Educating the customer is a difficult task as majority of the customer have seen the effect of ransomware and if they have not faced it. Of course, I am sure they are aware of it. Simply we will have to start adding value by making sure that you are regularly checking the back up data and everyday checking the health of the IT assets own by them and make sure all these are been reported back to customer.
So in short you need educate the customeer of ransomware, rather educate them for our services and value addition what we are already offering. This is possible if you are serving the existing customer. However, if it is a new customer, then probably one of your sales pitch should have the topic on ransomware and explain them how you are keeping your other customer safe.
If the client does not want to implement the ransomware solution pro actively, channel partner should put all efforts to make sure the client is not affected with the same resources. Channel partner need to show the concern to client for the attack and treat them the way doctor treats the patient and study their damage and try and restore the max and then give the solution.