How to Sell Security with N-able Head Nerd Stefanie Hammond
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.
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Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.