Services & Solutions
One managed firewall is not like the next. Read how the service is implemented with a good balance between standardization and individualization. And what role checklists and the ticket system play in this.
From the customer's point of view, it is about how Managed Detection and Response (MDR) is used to test and introduce stronger security performance and, from the MSP's point of view, how a central MDR service is linked to important systems via APIs through to the establishment of alarm chains.
We talk to Pieter de Bruijn, Sales Manager / MT-lid bij Féju ICT Groep, about the starting point of their MSP journey and why the security baseline is so important to him. Pieter also talks about the different customer groups and their path to more managed services.
What services - both planned and unplanned - are included in your managed firewall packages? How can the customer purchase the whole bundle of hardware, software and services? All as one fixed monthly price? Are there really helpful reports for customers from the firewall? Which services are not included and are provided on demand or on request at the firewall? How do you deal with customers who already have another firewall in use?
Everything you need to know about setting up Managed Security Services: How is the security model structured? How do customers decide between the three modules for endpoint protection and what tips the scales in favor of the higher variants? What is the customer response to your managed approach? Does the monthly notice period play an important role for you? Which automations are most important to you?
Business Transformation
We had the pleasure of speaking with Rob Oud, Managing Director of Datasvar in Norway, about his journey to providing 90% of customers with Managed Security Services. The next milestone for Rob is to expand the use of MDR to almost all of his customers.
When we have more control over things, and it sounds a bit strange that we want to have that control, we do it because it allows us to move the infrastructures that are a problem. For us, it was all about making sure that the people with us who provide the technology and the service cover the issue as quickly as possible and lose less time.
Which solutions such as endpoint protection and firewall to start with? Which training courses for how many employees? Which customers to approach first? What are the most convincing arguments for SME customers? How do I recognize that I should not pursue the contact in terms of security now? When will "advanced solutions" such as XDR and MDR be added?
Jason Fry, who has already sold an IT company in the UK and has been successful in the UK market with his start-up adnitor since 2019, talks about the managed security aspects that are important to him. Jason says, among other things, "we understand that the traditional way of supporting and managing IT needs to change". And what are the most important security services for him and what makes them successful?
What is the "customer experience level" that is important to him as a supplement to the technical SLA?
For Midland IT, the shift towards the sale of managed security services was essentially due to the move to the cloud. This is because cloud services provide the customer with something extremely important: an "always up to date" platform, for which they make recurring payments to the IT service provider.
Sales & Marketing
Stefan Hörhammer, COO of the Medialine Group, is our guest today. The Medialine Group serves more than 2,000 customers at 20 locations in Europe. In the podcast, Stefan explains how his company successfully deals with different customer groups and customer requirements in the field of security.
In this conversation, Mark Copeman discusses the importance of starting conversations and building trust in the MSP industry. He highlights the need for personalization and storytelling in marketing content. Mark also emphasizes the importance of nurturing conversations with existing clients and the role of webinars in marketing campaigns. He advises aligning marketing and sales efforts and predicts that the MSP market will become more competitive in the future.
What are the success factors and empirical values in marketing for managed security services? We discuss the following questions: Who does our expert want to reach with which content? Which channels are used specifically for which content? What resources and tools are used to implement the marketing? What optimizations and learning outcomes have there been this year?
Everything about Managed Detention and Response: from customer communication, the start of the conversation and customer views to possible objection handling.
Volker Bentz, Managing Director of Brandmauer IT GmbH, talks about managed IT security and customer communication, the importance of choosing the right language and the right customer channels.
Premium Content
SOPHOS News
Pressure tactics include sharing contact details, publishing information about family members of CEOs and business owners, or threatening to report information about illegal business activities uncovered in stolen data to the authorities. The Sophos X-Ops report also shows that ransomware groups call their targets “irresponsible and negligent” and urge individual victims whose personal information has been stolen to file a lawsuit against their employer.
As part of an investigation, Sophos X-Ops analyzed more than 150 incident response (IR) cases that it processed in 2023. What did the experts discover with the data?
In an exciting analysis based on the responses of 3,000 IT and cybersecurity executives, a clear picture emerged of the influence of organizational form on cybersecurity outcomes.
Recommended articles
Tell a friend
LinkedIn
XING
X
WhatsApp
Email
