MSSP Sales Engineer's Guide to Winning Deals with ThreatNG
Equip Yourself for Success in Today's Competitive Security Landscape
The Managed Security Service Provider (MSSP) market is booming, but competition is fierce. You need a robust sales arsenal to differentiate yourself and consistently close deals. ThreatNG, the all-in-one External Attack Surface Management (EASM), Digital Risk Protection (DRP), and Security Ratings solution, empowers MSSP sales engineers with the solutions and insights to secure wins.
This guide will equip you with a winning strategy, leveraging ThreatNG's capabilities throughout the sales cycle:
Prospecting & Lead Qualification
Crafting Compelling Sales Pitches
Addressing Client Concerns & Demonstrating Value
Client Onboarding & Ongoing Success
Unlocking Powerful Sales Solutions with ThreatNG
ThreatNG goes beyond traditional security solutions, offering a comprehensive suite to address the challenges MSSPs and their clients face. Here's how ThreatNG empowers you at every stage:
Pre-Sales & Prospecting
Identify High-Risk Opportunities
ThreatNG's EASM uncovers hidden attack surfaces and vulnerabilities. Target prospects with a high digital risk profile and showcase the potential cost of inaction through quantifiable data.
Combining these capabilities, ThreatNG empowers MSSPs to identify high-risk prospects, understand their specific vulnerabilities, and quantify cyberattacks' potential financial and reputational impact. It allows MSSPs to tailor their sales pitches, showcase the value proposition of their security solutions, and demonstrate the potential return on investment for their clients.
Uncovering Hidden Attack Surfaces and Vulnerabilities:
Domain Intelligence
Subdomain Discovery: Identify unexpected or unauthorized subdomains that attackers could exploit.
Exposed API Discovery: Uncover APIs accessible to the public internet, increasing the attack surface.
Certificate Intelligence: Identify weak or expiring certificates, indicating potential vulnerabilities in encryption.
Application Discovery: Uncover unknown or unmanaged applications vulnerable to exploits.
Cloud and SaaS Exposure
Find unsanctioned cloud services or misconfigured SaaS instances, creating security gaps.
Sensitive Code Exposure
Detect exposed development environments like Git repositories containing sensitive information.`
Archived Web Pages
Analyze historical website versions to identify past vulnerabilities or security incidents.
Targeting High-Risk Prospects:
Brand Damage Susceptibility
Identify companies vulnerable to reputational damage from data breaches.
Sentiment & Financials
Analyze news sentiment or financial filings to identify companies facing financial distress, making them more susceptible to cyberattacks.
Data Leak Susceptibility
Evaluate the likelihood of a company experiencing a data breach.
Breach & Ransomware Susceptibility
Assess the company's risk of facing a cyberattack and potential ransom demands.
BEC & Phishing Susceptibility
Assess a company's susceptibility to business email compromise and phishing attacks.
Dark Web Presence
Monitor for mentions of potential customers on the dark web, indicating potential targeting by attackers.
Showcasing the Potential Cost of Inaction:
Security Ratings
Quantify potential financial losses based on industry benchmarks for different security rating levels.
Estimate a data breach's cost based on the potentially exposed data type and the number of individuals affected.
Highlight potential regulatory fines associated with non-compliance with data security regulations.
Online Sharing Exposure
Quantify potential financial losses and reputational damage from accidental or unauthorized data leaks.
Cloud & SaaS Exposure
Estimate the potential cost of data breaches or service disruptions due to misconfigured cloud services.
Prepare Data-Driven Presentations
Use security ratings generated by ThreatNG to objectively assess a prospect's security posture. These data-driven insights add credibility to your pitch and demonstrate the potential impact your MSSP services can have on improving their security score.
ThreatNG's security ratings provide objective, data-driven insights that can be used to prepare presentations for potential clients effectively. By giving a data-driven assessment using ThreatNG's security ratings and supporting evidence from the investigation modules, you can create compelling presentations that effectively communicate the value proposition of your MSSP services and the potential impact they can have on improving a prospect's overall security posture. Here's how these ratings, combined with the investigation modules, can substantiate the claim:
Comprehensive Security Assessment:
Security Ratings Encompass Multiple Facets: ThreatNG's ratings surpass technical vulnerabilities. They consider factors like brand damage susceptibility, BEC & phishing susceptibility, and supply chain & third-party exposure, providing a holistic view of a prospect's security posture.
