Fleet Orders
How to identify, qualify, and register a discovery call with the ThreatCaptain team — six phases, start to close.
Ideal Client Profile
Confirm each contact. Four locks means the lead is inside the profile.
ThreatCaptain helps MSPs and MSSPs turn cybersecurity risk into financial impact numbers that executives can understand and act on — turning that conversation into revenue growth.
Discovery Questions
Ping the prospect, then open the branch that matches their answer. Every script is copy-ready.
“Are you looking for a better way to help your sales team close more business?”
Instead of overwhelming clients with technical details, ThreatCaptain shows them what their cyber risk could cost their business and what they can do about it. That makes it easier for MSPs to build trust and sell more services.
“Do you have salespeople that have a non-technical background?”
“Do prospects push back on price, or do they struggle to see the value behind it?”
“Who's usually in the room when you're asking for the sale?”
“What does your on-site review process look like when you present a proposal?”
“Are you looking for ways to shorten your sales cycle?”
“Have you lost deals recently because a prospect didn't feel urgency around security risk?”
“Would putting a real dollar figure on cyber risk change how your prospects react to your pitch?”
Book the Discovery Call
Once a deal looks like a fit, invite the MSP to a short call with the ThreatCaptain team — then confirm they booked.
Rep must join at the beginning for five minutes to make the warm introduction.
What's In It For You
Two programs reward you for bringing ThreatCaptain opportunities forward: one for getting the discovery call booked, one for closing.
Per rep, paid the same week — handed out as cash on the sales floor. Requires the prospect to be an MSP with $3M+ in annual revenue, and the deal registration must be completed.
The first time a rep's referral closes, an unannounced branded care package ships within the week.
Discovery calls booked for a date after the SPIF period still qualify, as long as the booking happened inside the window.
Top 3 reps by closed sales, per MSP sales team. Deal registration must be completed for each discovery call.
A running leaderboard, emailed weekly
Intros and closes tracked so reps can see where they stand. Starting Q4 2026, the top rep each quarter is named Captain of the Quarter, earning:
- A $500 experience credit, their choice — trip, sports event, night out
- A featured shout-out in a ThreatCaptain email
- A small captain-themed trophy shipped to their door
Register the Deal
Deal registration protects your opportunity and starts the approval workflow.
If the deal is still live when the 7-day expiration reminder lands, ask for a renewal from inside the registration itself — no need to refill the form. It goes back to ThreatCaptain under the same one-business-day commitment, and your existing protection stands until that decision is made.
Caution · Eligibility is checked against the website you enter, not the company name. Two companies can share a name, but not a domain — make sure the website field is accurate.
Register early, keep the close date honest, and tell ThreatCaptain when the deal is won or dies.
Decide within one business day, protect the account for the full window.
Closed & Won
The chain of custody once the deal lands.
Emails the TD SYNNEX PM a quote with the SKUs, quantities, TD SYNNEX cost, and the relevant reseller contact.
Applies the reseller markup, routes the quote to the TD SYNNEX sales rep, and keeps ThreatCaptain copied on the thread.
Provisions the customer and begins onboarding only after TD SYNNEX sends the purchase order — not before.
