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foreign [Music] good morning everyone or good afternoon um my name's James heading up the QBs MSP team here and uh we're joined by the sales manager over at you secure near Hill um to really go over the uh number ones you know security awareness solution in the industry right now perfect um yeah thank you James um it's really good to get this session up and running um so yeah so my name again is neho I had a sales team at you secure um so um some of you watching this will be familiar with what we do others maybe less so um again as James mentioned it's all about cyber security awareness for end users um so what we're focusing on today is about essentially enabling you as an MSP to position the product effectively and show the value of this type of product to your uh your client base um you know most people are concerned with cyber awareness um sort of threats and cyber security threats but aren't necessarily sure about the best route or even sure what's out there to help them to minimize those type of threats so it's gonna be quite a light session um all again aimed at sort of helping you as an MSP to understand how to how sort of unearth those pain points and those sort of potential sales opportunities when it comes to use skill um so I guess just a quick overview of the actual uh the agenda for today so um it's going to be about how to position your human risk management offering how to actually identify those low-hanging fruit those key customers um how we at U secure and at QBs can support your sales cycle so tons of resources that we can provide for you um some common sales objections and responses you know stereotypical things which clients are a bit hesitant will say and how you can overcome those objections really easily and some detailed resources to help you sell again both from ourselves and QBs um so I guess just a little bit of a background about the the stats around this so um by next year it's estimated that 25 of mid-sized Enterprises will adopt security awareness training program as a managed service and that's up from less than five percent in 2020. so in just four years it's it's um it's gone up five times um obviously these are mid-sized Enterprises and a lot of them will have internal it teams that are often bigger than some of the clients that you manage so if they're looking progressively at getting managed services for security in place um those sort of small to medium-sized businesses will be doing so a larger rate those are the companies that do tend to get targeted quite often as well you just don't really hear about them as often so there's definitely a growing demand from your client base for a security awareness training as a managed service provider thanks for that in the hill and uh yeah you actually come on to the first question we had there so what would be the best way from an MSP perspective to position and or call kind of package the you secure as an offering to their customers uh yeah so it's it's an interesting question because you know we provide the software as one SKU so effectively it's up to the MSP how they want to chop it up the licensing from QBs is super simple um now some of our clients just go with a sort of a standard offering and say you get everything included as standard and there you go do what you want with it what we're finding some of our more successful partners are doing is effects we're offering a two-tier subscription service that way it's it's less a decision about do you want the product or not it's a you know do you want the products in this way in this way or do you want to leave it for now and that sort of uh that sort of a core and advanced offering does tend to work quite well psychologically to make them sort of have a bit more control about their buying process and you'll often find if somebody starts at the core model they then move on to more advanced functionality a little bit later on but but again the whole idea with you secure is that it is very admin light um so even if you get towards the more advanced levels of um of subscription as an MSP it's not going to be difficult for you to scale that out so that just as I guess a bit of a reminder about exactly what is included Within You Secure um you've got four different Services all within one single system so you've got you learn for tailored training you've got you fish or targeted simulated fishing campaigns you've got you breach or dark web monitoring and you also have a nice reporting in-app to combine all that together you've got you policy which is a policy management tool and then you also have the ability to build custom courses and build custom fishing campaigns so all of that is available as standards as part of your sort of purchase as an MSP how you chop that up can be essentially up to you um again what what a lot of our partners do is they offer a core and an advanced package so a core being a very sort of easy quick value ad um you get the training the phishing and the breach reporting um those are the sort of I suppose more stereotypical ones that clients are concerned with and then you potentially got an advanced plan where you can incorporate more of the policy management side of things so more around compliance about processes you can maybe build custom courses you know if they're in a specific industry or they've got new starter training you can incorporate that as part of the service and also spear phishing you know I'm sure James you probably get phishing attacks look like it's come from you know CEOs and that type of thing it it happens um so replicating that type of thing Within You Secure it helps make the program that you build for them much more uh with much more real life validity because you can replicate the type of things their experience yeah thanks for that in the hill they're fishing yes we've get uh we often get emails kind of dressed up as old customers or perhaps um uh you know a um coming from an existing customer's email address because they've been um they've been compromised if you like so then they send us attachments Etc or they're asking us for information