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so we're going to talk about in 10 minutes how to sell cyber security services and must start sharing some facts with you now the facts are recent they're 2021 because 22 hasn't been compiled yet first of all 60 percent of all cyber attacks hit small businesses and one of the things you know they were talking about earlier is right you're going to get hit you're too small to make news but one of the ways I always explain it is think of bowling right these hackers are taking a bowling ball and they're throwing it and whatever pins they had that's who they're hacking because your credit card spend as well as anybody else's 66 percent of SMB businesses had at least one Cyber attack 424 percent increase in attacks in 2021. also they are 63 percent of small businesses are worried about customer data well why because that's what's going to put them out of business next 54 percent of small businesses think they're too small for a Cyber attack and I love this one this is the best ever 25 of SMB businesses don't think it'll cost them money if they've had a Cyber attack let that sink in for a second so that's my wife and that's how she feels about me being here today guys that's as good as it gets if you don't laugh at that we're done come on okay so that wasn't meant to fear uncertainty and doubt what that was meant for is there's a huge opportunity for you guys huge opportunity as you can see right here statistics says 90 billion dollars by 2025. what does that mean if you look and say there are 40 000 msps in the U.S it goes between 30 and 40 on a constant basis okay that means your opportunity in ARR if forty thousand were doing cyber security which we know isn't the case 2 million 250 000 a year now just think about that for a second if you just get your fair share of forty thousand two million dollars in the cyber security business that's good news so when we talk about selling cyber security one of the things that we always talk about is you're too smart for your own good right you think of things in a different way when I think about music I think of it in notes not Melody I'm a drummer you think of things in technical terms nobody cares okay let's be honest so when we're talking about selling always project confidence I know that sounds stupid right nah it doesn't I've been out on Plenty of sales calls with msps in my career and you need cyber security is that okay the reality is guys you know way more than they do it doesn't matter if you make a mistake it doesn't matter if I make a mistake right now you don't know if I'm telling the truth or if it's my presentation properly project confidence you're the subject matter expert talk in terms of business not technical this is really really important okay nobody cares I get all the time how do I sell your your software can I have sheets to go sell it no stop trying to sell your security stack as far as the pieces that are in it nobody cares years ago I sold software and it was kind of like an Erp system and it was actually the Arby's NRC Cola yeah I'm that old anyway when we went to it they were complaining because it worked on an as400 yeah again I'm that old um and they didn't like that they didn't like it because it was a closed operating system and my thing is I went through it and said does it solve this problem yeah this one yeah this one yeah this one yes then why do you care if it runs on a Volvo in the parking lot same thing nobody cares what your security stack has in it they just care that it works don't use fear uncertainty in doubt everybody talks about using fear uncertainty and doubts scare the customer I don't know about you all but when someone scares me I go I want to crawl up in a hole I don't want to do anything I am now paralyzed with fear as to what to do because now I don't want to make a mistake do not use fear uncertainty and doubt use stories talk about real life talk about business impact okay and when we're talking about business impact talk about stories that you've run into I heard some stories up here earlier if you have stories tell them tell them as they relate to what's going on in the world at their size okay if you don't have stories guess what last time I checked there were a bunch of msps in the audience ask for their best stories about things that have happened to smaller companies and use those stories to your advantage because last time I checked everybody in here has a favorite TV show yes favorite movie favorite author what do they have in common they're stories and I bet you remember them on a regular basis ask what-if questions don't say your business is going to go down again okay now you've paralyzed me I don't know what to do and I'm not doing anything ask questions like how would you feel what would happen if get them in the mindset of talking about their business thinking about their business and the impact something could have on their business not the world if you talk to me about the world I don't care I'm not the world I'm Bob and I own a manufacturing company and you know what I don't even like to shop at Target so show don't tell always use an assessment by the way our software is capable that I don't give a crap if you use my software I'm trying to teach something always use an assessment why well first of all you have facts second of all you can take facts and move them into a story that makes sense but you can show them that based on the story they have the same problem and it provides the ability to ask those questions about what if how would you feel it also provides a wedge between you and your competitor because guess what they're not doing this but finally anybody ever had a prospect goal completely cold on them just die nobody you're that good a salespeople so what the assessment does is it gives you a reason to call hi Bob this is Matthew hey you know that assessment we did I found some things that concern me and I'd really just like to talk about it give me a call click how many of you think Bob might call back might right have a better shot at it at least than them going completely cold always use the assessment and again don't technical them to death educate them talk about their business so we're going to talk about continuous vulnerability scanning for a second why well because that's what I do and that's what I care about so in the nist framework you need to identify protect detect respond and recover if you look over here under detect you'll see security continuous monitoring ooh so continuous vulnerability scanning why well if you look over here there were 18 000 cves issued in 2021 okay and ninety percent were exploitable by attackers with minimal skills but the one that stood out to me and should stand out to you is 61 percent required no user interaction that means it wasn't phishing it wasn't business email compromise it was simply a vulnerability that existed that I was able to exploit I mean they were able to exploit sorry next thing insurance companies are now requiring it you want cyber liability insurance they're starting to require continuous vulnerability scanning why because you might find out too late and that's not good for them or good for your customer also compliance compliance Frameworks are now starting to require it the other thing is it finds vulnerabilities immediately and it also finds new assets on the network immediately also if you don't like nist CIS does it also so let's talk about nodewear real quick it's continuous vulnerability scanning okay it's internal external next thing simple setup you could have any customer set up in under 30 minutes it's multi-tenant there's a dashboard those robust reporting and it's platform agnostic I don't care if you're running Mac I don't care if you're running Windows I don't care if you're running Google Chrome if there's a thermostat on the wall and it grabs an IP address you're going to get a scan back built-in remediation guidance our new deep scan technology allows you to literally go to a vulnerability see the different databases that are there as well as if it's an authenticated scan click a button and it'll take you right to the patch not just Microsoft Oracle Microsoft Apple whatever the case may be you no longer have to go research or your team to try to make a remediation happen we've had customers tell us it literally is cutting their time by 50 percent what could you do with 50 percent more Tech time back I'm assuming a lot Maybe that's kind of what it looks like as you can see you go you have down here the different databases go up there there's the file path click on it takes you right to the remediation so platform agnostic multi-tenant easy to use Easy to deploy easy to manage dashboard completely allows for scanning of any IP address anywhere and if you haven't seen this is starting to include iot devices so it is something that's important out there finally it's built and priced for msps so as you can see we have three models first one annual up front pay for it up front annually have a nice day next one annual pay monthly you're making an annual contract you get a little bit of a discount but you're paying monthly for it and the final one which we just put together and I'm so darn excited about consumption buy what you want when you want how you want go up and down get billed one month in arrears no contract you want out tell us 30 days before and you're out so we're trying to be as MSP Centric as humanly possible also for Frank you can get it through cynics rain networked Ingram Micro as well as direct with us so come by the booth get one of our cool new node t-shirts be a node and we'll talk more about it and how to do it also show special you schedule a demo here or within five days of here and you'll get 50 assets you buy those you get 25 free for the year to use on another customer that's all I got I appreciate your time and sorry for the bad dad jokes