Partner Content: Using security to build recurring revenue in the channel

During a time where businesses must protect themselves but lack the time, knowledge and resources to do so, the channel has a crucial role to play. While finding a vendor that fits with your business model is key, building a strong profit margin is equally, if not more, important. This is why, at Bitdefender, we have put together our advice on building recurring revenue in the channel through security. Not only to help your customers stay safe but also to ensure you are achieving healthy margins and ultimately, growth for your business.

Expanding your services

The evolution of the threat landscape is not going to slow down any time soon, and businesses need to make sure they are keeping up for the safety of their employees, customers and business operations. However, with business leaders often having a limited understanding of the complex security landscape, they will need guidance on how best to strengthen their security measures.

As a reseller, offering the basic security package to help customers is just the start. When partnering with the right vendor, you have the opportunity to tap into a plethora of resources and expertise, such as those available through Bitdefnder's Partner Advantage Network (PAN). This will enable you to build on your knowledge, and for MSPs add managed security services to your portfolio and ultimately, give you the opportunity to build recurring revenues through your broadened service offering. When you effectively deploy your services, right from the beginning, customers will trust that you can deliver value and support to their business, and will be more willing to adopt additional services. For example, organisations frequently rely on standard Office 365 for their email operations. While these services have built-in security protection, they are not enough to comprehensively safeguard businesses against security threats. Armed with the correct knowledge and products, this is a perfect opportunity for you as the reseller to deliver an added protection service for emails such as Bitdefender GravityZone Email Security.

By expanding your offering and/or managed security services to customers, both existing or new, you can open the door to boosting your business and revenue prospects while also delivering on your client's needs.

Having it under one roof

When it comes to expanding your managed security services to build your revenue, or simply wanting to ensure you are giving your customers the best support you can to retain their business, it is crucial to consider the vendor that you partner with. Just as it is easier for your clients to turn to one source for all their security needs, it is much easier for you as the reseller to partner with one vendor. One that will not limit your ability to broaden your services, but rather gives you the extensive range of products as well as expertise that allows you to tailor your services exactly to your client's needs and generate further revenue for your business.

At Bitdefender, we ensure that our partners, regardless of whether they are bronze, silver or gold, have access to ongoing support through our Partner Advantage Network (PAN) and can select from a large-scale range of products. Through this portal, you can easily diversify your team's skill set, broaden your offering and ultimately equip yourself with the proficiency and services needed to make existing clients stick as well as attract new business.

Grow your business and widen your margins

The right vendor partner is undoubtedly one that can give you access not only to support materials and expertise but also to great margin. At Bitdefender, we believe in growing your business as much as we do ours, which is why all our partners start off with double-digit margins. This makes our security offering a fantastic means through which to generate a higher volume of sales and grow your business — right from the start. As your knowledge, and business, grows you can quickly advance through the partner programme from bronze, silver and onto gold — unlocking access to wider margins, 1:1 expert guidance and further resources such as those in marketing and demand gen. With the door open to successfully move through the tiers, the opportunity goes beyond just valuable margin, it further expands your offering to clients making you an attractive long-term partner.

Securing the future with security

In today's complex security landscape, there is a clear need for companies to not only have the right security technology in place for their business but also have the experts at hand to assist them with any challenges they will inevitably face. Resellers have a lot to gain by tapping into this ongoing business necessity. In partnering with the right vendor, you can successfully support your customers, build recurring revenue and enable long-term success for your business