At Brigantia, we’re committed to supporting our partners where they need it most. In our State of Cybersecurity survey at the end of last year, we asked MSPs about their biggest barriers to sales. 50% identified customers’ lack of cybersecurity knowledge as the top challenge.
This knowledge gap not only limits revenue opportunities for MSPs but also leaves end users vulnerable to cyber threats. To address this, we introduced our end-user webinar series.
Bridging the knowledge gap
Our webinars are designed to help MSPs educate their customers while generating warm leads. Here’s how they work:
- Our product specialists prepare engaging, user-friendly webinars on key cybersecurity topics.
- We provide marketing toolkits to MSPs, including email campaigns and social media content.
- MSPs promote these webinars to their customers and prospects.
- We host and present the webinars, then share attendee lists with our partners.
This approach allows MSPs to engage customers, position themselves as trusted advisors, and generate leads without the heavy investment of managing webinars in-house.
One of our many success stories is Virtual IT, an MSP that has leveraged our webinars to great effect. Here’s how they benefitted.
Introducing Virtual IT
Partner: Virtual IT
Profile: MSP with over 700 active customers
Specialisms: B2B and B2E IT and cybersecurity services
The challenge
Virtual IT’s Sales Director, Paul Davis, recognised the need to educate customers and establish thought leadership. However, creating and managing webinars in-house proved to be a major challenge.
“We initially ran our own webinars ourselves, but it was a sizeable undertaking. Thankfully, Brigantia approached us with a solution that allowed us to offer webinars without the heavy lifting. The topics resonate well with our customers, and most importantly, they feel like they’re getting real value."
- Paul Davis, Sales Director, Virtual IT
Beyond webinars
In addition to hosting webinars, we provide comprehensive marketing toolkits to help MSPs promote their offerings effectively. These toolkits include:
- User-focused datasheets
- Product battlecards for sales teams
- Branded & unbranded social media templates
- Pre-written email campaigns
- Opt-out email templates
"Brigantia’s toolkits are a game-changer. Even though we have a marketing person, she supports 20+ salespeople, so having ready-made materials is incredibly valuable. A lot of the work is done for us, and the materials are highly effective in engaging our customers.”
- Paul Davis, Sales Director, Virtual IT
Impact on sales & customer engagement
Brigantia’s webinars and marketing support have strengthened Virtual IT’s position as a trusted cybersecurity advisor while unlocking new sales opportunities. Beyond immediate sales, the impact has been long-term:
- 50% conversion rate from webinar attendees to paying customers.
- Webinars act as a conversation starter for broader cybersecurity discussions.
- Customers see Virtual IT as a consultative partner rather than just a service provider.
“The webinars are often the catalyst that leads to cybersecurity discussions. Customers approach us with concerns like ‘We’re worried about this aspect of our IT security – how can you help?’ That opens the door to more meaningful engagements and additional sales.”
- Paul Davis, Sales Director
A value-driven approach to MSP success
Through Brigantia’s end-user webinars and marketing toolkits, Virtual IT has transformed how they engage customers. By offering education-first webinars, they have built trust, strengthened relationships, and increased revenue.
“Because these webinars focus on education rather than direct selling, customers appreciate them more. They engage with us not just as an IT provider, but as a trusted consultant who understands their challenges and offers the right solutions.”
- Paul Davis, Sales Director
With Brigantia’s continued support, Virtual IT is well-positioned to expand its cybersecurity offerings, helping even more customers stay protected while growing its business.
Find out more about our end user webinars here.
