Your sales reps sell everything. Except the one thing with the highest margin.
Your sellers stop avoiding the most profitable service because they can't explain it: now they open it in one click.
The most valuable item in the catalog, locked in a safe.
The MSP had the most valuable good on the market locked in a safe and couldn't sell it. Technicians ran client security assessments full of findings, vulnerabilities, exposures, but that data reached the sales rep as a 40-page PDF he didn't understand. And a seller who doesn't understand what he's holding doesn't sell: he changes the subject.
So calls fell back on what the rep knew how to sell: connectivity, Microsoft licenses, backup, while security, the service with the fattest margin and the highest retention, was left on the table on every single call. Every month like that was margin given away: not for lack of clients, not for lack of data, but because nobody was turning cyber intelligence into sales words.
In the vast majority of calls, reps sold what they knew how to explain: connectivity, licenses, backup. Security, in red, was left out almost always. Not a demand problem: a language problem.
A seller doesn't become an analyst with a course.
They had tried to train reps on cybersecurity: months of slides, webinars, light certifications. It hadn't worked: a seller doesn't become a security analyst with a course.
They had also tried having a technician sit in on calls: expensive, not scalable, and the technician spoke in tech-speak, killing the sale. The assessment PDF stayed a document to be delivered, not a tool to close deals.
The sales brief, in one click.
The technical assessment goes in one end, out comes a brief a rep can use in a call: posture, priorities, exposure, price, script. And a guardrail that never pretends to know what it doesn't.
Per vector, translated from tech-speak: not vulnerability counts, but explainable risk.
Not 40 problems: the 3-4 that really matter for that client, in that call.
Already framed, ready to cite without having to consult anyone.
From the partner's price list, never made up: the rep proposes a real number.
Opening, pitch, objections, close: ready to read or adapt on the fly.
If data is insufficient, the brief flags “insufficient data” instead of making things up.
From almost zero calls to over 70%.
Security services present in over 70% of sales calls, versus a handful of times before. Average ticket per client grew by about 30% thanks to high-margin bundles entering the conversation. Call preparation time from 30-40 minutes to one click. A junior rep now leads security conversations that used to require the owner.
Before, security appeared in a handful of calls, in faded gray. After the brief in one click, it's present in over 70% of calls. Same assessment, same technician: just translated into sales words.
Versus a handful of times before the brief in one click.
Thanks to high-margin bundles entering the sales conversation.
From 30-40 minutes reading the PDF to a brief ready instantly.
Your sellers stop avoiding the most profitable service because they can't explain it: now they open it in one click.
How much margin are you giving away every month because security never enters the call? The ROIometer puts it in euros.