We’re almost done with the first quarter and I wanted to take a moment to brief you about the features that are driving sales the most. These figures were taken from the top 10% of our managed services partners (MSP) in the small and mid-market segment (so they aren’t skewed by distributors, ISVs and large government/enterprise orders). I want to give you an idea about what is selling out there and hopefully these are the same conversations you’re having (or should be having) in order to grow your business.
70% of our MSP’s say these email security features are making them money in 2018.
In Compliance with HIPAA, GDPR, Sarbanes-Oxley, SEC, PCI regulations.
We are continuing to see a massive shift from email backups to email Compliance Archiving. In a nutshell, our Compliance Archiving offers companies the ability to store up to 10 years of inbound, outbound, and interoffice email in the cloud where it meets dozens of regulator compliance, government and eDiscovery standards. Not only does it eliminate the pain point of managing backups, but it enables users to quickly and easily locate messages they are looking for on their own.
Spam accounts for 14.5 billion messages globally per day. In other words, spam makes up 45% of all emails.
The more people move from their Exchange servers to the cloud (and Office 365) the more they realize how good they had it while their security was layered by their MSP managed solution. While everyone goes to the cloud hoping that “it’s good enough” SPAM filtering will work, companies quickly find out that the few bucks a month they were spending to keep trash out of the mailbox was really worth it. I have spoken to so many MSPs that couldn’t convince their clients to keep ExchangeDefender as they went to the cloud and that within a week of making a move to Office 365 they were right back on it – some unfortunately due to immediately failing an audit and phishing stuff flying through (more details on Phishing Protection and how to promote it later)
Encryption use is no longer optional.
As we pick up the pace on the rollout of our Compliance Manager service, we are seeing a lot of sales made on the back of Encryption (free) and Corporate Encryption (addon) services. I’ll admit I have not spoken to a ton of people about it, but feedback we continuously get about the service is that regulatory requirements in several industries are finally starting to be taken seriously: health care, banking, mortgage/finance, CPA, and sales activity is typically the highest during Q1 and it’s also the time those industries go over their business process and direct their staff to use new services. Every time someone uses the encryption process in ExchangeDefender we seem to get more interest for the product from the third party that received the message so if you’re not promoting it, you’re missing out on real world demand.
Our top email security solutions offer must-have features for any business.
As I mentioned in the introduction, these are the services that are in demand now – so if they aren’t front and center in your promotional collateral you should be talking to our marketing team (!!! Action Item). Remember that companies will not pay for a service that is nice to have or even one they are required to have – they’ll only pay for things that either grow the business or reduce problems and make workers more productive and profitable. SPAM filtering makes people more productive while encryption and compliance archiving make problems related to backups and lawsuits go away. Since these features are part of a service every single user interacts with daily, they aren’t like to want to cancel it, giving you the opportunity for a long-term revenue generator.