The QBR as an MSP Security Sales Tool
A security-focused QBR should conclude with concrete recommendations that will help your company meet the client’s security goals. You can prepare a list of recommendations in advance, but be prepared to amend the list to reflect client priorities that may come up in the QBR discussion.
Closing Thoughts
While QBRs are often focused on past performance, they’re essential tools for discussing forward-looking strategies and priorities with your clients. These meetings also can play a crucial role in expanding the relationship, continuously improving security, and reducing risk.
Even clients that are already accessing your full suite of security offerings should receive a regular update on:
- Existing/emerging threats
- Specific details about how your company is managing those threats
- Any updates that might be necessary to address the shifting security landscape.
Leverage monthly newsletters and social media to provide more frequent touchpoints with your clients. The key is to continuously demonstrate your company’s value and look for opportunities to increase your value over time.
Scott Bennett is Senior Director of MSP Sales for Barracuda MSP, a provider of security and data protection solutions for managed services providers, and he plays a key role in the development and growth of partner relationships.
This guest blog is part of a Channel Futures sponsorship.
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