Take control of the Internet and grow your bottom line. Finding a cost-effective solution to secure your network that is easy to manage, reliable, and provides superior protection is a challenge.
Learn how to make more money with DNS protection and save countless hours on infection-related technical support and remediation, while your clients save numerous hours through uninterrupted productivity.
This article provides insight on how to better control Internet security and drastically reduce the number of threats that infect your clients’ networks. Read on this guide and learn:
- How to sell DNS protection
- How Webroot MSP partners have approached the topic of SecureAnywhere DNS Protection with their clients
- How to produce income directly as part of your monthly service charges with SecureAnywhere DNS Protection
Content Summary
Introduction
Small Businesses Make Ideal Targets
How to Sell DNS Protection
Selling Considerations
Selling Tips from Webroot MPSs
Summary: Making Money
Introduction
Allowing uncontrolled internet access is risky for any business, but particularly so for small to medium-sized businesses. Proxy solutions are expensive to maintain and manage, while cost-effective alternatives are few and far between. This often leads to clients relying solely on endpoint security to protect their businesses from web threats.
Many MSPs know that finding a cost-effective solution to secure their network that is easy to manage, reliable, and provides superior protection is a challenge. That’s why Webroot SecureAnywhere DNS Protection is purpose-built to help MSPs provide better control over internet security while allowing for the flexibility required to meet the varying needs of the businesses they serve.
Small Businesses Make Ideal Targets
Many small business owners feel they simply aren’t big enough to catch the eye of cybercriminals. Unfortunately, cybercriminals often consider these very businesses prime targets—established enough to house valuable data or to pay ransoms, but small enough to not have robust cybersecurity measures in place.
1 out of 5 businesses have been targeted by a cyber attack.
The forensic analysis unit at Verizon Communications recently estimated that nearly 72 percent of data breaches occurred at companies with fewer than 100 employees. They anticipate that the trend of targeting small and medium businesses will only continue to grow.
How to Sell DNS Protection
Shared Responsibility
One approach is to sell the concept of shared responsibility, and the fact that this additional layer of security will reduce the number of security incidents a business faces. In turn, this reduces costs associated with infections spreading through open ports, as well as user productivity loss and overall business downtime. For a minimal investment in high quality, low-cost DNS Protection, the gains are considerable.
Although budget may be a concern for your clients, the cost benefit ratio is undeniably in the SMB’s favor. The average cost per security incident is approximately $80,000,2 while the cost of adding DNS Protection is around $1.50 per user per month, or $20 per user per year.
Regulatory Compliance & HR Concerns
For some clients, the industry in which they operate may have certain compliance requirements. In others, human resources departments may have requirements of their own. Webroot SecureAnywhere® DNS Protection makes it easy to restrict internet use across a network, by group, or even at the device level. You may be surprised just how many of your clients require this sort of flexibility. For instance, any business offering healthcare services is subject to HIPAA. Organizations conducting business in Europe are subject to GDPR. In the US, HR teams often have acceptable use policies to ensure Title VII and safe workplace protections are in place. These are just a few of the numerous examples of workplace compliance concerns facing businesses today.
DNS Simulation
DNS filtering can reduce network infections by up to 88%. Imagine the cost savings for your clients accompanied by such a drastic reduction of infections. DNS calls can also be used to steal credentials, launch fileless attacks, compromise data, and much more, while remaining relatively well disguised in ordinary network traffic. Network-level threats represent a real danger, and opportunity, for MSPs and their clients.
The research and advisory firm Gartner estimates that infections lead to an overall loss of productivity of 15,000 hours per year, which, at a cost of 15,000 times $85 (average wage), equals $1,275,000.3
And then there are the network bandwidth benefits of blocking activities like streaming media and torrenting on corporate networks, either across an organization or for certain groups.
If your clients aren’t sold on the importance of DNS Protection, offer them a free trial and share the top requested and top blocked reports near the end of the trial. The results of the simulation may provide the evidence you need to convince the skeptics.
Commitment to Success
Webroot focuses on the needs of managed service providers (MSPs) and small and medium-sized businesses, enabling them to be their most profitable and secure. We have direct visibility into the latest threats facing users around the world, and our global machine learning threat intelligence approach ensures that all Webroot- protected devices are secured in real time. Our award-winning threat intelligence allows us to proactively protect against emerging threats and tracks the ever-changing content on the internet to keep your clients secured and compliant with regulatory bodies and HR best practices. When your clients choose DNS Protection from Webroot, they can be confident they’re getting best-in-class network protection from a security leader.
Selling Considerations
According to a recent survey of North American businesses by the Better Business Bureau, 79% of survey respondents have implemented web filtering as a cybersecurity control.2 However, there are a few caveats to keep in mind:
- Web filtering is only as good as the threat intelligence it employs. DNS Protection uses the Webroot’s proprietary BrightCloud® Threat Intelligence Platform, a best-in-class, award-winning threat intelligence platform lauded for its advanced machine-learning and AI capabilities.
- SecureAnywhere® DNS Protection was designed with ease-of-use in mind, for both small business owners and MSPs. Try it today to see how quick and easy it is to deploy and manage.
- Proxy-based filtering solutions introduce latency and create a poor user experience for your clients.
Selling Tips from Webroot MPSs
Many MSPs offer DNS Protection as part of a premium security package, for an additional cost, since the proven value of domain filtering as an additional layer of defense against breaches is so high. Others include it as a standard component of their bundled security offerings alongside endpoint security and patching services. With this pricing model, MSPs enjoy stronger margins as a result of savings due to fewer incidents and service calls. In either model, both MSPs and their clients win.
Here’s how Webroot MSP partners have approached the topic of SecureAnywhere® DNS Protection with their clients:
» “It’s included, and it’s flagged.”
When a contract renews or an annual (or quarterly) review arrives, SecureAnywhere® DNS Protection is automatically built into the monthly cost. The discussion can then move to start dates for web filtering and the categories you’ll be blocking to minimize risk for both parties.
Prior to automatic inclusion, MSPs may send out a series of communications discussing the necessity and additional cost, as well as the type of filtering and reporting provided. The timing should be such that clients have time to reach out with any concerns.
It should be emphasized that the internet is dynamic, and threats are always evolving. As such, layers of protection to keep your business safe should be constantly evolving as well. In today’s threat landscape, effective cyber protection is a basic cost of doing business.
» “It’s an option, and it’s flagged.”
This approach is similar to the one above, except that the conversation starts with details on why SecureAnywhere® DNS Protection is important, why you’re providing it, and its benefits. Again, clients should be informed about the option before any new services are added.
Summary: Making Money
SecureAnywhere® DNS Protection is a new layer of security for your clients that’s capable of producing income directly as part of your monthly service charges. More importantly, you’ll save countless hours on infection-related technical support and remediation, while your clients save numerous hours through uninterrupted productivity.
In the coming year, Webroot plans to add even more automation to further reduce management overhead. We’re dedicated to continuing to enhance and improve our products, and providing the resources MSPs need to maximize the opportunity and profitability of offering managed security services.
Source: Webroot Inc.