and it's just yeah it doesn't seem right they are getting much better so the fact that we can include uh some some um custom fishing uh you know just to see who is you know uh see who is actually learning and who is actually vulnerable internally uh that's a great way of also seeing uh you know uh who who is at risk so yeah this is this is something something we're faced yeah something our faced with almost on a uh almost on a weekly basis I'd say now it's very frequent and the type of ones are getting reported are getting more and more sophisticated as well it's it's things like checking LinkedIn to see if you've changed your job recently if you're ever a new starter and then praying on that sort of uh that freshness um there's even been times where you know uh QBs have reported um people pretending to be you secure and saying can you pay your invoice for the month um GBS are very good at spotting them to be fair I guess because they use the training but um it happens and that you have no control over people impersonating you but you do have control over how well educated your end users are with with spotting that type of thing um so again nice to have that sort of variation in in what you can offer um and again it all comes down to the admin um you might be thinking well an advanced but it sounds like more work than than I actually need to be doing the whole idea behind this is that the admin is always low you secure is literally built for msps so the entire functionality is built with scalability in mind and so if you do go for a more of a core product well it's completely automated um the training phishing and breach monitoring can be set up in literally 10 minutes and then it just runs itself forever um for the more advanced you still have ready-made templates so there's policies about 35 policy templates in the system already um we even have some custom fishing campaigns that we've built in there around things like um you've got a new holiday policy your your annual leave is changing click it to view how it's changing and that type of stuff definitely grabs people's attention thanks for that in the hill suppose the the next important question is how to you know identify customers who are actually in in need of a solution like this like you mentioned before the key customers or perhaps low hanging fruit you know for me it comes to mind those that are installing trials and have been using it for quite some time um how how can we help our msps uh identify potential customers um yeah because I guess the the idea about security awareness training now is every company realistically should be doing it but it's important to start getting momentum with maybe those clients who are a little bit more obvious as as targets but also as those that I probably would like to be um concerned around security um so quite an obvious one but it's still worth reiterating is those that have recently experienced a user-related breach it's quite easy uh if you haven't had a breach to put it off and say well yeah it's not happened to us yet we're fine unfortunately a lot of companies do get breached and then it's a case of well how do we stop that from happening again because the downtime that it causes is absolutely crippling so you will likely have customers who have experience to use related breach or even have just spoken to other companies in their industry that have been breached and got that sort of that second-hand experience if you like while speaking to their contacts at that company hearing about the Fallout and hearing then as a solution from you guys how simple it is to try and minimize that risk um yeah we were talking about how you know we we experience phishing attacks all the time it just takes one person on a Friday afternoon when they're trying to get home to not really check things properly um I was also a bit of a movement towards I spent 7001 we're seeing more and more companies uh going towards that certification obviously the gold standard of how you handle your information security data um we have a lead auditor on our board where I spend 7001 so we regularly get referenced in those audits there's a really easy win um getting certified advice about 27001 is an absolute pain there are so many controls and it takes months um if you can provide your customers who are going for their certification with an easy win which you're curious from an end user perspective and that is going to be absolutely gobbled up um and uh sorry to interrupt you I know it's uh you know customers trying to achieve this uh certification it also helps you know uh or also helps with their business insurance and reducing the cost of their their annual business insurance am I right yeah it's a really good point yeah I want to forgot about it yeah so it ends up almost saving the money by paying for a security awareness solution because their insurance premiums then come down um also if particularly if they if your clients sell to government entities or sort of more heavily regulated entities those clients asking their providers to be ISO certified now so um you know if they are trying to provide their services to government entities they're going to need the certification or more often than not it will come up as a as a as you know nice to have but pretty soon there's nice to have become mandatory so there's something that a lot of clients will be aware of uh going towards that certification and looking for help to do so um but also um you all have clients who just purchase security related products from you that's a good way to identify their buying habits and I guess their concerns you know if they often do take up other security products that you provide that's often quite infrastructure based it's quite a nice story to then tag on the human element so you know you're taking care of your infrastructure help us take care of your humans and then you've got a nice comprehensive Suite there and so those are quite good people to speak to um panel linking with the iso uh certification if they operate in a heavily audited industry if they have any external Auditors looking at their processes looking