Tag Archives: cybersecurity

How to Start the Security Discussion

It’s the last thing most partners want to talk about because it’s the topic they are the least familiar with, but as security evolves, it becomes impossible to avoid.

Customers want to discuss security, and for good reason. The cyber landscape is changing for individual users, giant corporations, and governments alike. Partners need to understand why customers are interested in security and be able to have a discussion with them about protecting networks. But how do you talk to your customer about a topic outside your wheelhouse? There are a few tactics to take.

Don’t try to onboard it all.
For partners to be relevant in the year (and years) ahead, they need to transform their main expertise into new areas, and you cannot train your way there. The landscape is changing so quickly — by the time you’ve trained yourself and your team on something like security, it’s evolved further. It is more worth partners’ time to connect with experts in order to broaden their own expertise.

Partner with purpose.
Our Team Alliance Program (TAP) was designed with these problems in mind: partners want to be able to speak to all customer issues, but don’t have the time or resources to become experts in every field. TAP allows partners to connect with experts in cloud, security, SD-WAN, and other technologies to get in on the knowledge while maintaining relationships with customers. The program is an ecosystem for education and partnership that will help you stay successful as technologies change.

In the end, it’s about trust.
You are your customer’s trusted advisor, so it’s important to maintain that level of credence. Acquiring a customer is the largest cost your business incurs — better to keep the ones you have. Partnerships with experts can help you stay relevant for your customers and devote time to maintaining your relationships with them. And that means that the future of the partner will be more about customer service than anything else.

These themes can apply to not just security, but multiple other technologies and systems that befuddle the partner. Take advantage of TAP and the MicroCorp’s ecosystem of experts to be the partner your customers want to keep.

Security: It’s Time to Pull Your Fingers Out of Your Ears

If you’ve been avoiding the topic of security — in general, or with your customers — you aren’t alone. Most agents avoid the subject entirely if they don’t feel 100% comfortable discussing the latest trends in cyber protection and network management. (And, let’s be honest, few do.)

But it’s 2017, and 60% of small companies go out of business within six months of a cyber attack. That figure alone should indicate that the time has come to do what no one wants to do and contemplate how to stay up-to-snuff on security. (It’s like going to the dentist.) What are the risks involved of falling behind, and what can you do to feel confident in talking to your customers about security?

First, know that the issue of cybersecurity poses more risks to your business than just actual hacking. If you aren’t educating yourself on how to talk to your customers on the topic, someone else is. Usually, if partners feel uneasy to broach a subject that is outside their areas of expertise, they’ll avoid it altogether with customers. But that tactic leaves room for another company — perhaps one that has done more research — to home in on those customers.

So, short of spending precious hours training to become a security expert, how can you approach the issue?

Look to the experts. Seek out partners who have already established themselves as security experts. A Fortune 500 customer hired one of our partners who is a security expert, and that relationship enabled the partner to gain a ton of buying power from the customer. The customer’s trust in that partner translated into giving the partner a blanket of sorts to recommend any provider they deemed fit. The power involved in being the expert in your field is real.

Try to educate yourself. Ideally, partners are taking the initiative to educate themselves each week on a broad view of topics — not just security — to stay relevant. But, of course that is easier said than done, especially when sales and customer service are at the forefront of business priorities.

Training! If both of those points sound daunting it’s because they can be. MicroCorp established the Ultimate Partner Training program to enable partners to learn about security, SD-WAN, cloud, and other topics that they might not be experts in — or even familiar with — so they can get high-level views of those subjects and stay relevant. Sticking your fingers in your ears and pretending nothing is changing makes you irrelevant. We want to help our partners be as well-rounded as possible.

The nature of the security world mirrors the nature of technology: it’s dynamic, ever-changing, constantly surprising, and difficult to keep up with. Our Ultimate Partner Training program aims to make the fluid world of technology easier for partners to navigate so that both partner and customer stay successful. Security expertise is a part of that equation now, more than ever.