Managed security service providers (MSSPs) offer a compelling value proposition with robust data protection and freedom for clients to focus on core business functions. But for MSSPs, securing that partnership hinges on two crucial factors: Demonstrating a perfect client fit and delivering a strong ROI.
This article talks about the client evaluation process, how clients assess potential MSSP partners, and how MSSPs can tailor an approach to showcase their value and build trust that translates into long-term partnerships.
Questions that clients ask when evaluating a MSSP
Here are some questions that MSSPs might have to expect from clients who are evaluating MSSPs. MSSPs with answers for these common questions have an advantage.
- How will the daily and monthly interactions work? How many dedicated POC(s) will we have?
- What kind of security services do you offer?
- What security technologies are included in your service offerings? Can you integrate with my existing security infrastructure?
- Does your team have expertise in complying with relevant industry regulations?
- Does your service include guidance on improving our overall security posture and maturity level?
- Can you provide us with customer testimonials?
- How does your team handle security incidents? Can you walk us through a sample incident response scenario?
- What performance metrics do you use to measure success? What service level agreements (SLAs) do you offer to ensure service quality?
How clients evaluate MSSPs and how to prepare as an MSSP
This knowledge empowers MSSPs to anticipate more questions, showcase their strengths, and ultimately win the contract. This revamped checklist outlines the typical client evaluation journey and offers insights into their thought process.
- Clients typically start by figuring out what security they need. Show them you understand their industry's risks and can create solutions for their specific problems.
- Clients look at different MSSPs, therefore a good reputation, experience, and positive customer tesstimonials help companies stand out. Certifications like SOC 2 and ISO 27001 also show an outstanding reputation.
- Clients want to know about the technologies and tools you use, how you monitor and respond to threats, and how you handle incidents. Show them and make exhaustive webpages of how your skills will solidify their security.
- Be clear about your response times, SLA periods, uptime guarantees, and how you measure performance. This builds trust and shows you're serious about great service.
- Show the clients that you understand the threat space and you can grow with them to handle new challenges by adopting new technology and adjusting your approach.
- Give them clear value for money and talk about the ROI. Make sure to specify the setup fees, regular costs, and any extra charges.
- Clients want to know you're secure too. Highlight your compliance with rules and your measures to keep the data safe. Clients might want a trial. Use this to show your skills. Be ready to start fast and show how you fit into their setup.
- Make sure your contracts are clear, short, and match what they want. Being open about data protection, how to end the contract, and how to solve problems builds trust for a long partnership.