for how they handle um their staff cyber security awareness so things like um either regulated by the FCA in the financial services industry um if they're a hospital um anybody that has that sort of external pressure to show they're being secure with how they handle data they will be looking for admin light easily reportable ways to help their staff members and as we touched on the last slide that essentially is you secure um and then again just generally if they've shown concerns about security if they've forwarded you uh phishing emails before and said does that look suspicious it shows not only do they have those sort of attacks that they're experiencing but also that they are relatively Savvy to it and they're concerned to it so um it's good it's good to then refer back to that email and again going back to the ability to build custom phishing attacks you could suggest to them well you know you spotted it that's brilliant but your staff members your receptionist your Finance team will they also spot that so you could then create that phishing attack send it to their staff members again it has that real life validity and then you're building a nice business case for them as well um anything there that I've missed James or is everything no that's a very informative appreciate that new Hill I suppose the uh the the next the next question would be uh just Arthur you know I identifying customers and once they've you know seen as a case seen as an interest they've recognized how you know the uh how vulnerable they are how um how how could we kind of kick off the uh cell cycle what would the typical what is a typical cell cycle look like um from point of Interest I know from experience we you know we like to encourage the free trials um but as far as demos Etc go how does that look from your side yeah um yes we've broken down I think a like a four-part sales cycle um and there is support for you as an MSP every step of the way so step one obviously the prospecting phase actually getting that client hooked that initial interest um there is a resource Hub that we have available in app and that has tons of sales guides it has tons of even sales scripts um different questions you can ask uh white papers that type of thing you can also request a brandable marketing pack so a completely white labeled marketing pack has no reference to You Secure as a vendor but it can have your msps logo on it it can have your msp's phone number on it and it will then have tons of supporting resources that essentially justify why your clients should be acting now rather than waiting until it's too late so um there's tons of stuff in there you also do have a um a sales and marketing tool which I'll touch on a little bit again in a moment but we have an MSP sales tool called the human risk report and we can even build a conversion form for your website so you can have a security awareness landing page and you can have all of these sort of prompts to generate that interest and then you've got a clear call to action where if they enter their email they then start to get a bespoke report built for them as well which is a really nice hook um step two book a meeting um and that is a meeting that we can uh help you guys to run whether it's us leading it or whether it's just supporting um as an MSP you will have a dedicated account manager uh obviously both at you secure and QBs um we've been working with QBs for three three years now so they're they can demo the product once as well as we can so it makes sense to utilize that experience get us involved with those meetings with your clients um and then we can help them to obviously understand the main uh selling points of your secure or domain um I guess points of interest that could help them out um then it's a case of either demonstrating risk or demonstrating value um so we split this three into two different chunks um partly depending on the stage of your client so as James mentioned we've got a a two-week trial that we can offer to your clients so they can then get used to the system explore it in their own time um but we also do have that sales tool which is the human risk report the difference between the two is the risk report is better for again demonstrating risk to that organization so if they're a little bit earlier on in the sales cycle and they're a little bit hesitant about how vulnerable they are or how much they truly need a solution the risk report is perfect for demonstrating that standing risk alternatively if they are a little bit further along and they're convinced that yes that there is a gap that we need to plug they're just unsure about whether the UCL solution is the right way to do it the free trial is the perfect way to then show them how the training looks how the admin console looks you know how the data monitoring um works and how what what information that pulls through and so you have two nice clear routes to potentially try and convert that client depending on what stage they're at just a quick question now for you to help in order to provide our msps with a free human risk report for their customers end users um would they need to have a trial we would need to have been active on a trial for a certain amount of time uh no it can be completely separate from The Trial um so yeah you can you can even go from a risk report to a trial if you need to um or just go from the risk report from scratch with no prior engagement that's fine oh right so what information would you need in order to provide the human risk support uh literally just an email address yep um so it's even good for prospects in with people you don't necessarily work with just yet um there's three steps to the risk report you can do two out of the three with just an email very quick and very handy good to know exactly again all about helping Partners to sell you secure without having to spend hours uh per Prospect or per client um and that obviously helps you then to scale um and then obviously then the the final step is to convert that to a paid account and we do have flexible monthly billing through QBs as well so completely Fair billing um you only pay for what