--- title: Webinar Takeaways on Selling IT Security and Compliance description: The MSP business model for selling IT security solutions through partnerships. To get a foot in the door and two in front of a CEO, we’ll show you how. image: https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/steve_rutkovitz-7-2.png --- ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)**  [![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site Search [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png)](https://www.managedservicesplatform.com/) [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png) logo-hit-mspl-white-horizontal-01-1](https://www.managedservicesplatform.com/) - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - [Spotify](https://open.spotify.com/show/3HRZBruDAP9oyVnloUHABO) - [Apple](https://podcasts.apple.com/us/podcast/humanize-it/id1511560088) - [2024 Weekly Schedule](https://www.humanizeit.biz/events) - On-Demand Webinars - [3 Award-Winning Technologies to Evolve your MSP](https://info.humanizeit.biz/3-award-winning-technologies-to-evolve-your-msp) - [Compliance for Engineers](https://info.humanizeit.biz/compliance-for-engineers) - [Pentesting and Profits](https://info.humanizeit.biz/pentesting-and-profits) - [Your Website is Rubbish](https://info.humanizeit.biz/webinar-your-website-is-rubbish) - [Youtube Webinar Playlist](https://youtube.com/playlist?list=PLDUiMI4qjlJFkYjXQSPwCtmAnK1hFogHR) - [Automate All Your QBRs](https://info.humanizeit.biz/automate-all-your-qbrs) - Free Tools - [Asset Recycling Program](https://www.humanizeit.biz/eol) - [IT Warranty Lookup (Beta)](https://warranty.humanizeit.biz) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Meeting Maker](https://meeting-maker.humanizeit.biz/) - [Resources](https://www.humanizeit.biz/expand-existing-clients-resources) - [Coaching](https://www.humanizeit.biz/coaching) - [Expand Existing Clients](https://www.humanizeit.biz/expand-existing-clients-resources) - [Win New Clients](https://www.humanizeit.biz/win-new-clients-resources) - [Structure AM/vCIO Operation](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [HIT Knowledge Base](https://help.humanizeit.biz) - Demo Personas - [The Dispatch](https://app.managedservicesplatform.com/clients/8963/home/public/sc-e6d2ab31-6cab-47c0-a47c-a2cfeb969405) - [Streamlined QBR](https://app.managedservicesplatform.com/clients/8963/home/public/sc-f63143e0-3b3a-479e-91a4-835a18b60516) - [CISO](https://app.managedservicesplatform.com/clients/8963/home/public/sc-8365f6b2-2bf3-4ddf-a80c-1515685af50e) - [Annual Budget](https://app.managedservicesplatform.com/clients/8963/home/public/sc-b59d26eb-c3e3-43c6-94fa-3a4f4bb82432) - [About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) [REQUEST DEMO](https://info.humanizeit.biz/humanize-it-platform-demo) ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)**  [![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site # Webinar Takeaways on Selling IT Security and Compliance By [Denes Purnhauser](https://blog.humanizeit.biz/new-theme-test/author/denes-purnhauser) on August 15 2014 ![](https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/steve_rutkovitz-7-2.png) It was a really engaging talk with Steve Rutkovitz CEO of [Choice CyberSecurity](https://www.choicecybersecurity.com/about). He is a very successful MSP practitioner specializing in IT Security and Compliance. We were talking about MSP challenges, strategies, [IT consultative sales processes](https://blog.humanizeit.biz/the-6-steps-of-the-it-consultative-sales-process), [IT security and compliance opportunities and partnerships](https://blog.humanizeit.biz/the-4-steps-of-successful-cybersecurity-service-monetization), and I learned the following:   ### [Generate client engagement](https://www.managedservicesplatform.com/nist-cybersecurity-framework-quickstarter-pack) ### [with five cyber security roadmaps in 30 days](https://www.managedservicesplatform.com/nist-cybersecurity-framework-quickstarter-pack)   - there are surprising similarities between the mainframe to PC era shift and the PC to Cloud era shift - To become a successful MSP one of the most important traits is having best-in-class partners - When you move up streams, you have to make sure you are able to manage management type people - You have to develop a solid marketing / sales engine to teach your clients and prospects - The Challenger sales is a great way to leverage the natural teacher inside IT managed services providers - You can sell NIST Cyber Security and Compliance solutions without doing the delivery side - The business model of selling IT security solutions through a partner - The best foot-in-the-door tips and tricks to get front of CEOs - The complete MSP sales process from “access to address” that maintains the IT security issues - The natural advisory mindset of IT companies and the potential contained within   Thanks to Steve Rutkovitz for the wisdom and the honest, straightforward answers. I believe his thoughts could help IT managed services providers in any size and any maturity. You can bet this won’t be our last discussion with him.   ### [**Nist Cyber security Framework Quickstarter Pack**](https://www.managedservicesplatform.com/nist-cybersecurity-framework-quickstarter-pack)     [IT Sales Person](https://blog.humanizeit.biz/new-theme-test/tag/it-sales-person), [Managed Services Providers](https://blog.humanizeit.biz/new-theme-test/tag/managed-services-providers), [IT Sales](https://blog.humanizeit.biz/new-theme-test/tag/it-sales), [Business Building for IT Companies](https://blog.humanizeit.biz/new-theme-test/tag/business-building-for-it-companies), [MSP](https://blog.humanizeit.biz/new-theme-test/tag/msp), [IT Consultative Sales](https://blog.humanizeit.biz/new-theme-test/tag/it-consultative-sales), [NIST Cyber Security](https://blog.humanizeit.biz/new-theme-test/tag/nist-cyber-security), [IT Security](https://blog.humanizeit.biz/new-theme-test/tag/it-security) ##### Like it? Share it: [Twitter](https://twitter.com/intent/tweet?url=https://blog.humanizeit.biz/new-theme-test/takeaways-on-selling-it-security-and-compliance) [LinkedIn](https://www.linkedin.com/shareArticle?mini=true&url=https://blog.humanizeit.biz/new-theme-test/takeaways-on-selling-it-security-and-compliance) [Facebook](https://www.facebook.com/sharer/sharer.php?u=https://blog.humanizeit.biz/new-theme-test/takeaways-on-selling-it-security-and-compliance) #### Submit a comment ### You may also like [12 mistakes most MSPs make with their vCIO services](https://blog.humanizeit.biz/new-theme-test/12-things-most-msps-screw-up-about-the-vcio-service) ##### [12 mistakes most MSPs make with their vCIO services](https://blog.humanizeit.biz/new-theme-test/12-things-most-msps-screw-up-about-the-vcio-service) 20 November, 2014 The virtual CIO phenomenon is not new, yet the promises of the role have not been realized across the industry. Some mat... 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