Given the major risks posed by the ever-evolving world of cyberattacks and online threats, small to medium-sized businesses (SMBs) understand how important it is to patch their networks. Security patches provide updated protection against the latest threats, making a breach or hijacking of sensitive data less likely.
However, many SMBs are still installing patches manually. Considering that the average SMB runs about 100 machines and a single machine takes two hours each month to update, it’s easy to see why many companies are looking for a more efficient solution.
Managed Service Providers (MSPs) are uniquely poised to take advantage of this situation by adding managed patching to their suite of services. To do so successfully, MSPs need to anticipate common objections to managed patching services and be prepared to sell their merits by focusing on the many benefits.
The Key Benefit of Managed Patching for SMBs
SMBs, not surprisingly, are always looking for ways to trim costs. Many owners and managers end up convincing themselves that managed patching isn’t worth the investment. Many assume that antivirus software will catch pressing threats, or that they can just enact a patching update if a new type of virus emerges. The reality is that cyber threats are dynamic, and some of the most destructive types are able to bypass antivirus programs. If a threat manages to penetrate a system, manual response strategies probably aren’t going to be able to react in time.
This is one area in which managed patching holds a significant advantage over manual patching. Automatic updates are capable of catching threats that most antivirus programs won’t detect, and they also provide continuous protection that requires minor ongoing effort. MSPs can pitch the low-effort, high-reward angle to great effect when selling SMBs on the benefits of managed pitching.
Coaxing Cost-Avoiding Customers
Some prospective customers — even ones with a clear and demonstrable need for managed patching — remain reluctant. One technique MSPs can use to lure these types of clients into the fold is to offer a free threat detection probe as part of an existing service package. The probe’s data can be used to show just how vulnerable a company’s system is and give the MSP additional leverage when selling a service that addresses detected system vulnerabilities.
From there, MSPs can offer to continue fixing vulnerabilities on an as-needed basis. For most SMBs, this has stronger appeal than committing to a costly monthly managed patching program.
Benefits to Both Parties
MSPs who add managed patching to their service offerings give themselves yet another tool to create win-win situations. SMBs benefit by enjoying enhanced security that helps them avoid costly downtime, all with little to no effort on their part. MSPs add revenue streams and build their appeal to clients who might not otherwise purchase managed services.
For more advice on how MSPs can build and diversify their businesses, visit eXemplify, a leading provider of next-generation IT and telecom services.
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