Five Mistakes Managed Security Service Providers Should Avoid

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Selling a Product, Not a Service

This is not number one by alphabetical order or through some entropic process; it is in fact the most prevalent hindrance. Often, MSSPs pitch vendors they use or highlight some new wiz-bang feature of a product because technology is cool and it sells. Sure, it sells a product, but MSSPs don't sell products, they sell services. Let's say the water starts leaking in your house. Do you run to the Internet and Google, "why is my water leaking?" No, you Google "plumbers near me." You call an expert and they say, "Yes, I am qualified to fix that problem." They don't say, "Well, I just bought this cool new wrench. It has 15 adjustments. Do you want me to use it?"

Customers want a service, or more accurately, they want assurance. Assurance that they are protected from the latest threats to their infrastructure so they can focus on their business. Technology changes, products come and go, but expertise is constant. Commitment to expertise is the foundation of any service. Sell yourself and that commitment; let the vendors sell products. 

MSSPs, or managed security service providers, are at an exciting point where market acceptance, awareness and demand have converged. This is positive for a potential MSSP but also for the customers and businesses it will protect, enhancing security for everyone. However, excitement and the prospect of profits can create haste, and with haste comes an increased risk of mistakes. AlienVault, which has been fortunate enough to work with and help ensure the success of a number of our MSSPs, has identified five key lessons learned and mistakes every MSSP should avoid in order to be successful.

 

Related Topics : Unisys, Stimulus Package, Security Breaches, Symantec, Electronic Surveillance

 
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