ThreatCaptain’s New Revenue Engine Helps MSPs Close More Cybersecurity Deals

Source Domain: www.crn.com

‘One of the biggest things MSPs keep asking us for is more leads. So we built AI-driven workflows that help identify ideal customer profiles, guide prospecting activities and make it easier to start qualified conversations. We want MSPs to have a framework that helps them understand where they are in the client journey and what they should do next,’ says Brad Powell, co-founder and CRO of ThreatCaptain.

ThreatCaptain’s shift from cybersecurity awareness training to a “full revenue engine” for MSPs came down to one pain point: MSPs know security, but they often struggle to sell its business value.

Co-founders Adam Anderson and Brad Powell have spent the last several years evolving from a risk assessment and business consulting platform into a sales and marketing-focused solution to help MSPs generate leads, improve client conversations, close larger deals and retain customers. And they’ve already seen 70 percent growth this year, according to Powell, chief revenue officer at the company.

The Greenville, South Carolina-based company’s evolved strategy is to help MSPs ditch the tech jargon and sell cybersecurity in business terms, especially financial impact.

“We were running executive business roundtables and delivering these huge reports on cybersecurity and business risk, but we kept hearing the same thing over and over,” Powell (pictured) told CRN. “Everybody loved the content, but what they really focused on was the financial impact algorithm we were using. They wanted to know how bad a breach could be for their business, what the likelihood was and what their residual risk looked like. That’s what resonated.”

[Related: How AI Agents Are Making Identity Security More ‘Critical’ Than Ever: Partners]

After seeing repeated demand, ThreatCaptain shifted its focus from consulting to…

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