Security as a Sales Tool: Winning New Clients with Data

From Service to Sales Tool

Most MSPs position security as a service to deliver. Smart MSPs also use it to win new business.

The Data-Driven Sales Approach

1. Free Security Assessments Offer no-obligation external security scans to prospects. You get: - Qualified leads (they're interested in security) - Proof of expertise - Specific findings to discuss

2. Discovery Meetings with Substance Instead of generic capabilities pitches, review actual findings: - "We found these specific risks in your environment" - "Here's what an attacker could do" - "Here's how we'd fix it"

3. Proposals Backed by Evidence Include assessment results in proposals: - Quantified risks - Prioritized remediation plan - Clear ROI justification

Types of Assessments for Sales

• External attack surface scan — Quick, non-intrusive
• Dark web exposure check — Compelling, personal
• Email security assessment — DMARC/SPF analysis
• M365 configuration review — If given temporary access

Making It Scalable

Automation makes assessment-driven sales viable: - Scan multiple prospects simultaneously - Generate reports automatically - Track results across pipeline

ThreatMate is built for this workflow — from prospect scan to client onboarding.