Most MSPs lose deals because their cybersecurity packages are too technical, too confusing, or priced without strategy. In this session, Steve Taylor of Alternative Payments sits down with Libby Robinson of Field Effect to break down how to package cybersecurity offerings that clients actually understand and buy—and how to upgrade existing customers without the pushback.
You'll learn how to choose the right framework (NIST, CIS, or CMMC) for your clients, and how to structure every package around three core buckets: prevention, detection, and recovery. Steve and Libby also weigh the pros and cons of different packaging models—good/better/best, bundled, and all-in—and show how to shift from feature lists to outcome-based positioning that actually closes deals. Pricing gets a hard look too, going beyond simple cost-plus math to account for soft costs, personnel time, and the margin killers that quietly eat into profitability.
Whether you're building a new cybersecurity offering from scratch or trying to move existing customers to premium tiers, this session offers practical talk tracks and packaging strategies you can put to use right away.