The cybersecurity landscape is constantly evolving, demanding that Managed Service Providers (MSPs) adapt and refine their strategies. This article provides a comprehensive overview of key insights, emerging trends, and actionable solutions, drawing from recent discussions on the subject to help MSPs enhance their services, protect their clients, and drive business growth.
The Two Sides of the MSP Coin
The cybersecurity market currently reflects two distinct categories of MSPs. One group has significantly invested in cybersecurity maturity, leveraging it to attract clients, increase average contract values, and command higher prices. This proactive approach has resulted in strong business results.
Conversely, a large number of MSPs are still working toward greater cybersecurity proficiency. They face challenges stemming from the complexity of security tools, a lack of dedicated roles, and the need to refine their internal security controls. A key goal is to shift the focus of client communications from technical features to concrete business value.
Prioritizing Cybersecurity: Key Areas of Focus
For MSPs seeking to improve their security posture, a focus on the following areas is vital:
- Standards and Processes: Building security maturity begins with establishing standardized practices and processes. Implementing and consistently adhering to a recognized framework can provide a solid foundation for security.
- Culture of Security: It’s essential to cultivate a company culture where security is a priority for every team member. Understanding and committing to these standards throughout the organization is a crucial element.
- “Eat Your Own Dog Food”: MSPs must prioritize their own security posture, treating their organization as their most important client. This approach ensures that they can effectively apply security solutions to their clients’ systems.
The Power of Asking the Right Questions
Successfully selling security services requires shifting from a technical approach to a business-oriented one.
- Understanding the Client’s Business: Take time to learn the client’s business. Ask how they generate revenue, identify their core business processes, and determine the value they derive from those processes.
- Business Risk: Focus on identifying and addressing business risks rather than simply focusing on technical issues.
- Client Language: Use the client’s terminology and relate your approach to their industry.
Embracing a Culture of Shared Responsibility
Effective security requires a shared responsibility model that clearly outlines the roles and responsibilities of both the MSP and the client. This includes:
- Clearly Defined Scope: Ensure that service level agreements and contracts clearly state the responsibilities of each party regarding security measures.
- Open Communication: Have honest conversations about risk, acknowledging any gaps in security measures. This approach builds trust and encourages collaborative solutions.
- Proactive Engagement: Address the client’s existing agreements and compliance requirements, such as insurance policies.
Leveraging Next-Gen Technologies Strategically
Emerging technologies can greatly enhance an MSP’s capabilities.
- SOAR Platforms: Security Orchestration, Automation, and Response (SOAR) platforms help automate and streamline security operations.
- Browser Security: Browser security represents a notable blind spot in modern cybersecurity, with many organizations failing to adequately restrict and protect their internal browser usage.
However, it’s important to avoid getting distracted by the newest technology and maintain a focus on foundational cybersecurity.
Conclusion
Navigating the ever-changing cybersecurity landscape requires an adaptive, proactive, and client-focused approach. By prioritizing security standards, engaging clients through effective communication, and strategically incorporating emerging technologies, MSPs can enhance their service offerings, secure their clients’ assets, and achieve sustainable growth.