Case: MSP Meat Wholesaler

Challenge

We have been supporting this MSP in generating new business for several years. The focus for this project is on approaching security officers and IT managers who have relevant security topics on their roadmap within 12 months. Our specialists keep a close eye on the market. Using outbound marketing, we look for stakeholders within organisations that meet the criteria we determined together prior to this project. Every day, we speak to various stakeholders who each have their own challenges in the field of cyber security.

At the end of Q4 2020, contact was made with the prospect for the first time. After speaking to various stakeholders, the acquirer finally reached the prospect based on a referral. In this story, the prospect is ultimately responsible for IT and IT security. He holds the role of IT manager. After the telephone conversation with the IT manager, the prospect asked to receive additional information via e-mail. Since we operate as an extension of our customers, we are also able to send information e-mails on behalf of our customers to prospects. From that information mail, a new call appointment is scheduled at the request of the IT manager with the prospector.

In the meantime, a ransomware attack takes place at a logistics company. This ultimately led to empty shelves in the cheese department of a well-known supermarket chain. The recruiter brought up this current issue during the call with the prospect. The Microsoft exchange hack is discussed and it is mentioned that they also have various Microsoft servers. During this conversation, the prospector then charts the business case for the MSP and comes to the conclusion that virtually nothing is being done about IT security. It comes to light that the prospect has never looked at security before, indeed, it has never been at the top of the agenda. This while the prospect does express the fear during the telephone call of being hacked by so-called "vegetarian hackers".

Solution

Convins provides quality leads through outbound marketing. Our specialists are searching daily for organisations that fit the profile of our clients. In this way we also spotted a great opportunity for the MSP. Our specialists can register with Convins per project and are selected based on their motivation. In addition, we can see internally if a specialist has done a similar project before and, more importantly, what the conversion rate of those leads was. This way we always select the right specialist for the right project and the people within Convins work on a project based on intrinsic motivation.

Next, there are two to three dedicated acquirers who are assigned to the project on the basis of a project information sheet. Convins draws up the project information sheet together with the client during the kick-off at our office. After agreement, the project information sheet is leading and the specialists use it as input, as we do not believe in call scripts. In this way, the specialist always has sufficient knowledge about the subject in question and can serve as a sparring partner for the prospect. The appointment is then scheduled for the account manager of the MSP.

Our back office processes the appointment and takes care of the entire administrative process. When making appointments, our specialists go as far as possible in-depth. In this way, we gather as much information as possible about the challenges, infrastructure and opportunities for our customers. From that telephone conversation, a conversation report is written that bundles all the information. This report is ultimately used by the MSP as a guideline for the acquisition meeting with the prospect. The report describes the budget and the size of the organisation based on the number of employees and workplaces.

It also writes extensively about the atmosphere of the conversation, the prospect's challenges and the potential opportunities for the MSP. Convins remains involved with every lead with whom an appointment is made. Our specialists call the client a week in advance to verify whether the appointment can go ahead or needs to be rescheduled. In some cases we also call to verify the client's experience through an after service call.

Result

Following the acquisition meeting, the prospect awarded the contract to the MSP at very short notice. The MSP then draws up a plan together with their security consultants and starts with a baseline measurement. They start with an inventory. Internal interviews are held and the network and assets are made transparent. They look at patch management, backups, disaster recovery, but also at issues such as MFA, User Awareness and other process-related security risks. In addition, a technical assessment can be added in the form of a pen test or vulnerability management scan. The results of this investigation are compiled in a report that, based on prioritisation, is delivered to the customer. The customer discusses with the MSP which points will be taken up first. In doing so, the client relies on the advice of the MSP. Working with Convins brings several advantages, including;

• The No Cure No Pay concept has the advantage that the MSP only pays for qualified leads that meet the criteria (retrospective invoicing)
• Convins calls on behalf of the MSP with a programmed phone number and has an email address of the customer
• Convins functions as an external back office so that the client does not have to worry about the administrative process.
• Convins has specialists in house who can switch with clients on a technical level
• We identify the business case for our clients so that they are well prepared at the table