Secure Your Business: How Microsoft Partners Can Use Security as a Conversation Starter

As more organisations adopt digital transformation and cloud-based services, the need for robust security measures has become paramount. Microsoft has been at the forefront of providing comprehensive security solutions to its customers. However, the challenge for Microsoft partners is to convince their customers of the need for these security solutions and encourage them to adopt them.

In this blog, we will explore how Microsoft partners can use security as a conversation starter to stimulate customer uptake of licenses while ensuring a strong security posture for their organisation.

Creating the need for security

The first step in promoting security solutions to customers is to create a need for them. This can be achieved through a conversation that highlights the risks and threats faced by organisations today. Some key talking points that can be used to create the need for security include:

1. Cybersecurity threats are becoming increasingly sophisticated and dangerous.
2. Ransomware attacks are on the rise and can cause significant damage to an organisation.
3. Data breaches can result in the loss of sensitive data, financial loss, and reputational damage.
4. Regulatory compliance mandates require organisations to implement adequate security measures.

Starting the conversation

Once the need for security has been established, it's time to start the conversation with the customer. Some key tips to keep in mind when starting this conversation include:

1. Begin by understanding the customer's business needs and security requirements.
2. Listen actively and ask questions to gain a better understanding of the customer's current security posture.
3. Provide relevant examples of security incidents that have impacted similar businesses.
4. Keep the conversation focused on the customer's specific needs and use cases.
5. Avoid using technical jargon and explain security concepts in simple terms.
6. Emphasize the benefits of a comprehensive security solution, such as increased productivity, better compliance, and reduced risk.

Selling Security Licenses

Once the customer has been convinced of the need for security, it's time to discuss the various security licenses and solutions that Microsoft offers. Some key tips to keep in mind when selling security licenses include:

1. Provide a clear and concise overview of the various security licenses and what they offer. There are add-ons and there are comprehensive suites that include security. Make sure to reach out to our Modern Work SureStep Ambassadors for more guidance on these licenses.
2. Tailor the discussion to the customer's specific needs and use cases. The customer must be able to establish the need for themselves after your guidance.
3. Highlight the value of purchasing a suite of security solutions rather than individual licenses. This may have a cost-saving effect and also eliminate having to pay for multiple licenses via multiple vendors.
4. Emphasize the benefits of using Microsoft's integrated security solutions, which provide a holistic and unified approach to security. Microsoft’s full security stack is built to work together, there is no need for tedious integrations.
5. Offer a trial or proof of concept to demonstrate the effectiveness of the security solution.

Conclusion

Security has become a critical concern for businesses of all sizes. Microsoft partners can use security as a conversation starter to stimulate customer uptake of licenses by highlighting the need for comprehensive security solutions and demonstrating the benefits of using Microsoft's integrated security suite. By starting the conversation with the customer and tailoring the discussion to their specific needs, Microsoft partners can effectively promote the adoption of security licenses and help their customers stay protected against evolving security threats.