Selling Security Without the Fear Factor

Every MSP knows security sells. The problem? Fear-based selling is dead. 

Clients are numb to scare tactics. “Hackers are coming for you” has been said a thousand times. What they need, and what will actually get them to invest, is proof. 

That’s where visibility comes in. 

Fear Doesn’t Close Deals. Facts Do. 

Imagine sitting in front of a client and showing them this: 

• 15 apps their employees use daily—none of them enforcing MFA.
• QuickBooks, payroll, and HR tools with no privileged access management.
• Entire departments working in SaaS apps outside of SSO. 

Every Blind Spot = An Upsell 

• Password Management: “Your employees are using 47 apps. Only 12 are in your password manager. Let’s fix that.”
• IAM/SSO: “Your marketing team is using 12 apps outside your identity system. That’s 12 unmanaged risk points.”
• MFA: “These 15 apps don’t enforce MFA. That’s where attackers break in.”
• Training: “Your team added 10 new tools last quarter without approval. That’s a training gap.” 
  Instead of fear, you’re selling with proof. 

The MSP Advantage 

MSPs using visibility tools to sell security see a HUGE boost in revenue compared to peers. Why? Because facts drive urgency. 

You’re not “upselling.” You’re solving visible, undeniable problems.  

The Bottom Line 

Stop pitching hypotheticals. Stop selling fear. Start selling proof. 

Ready to turn blind spots into billable security services?

Make Shadow IT Pay Me

Or get the SaaS+Spend Intelligence Playbook to learn how to grow your revenue.

BetterTracker helps finance, IT, and operations teams take control of contracts, subscriptions, and technology spend. By centralizing renewals, eliminating tech sprawl, and providing real-time visibility, BetterTracker empowers businesses to simplify compliance, reduce costs, and make smarter decisions.