Inside the Wire: Protecting Your MSP When the Client's IT Team Is Already in the Room

Co-managed arrangements where an MSP delivers IT and cybersecurity services alongside an organization's existing internal IT staff are increasingly common. But not all co-managed relationships are the same, and treating them like they are, is one of the fastest ways an MSP can lose money, take on liability they didn't ask for, or find themselves blamed for an incident or breach they couldn't have prevented.

In this session, Chris Loehr and Nathan Taylor draw on real-world experience, delivering managed security services into co-managed environments to break down what MSPs need to know before they sign the contract. We'll explore how co-managed clients span a wide spectrum: from capable IT teams who simply need augmentation, to dysfunctional environments where internal staff are a liability in themselves and why that distinction changes everything about how you scope, price, protect yourself, or walk away.

Attendees will walk away with a practical framework for assessing co-managed risk before onboarding, structuring agreements, as legal expert, Eric Tilds discusses how to clearly define scope and exclude liability for areas outside the MSP's control. Building service delivery models that remain profitable even when you don't own the whole stack provides ample opportunity for growth if done correctly. If your MSP is delivering cybersecurity into shared environments, or thinking about it, this session will help you do it with your eyes open.