ZeroPassword™ MSP Program
Sales Specialist Study Guide
This study guide prepares MSP Sales Specialists to confidently position ZeroPassword™, qualify the right opportunities, handle objections, and speak accurately about compliance-driven use cases — without overclaiming or exaggeration.
Purpose of This Guide
As a Sales Specialist, your role is not to be deeply technical — it is to be accurate, credible, and trusted.
This guide ensures you understand:
- Why passwordless matters now
- What ZeroPassword™ truly is (and is not)
- Where it wins compared to MFA and partial passwordless
- How to speak correctly about compliance
- How MSPs and customers both benefit
Why Passwordless? Why Now?
Core truth:
Passwords remain the #1 cause of breaches — even in environments using MFA.
- 82%+ of breaches begin with compromised credentials
- Most MFA solutions still rely on passwords
- MFA layered on passwords ≠ passwordless
- Password resets consume helpdesk time
- Phishing incidents increase operational cost
- Users are frustrated by login friction
Sales framing:
“ZeroPassword™ eliminates the root problem — passwords — instead of trying to protect them.”
What ZeroPassword™ Is (and Is Not)
✅ What ZeroPassword™ IS
- True passwordless authentication
- No passwords created, stored, or used
- Phishing-resistant MFA
- Works across cloud, on-prem, and hybrid
- Supports VPN, RDP, VDI, workstations
- Handles shared & legacy accounts
- Windows, macOS, Linux support
- Designed for compliance & auditability
❌ What ZeroPassword™ IS NOT
- Not a password manager
- Not MFA layered on passwords
- Not SaaS-only or Entra-only
- Not a rip-and-replace IAM solution
Sales-safe positioning:
“ZeroPassword™ is passwordless by design and powered by the stack you already have.”
Ideal Customers & When ZeroPassword™ Wins
Organization size: 25 to 250,000+ users
Strong vertical fit:
- Healthcare
- Financial Services
- Manufacturing
- Retail
- Education
- Government
Common buying drivers:
- Compliance pressure
- Shared or privileged accounts
- Remote access risk
- Legacy systems MFA doesn’t fully cover
- High password-related helpdesk load
If the customer has shared credentials, compliance requirements, or mixed environments — ZeroPassword™ is a strong fit.
⚔️ Competitive Positioning
ZeroPassword™ vs Traditional MFA
- Traditional MFA still relies on passwords
- Vulnerable to phishing and MFA fatigue
- Often SaaS-only or inconsistent
ZeroPassword™ difference:
- No passwords at all
- Phishing-resistant by design
- Seamless user experience
- Full coverage: cloud, legacy, hybrid, remote
Sales takeaway:
“MFA protects passwords. ZeroPassword™ removes them.”
ZeroPassword™ vs Partial Passwordless (WHfB)
- Partial passwordless still requires fallback passwords
- Limited to Windows and select SaaS
- Gaps in VPN, legacy, shared access
Sales takeaway:
“Windows Hello is a starting point. ZeroPassword™ finishes the job.”
Compliance: What Sales Can Say (and Cannot)
Supported frameworks include:
- CMMC Levels 2 & 3
- NIST 800-171 / 800-53
- ISO 27001 / 27002
- HIPAA
- PCI DSS 4.0
- GDPR
- FISMA
- NYDFS 23 NYCRR 500
“ZeroPassword™ supports compliance by strengthening authentication, access control, and auditability.”
- ❌ Certified for HIPAA / CMMC / PCI
- ❌ Guarantees compliance
- ❌ Replaces compliance controls
MSP Value Proposition
For Customers
- Stronger security posture
- Better user experience
- Reduced breach risk
- Lower login friction
For MSPs
- Fewer password resets
- Lower helpdesk load
- Simpler compliance conversations
- Differentiated security offering
Bottom line:
“ZeroPassword™ enables enterprise-grade identity security without increasing MSP operational burden.”
Sales Motion: How Deals Progress
- Identify compliance, shared access, or legacy challenges
- Qualify password usage during discovery
- Position ZeroPassword™ vs MFA or partial passwordless
- Run a focused pilot or proof-of-value
- Expand across environments
Involve a Sales Engineer when:
- Architecture validation is needed
- Environment complexity is high
- Technical objections arise
Final Reminder for Certification
A certified Sales Specialist should be able to:
- Explain why passwordless matters
- Differentiate ZeroPassword™ from MFA and partial passwordless
- Identify ideal customers and use cases
- Speak accurately about compliance
- Position ZeroPassword™ as additive to existing stacks
- Lead a confident first conversation