Wes Spencer explains how MSPs can shift from selling cybersecurity to offering clients a menu of roughly 50 business transformation initiatives. Clients pick items that match their pain points, which surfaces deeper needs and positions the MSP as a strategic partner before a security incident forces the conversation.
And what he actually does is he hands the client this list of like, hey, here are 50 examples of things we're doing for companies just like you. Any of these look interesting? Any of these show up as a pain point for you? He's like, what client's going to say no? They're going to look through and be like, actually, yeah, that one, that one, that one. It's like a menu. Yeah, exactly. So, so here you go. And I've always said, don't sell cybersecurity on a menu. But when it comes to business transformation, I absolutely think that you can. And I'm like, well, how's that going for you? He goes, well, I'll tell you what it does do is it opens up a ton of discussion with the client. Because his point was, a lot of times clients don't think to involve you as the MSP in these discussions until you butt into the conversation.