Investigation Modules Gather Supporting Data: The various investigation modules feed into the security ratings, providing the evidence and context behind the assigned score. For example, Subdomain Intelligence data can contribute to assessing Subdomain Takeover Susceptibility, while Dark Web Presence can inform Breach & Ransomware Susceptibility.
Objective and Quantifiable Data:
Standardized Scoring System: ThreatNG's security ratings use a standardized scoring system with clear benchmarks. It allows for objective comparisons between different organizations, making the assessment reliable and trustworthy.
Data-Driven Insights Support Credibility: Presenting quantifiable data about a prospect's security posture adds credibility and authority to your sales pitch. It demonstrates a deep understanding of their specific vulnerabilities and avoids subjective claims.
Demonstrating the Impact of MSSP Services
By providing a data-driven assessment using ThreatNG's security ratings and supporting evidence from the investigation modules, you can create compelling presentations that effectively communicate the value proposition of your MSSP services and the potential impact they can have on improving a prospect's overall security posture.
Baseline Security Score: Presenting the prospect's initial security rating establishes a baseline for their current security posture.
Projecting Improvement: Based on the identified vulnerabilities and the capabilities of your MSSP services, you can project a potential improvement in the security rating after implementing your solutions. It quantifies the positive impact your services can have on their security posture.
Tailored Recommendations: Leverage the specific insights from the investigation modules to tailor your recommendations to address the prospect's most critical vulnerabilities. It demonstrates a proactive and solution-oriented approach, showcasing how your services can directly address their needs.
Sales Cycle & Closing Deals
Quantify the Value Proposition
Translate the findings from ThreatNG's EASM and DRP assessments into quantifiable metrics. It could include potential financial losses due to cyberattacks, reputational damage, or regulatory fines. Demonstrating the ROI potential of your MSSP services significantly strengthens your closing arguments.
Address Specific Security Concerns
Use the insights from ThreatNG's various components to address client pain points. For example, EASM data can help address concerns about unknown assets or shadow IT, while DRP information can be used to address concerns about third-party vendor risks.
Differentiate Your MSSP Offering
By offering a comprehensive solution encompassing EASM, DRP, and security ratings, you can differentiate your MSSP offering from competitors who might only provide fragmented solutions.
Client Onboarding & Ongoing Success
Prioritize Remediation Efforts
Leverage ThreatNG's EASM data to prioritize critical vulnerabilities and misconfigurations within a client's environment. It allows for efficient resource allocation and faster remediation, improving the client's security posture more quickly.
Demonstrate Continuous Improvement
Use security ratings to track the progress of your MSSP services in improving the client's overall security posture. Quantifiable improvements foster trust, strengthen the client relationship, and position you as a valuable long-term partner.
Proactive Threat Detection
ThreatNG's DRP component can continuously monitor the client's digital risk landscape. It allows for proactive identification and mitigation of emerging threats, preventing them from escalating into full-blown security incidents.
Winning with ThreatNG
In today's dynamic threat landscape, MSSP sales engineers need every advantage to secure deals and ensure client success. ThreatNG equips you with the solutions and insights to close deals faster, deliver exceptional client value, and build solid, long-term relationships.
By leveraging ThreatNG, you can:
Target high-value prospects with a data-driven approach.
Craft compelling sales pitches that resonate with client needs.
Address security concerns with confidence and provide clear solutions.
Demonstrate the quantifiable value of your MSSP services.
Ensure client satisfaction and drive long-term success.
Request a free evaluation of ThreatNG today and discover how our comprehensive solution can empower you to win more deals and become a trusted advisor to your clients.
Request a Free Evaluation today and discover how ThreatNG can help you transform your MSSP sales and client success.
Contact: sales@threatngsecurity.com