your clients have in the system each month and that can fluctuate so it protects your margins as an MSP you're not going to get lumbered with a massive bill that you're then struggling to pass on to your clients thanks for that in the hill and then uh moving on to you know the kind of frequently asked questions or the uh frequently faced objections uh from from from customers you know uh what would you say with the most kind of a typical example or common objections uh you guys tend to get yeah um yeah so these are ones that tend to happen a bit earlier uh in the sales cycle so the classic one we've got no budget for this um again it's one of those where it's amazing how that budget is found if an incident occurs but it's a case of demonstrating that risk and so that they understand the value of it um before an incident happens so um you have those uh prospecting tools that we talked about but you also have the flexible monthly billing so there's no commitment they can just roll it out for a few months see how things go see how the staff members engage with it and you tend to find because of the nature of the program and because the data that you can provide they then get hooked in and it's very hard to then remove the processes and that you've then implemented um there is also the option particularly for larger clients of annual billing it tends to be a little bit more cost effective obviously with the um agreement to purchase it for 12 months at minimum and so you have those two routes depending on the client and and their sort of requirements um quite a common uh objection as well we're not at risk we've not had a breach yet it's the Enterprise level companies that get attacked um offer offer a free human risk report it's no obligation there's no there's no sort of cost to the client at all the cost of an MSP is about 20 minutes of their time um but that way you can then show um exactly the level of that risk and you know if it comes back and there are no vulnerabilities then fine you know there's always stuff that you could be doing but realistically because we are talking about human beings there will always be some vulnerabilities out there it's just a case of highlighting them and understanding the the the the breadth of them um you might have some clients that run training in-house um that's obviously uh quite a common one most people do some form of onboarding training what you find when you dig deeper is it's often just a PowerPoint when somebody joins the organization um there's not really much of a follow-up and it relies on your contacts at the client to actually um research and update that presentation then deliver it so it's very manual there's not too much reinforcement um when you compare that to a three minute long video that we deliver each month there's a lot of a lot of gap between what they could be doing and what they're currently doing um a lot of people say they don't have time to implement a solution well that's where you as an MSP come into it and again worth reiterating it is completely automated once you get it set up uh you can set up the training phishing dark web monitoring you can integrate with Microsoft 365 you can do all of that in literally 20 minutes um and then you've got the system just running itself for you in the background and then again another common one well even if we get it set up we don't have time to actually manage that well again we talk about the ongoing admin so you've got the automation with the system to make sure that things keep ticking along um you as an MSP can get um sort of semi-regular reports you can automate those reports to go to your clients they don't have to log into the system to understand how their organization is progressing when it comes to human risk yeah and just to mention there you already mentioned it's quite admin light so yes um you guys as the MSP for your clients you will be managing the admin side of it us as your distributor will be sending you an invoice every 30 days and will the invoices will be automated as well and if you have any queries uh you know there's always 15 days before it actually gets invoiced you know if you have any queries on the user account it's perhaps you think it's too low or you think it's too high it's uh it's it's all visible in your console as well for you to reference against thanks nihil perfect um just a final few bits um so again there are readily made resources available to help you sell um there is a resource Hub both with guides on functionality but also just how to Market you secure how to sell it um there is a dedicated Playbook that will cover um every stage basically with you as an MSP right from you've just onboarded with us you've just got your um your internal MSP account all the way to you have 20 clients on boarded and you want to make sure that you're you're managing them as efficiently as possible and again you have that human risk report as a prospecting tool um and then yes thank you very much for that uh new Hill so it's um I guess the my takeaway from that is that uh it's just really about informing and educating you know our customers and and and um you guys as msps just ensuring I are just ensuring your clients are uh aware uh informed of the of the latest attacks as they get more and more uh you know complex and realistic and uh at the end of the day it's all it's all uh yeah just about keeping it keeping ahead of the curve and uh I guess if you guys have if you guys do have any questions or you or the um white label marketing materials or perhaps free human risk support is of Interest then you've got you've got our direct line there you've also got our sales email address and uh for those of you viewing this that are um existing customers of us we will be in touch as well we will be in touch uh to discuss as uh it is important that we all stay informed and aware and uh you know these attacks are getting getting more and more realistic so we really appreciate your your information today in the hill and uh thank you yeah thanks James uh yeah I hope that was really informative for everyone and uh yeah cheers for hosting foreign [Music]