should help pave the way – check out these four options for boosting your UCaaS sales.

How to Drive Your UCaaS Sales

Protect the customer. The amount that downtime costs a company varies. Boosting your UCaaS sales, therefore, can be as easy as calling attention to your protective measures. Focus on your security, your highly-trained staff of problem solvers, and your quality of service (QoS) agreement if you have one. If you don’t, making one is a good plan; that guarantee, complete with remedies for failure, can smooth over a lot of concerns.

Support remote workers. More and more companies are embracing the remote worker concept. UCaaS is a great tool to keep remote workers working, so draw attention to that point and show how you make remote working, well, work! Point out how a customer’s remote-working employees can use UCaaS tools to stay connected to each other and the wider office and improve accountability.

Adjust your sales tactics. Understand one thing about the sales environment today: sales tactics that were a requirement 20 years ago like cold calling and telemarketing are mostly illegal today. “No soliciting” signs on business doors, the federal Do Not Call list…these add up to outdated tactics. So adjust to focus on social media interaction, qualified leads, and the like to keep up. Those more modern channels present an opportunity to interact with (and possibly become) thought leaders in the UCaaS world.

Get to know your customer’s true needs. The only way to ensure a truly successful UCaaS sale is to get inside your customer’s business, understand the issues and obstacles at hand, and then recommend the right UCaaS solution for the job. Sales reps who are uneducated about UCaaS and just sell to sell won’t get as far as a knowledgeable partner devoted to truly understanding the customer’s pain points.

Make Those UCaaS Sales with a Little Help

Sometimes, making UCaaS sales can be as simple as adding some new products to your lineup. We here at MicroCorp can help on that front; we’ve got a range of UCaaS services ready to offer from some of the best brands in the field. As a master agent, we’ve got the contacts you need to get the best product in place. Just drop us a line and let us help you get started.