Selecting the right endpoint security offerings for your customers can be difficult. With so many options available, and the changing demands of today’s global businesses, many Managed Service Providers and other channel companies struggle to identify the best options for their clients’ needs.
To better understand what makes a security software offering stand out, we looked to VIPRE partner Entré Computer Solutions. The successful MSP and IT service provider pinpoints three key questions today’s discerning channel partners should definitely ask before selecting a potential security offering.
1. Beyond contributing to sales, what will the offering do for your business?
Modern companies—including MSPs—don’t have time or budget for complex learning curves and maintenance needs. Make sure your endpoint security offering helps your customers and your own employees become more productive. Furthermore, be certain that your security vendor demonstrates a commitment to keeping things working seamlessly.
For example, Entré CEO and President Mike Broski praises VIPRE for providing all the necessary sales information, technical training, and ongoing technical support its valued clients need. According to Broski, this depth of service helps its customers keep their businesses running efficiently and securely.
2. Will your customers notice that the security solution is working?
Typically, customers only take note when an application or solution is not working the way it’s supposed to—but sometimes, you want them to recognize the value of their purchase, particularly in a hot-button area like security. Given the prevalence of online data theft and other malicious attacks, a security offering that can garner attention for working well is easier to justify as a sound investment that’s worth renewing time and again.
Sean Connelly, one of Entré’s network engineers, works directly with customers and sees how the VIPRE endpoint security solution immediately works to eliminate threats and provide easy-to-use protection that customers notice and appreciate. He’s even had a customer call him, after a clicking on a suspicious link, just to commend the software’s instant response. “Once we install VIPRE, it’s like night and day,” he says.
3. Can the offering keep pace with today’s modern business needs?
Without a doubt, your customers have different needs today than they did even five years ago. Mobile access for on-the-go incident response, for example, is a must for any company looking to maintain advanced protection even when employees are working remotely or away from their desks. Similarly, cloud-based applications are becoming the new norm for many companies, as they centralize administration and often reduce implementation and management costs substantially. Above all, however, it’s important to offer flexible solutions that meet a variety of customer needs—so you can serve a wide client base.
As an example, Entré Computing Solutions is pleased with offering VIPRE products to its clientele because they have access to both cloud-based and server-based endpoint security, and can thereby accommodate a full range of client needs. And, it seems, customers appreciate the options. In fact, according to network administrator Mike Heitzman, “VIPRE is the number one product standalone AV that we sell.”
Clearly, there are a number of important criteria to keep in mind when selecting security product offerings and a security vendor partner. Partner program benefits and margin structures—while certainly critical to your business growth—are not always the elements with the greatest impact on your ability to sell effectively and ensure long-term customer loyalty.
For more information on how Entré and VIPRE work together to achieve success, check out this brief video:
Video linkOr click here to learn more about how your company can partner with VIPRE, too.
Guest blog courtesy of VIPRE Security. Read more VIPRE blogs here.
