Tip Tuesday: How to seize the managed security services opportunity

Posted by Lauren Beliveau on Nov 14, 2017 8:47:00 AM

shutterstock_239458390.jpgTechnical talent and resources are limited, which is causing more SMBs to outsource their IT department to managed service providers. To compete in this space, managed service providers need to start adding security services to their offering. In a recent study conducted by The 2112 Group and Barracuda MSP, it was found that only 15 percent of IT providers offer some type of security service today. This creates a tremendous opportunity for managed service providers to start adding these services for their SMB customers.

This week, our tech tip comes from Chris Johnson, a member of CompTIA’s security community, and a cybersecurity strategist at OnShore Security. In a recent SmarterMSP post, he shared his thoughts on security and what he would do differently if he had the chance. This was the advice that he shared:   

“If I were to go back five years, I would advise myself to take more of a compliance route … by helping SMBs focus on the value of their business by operating more effectively and efficiently. And, security is the part that ensures those things happen.”

 3 Ways you can seize the managed security services opportunity

Cyber threats show no sign of slowing down. Instead they are becoming more rampant. This presents an opportunity for MSPs, and now is the time to capitalize on it. Here are three ways you can start seizing the managed security services opportunity.

  1. Start adding more robust security services to your offering. Chances are you’re probably offering some base-level protection to your SMB customers, such as a spam filter, basic firewall, or anti-virus software. However, in today’s world, that is simply not enough. Think about offering more robust solutions, such as next-generation firewalls or email security services, that can protect your SMB customers from ransomware, malware, and zero-day threats.
  2. Hire more technical talent and leverage your current techs to support new security solutions. Before you add new services, gauge the level of technical talent you need to offer that solution to your SMB customers. For example, database security requires expensive technology and more expertise. Evaluate your staff’s skills to determine which technology would be best to offer to your SMB customers. Considering offering training to your technicians or hiring new staff as needed.
  3. Account for the risk involved when setting up your pricing structure. Not all data in an organization is of equal value—and should not be protected as such. Depending on the industry, some data will need to be safeguarded more than others. As an MSP, when you’re creating your pricing, the cost of your solution should be correlated to the value of the data that needs to be protected.

If you’re looking for the next area of growth for your MSP, managed security services could be a logical step. To learn more about trends in the channel, download The State of North American Managed Services report from The 2112 Group and Barracuda MSP, or to learn more about how to seize the managed security opportunity download our free e-book Mastering the Art of Selling Security-as-a-Service.  

Mastering the Art of Selling Security-as-a-Service

Topics: Cyber Security

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