The cybersecurity industry is evolving—and fast. For Managed Service Providers, the emerging standard of “reasonable cybersecurity” is becoming more than a buzzword; it’s a legal and operational imperative. In this week’s Cyber Call, industry leaders broke down how MSPs can adapt and thrive in this new environment by aligning with frameworks, focusing on documentation, and reshaping how they communicate value.
State-level laws are starting to define what “reasonable” security actually looks like, and it’s becoming clear that MSPs will be expected to meet these standards. Relying on intuition or patchwork solutions isn’t going to cut it anymore. The CIS Critical Security Controls provide a structured, proven framework that gives MSPs a clear roadmap for protecting clients in a way that’s legally defensible. As Phyllis from CIS emphasized, following a framework is the most important step you can take.
But it’s not just about doing the right things—it’s about proving it. Documentation is now the cornerstone of defensibility. Lawrence Khanna, of Corporate Information Technologies, stressed that recording your processes, decisions, and even exceptions is essential. This isn’t just internal hygiene—it’s part of your legal protection and your client deliverables.
The conversation also emphasized a shift in messaging. Clients aren’t looking for a long list of tools; they want outcomes. MSPs must position their services in terms of roles, risk mitigation, and business value—not features. This shift also justifies pricing that reflects the complexity and accountability required for today’s cybersecurity standards. “Reasonable” doesn’t mean cheap—it means professional, measured, and documented.
Implementing security frameworks requires cultural buy-in across your team. Sales, admin, and technical staff all need to understand the framework and how to communicate its value. Embedding security into your culture makes your entire organization more aligned, responsive, and credible.
For those ready to go a step further, certification in CIS Controls offers a competitive edge. It’s a serious investment, but it proves your MSP is committed to excellence and compliance in a rapidly maturing industry.
In the end, “reasonable cybersecurity” is not a regulatory burden—it’s a growth opportunity. The MSPs who embrace these standards, document their process, and deliver clear, defensible value will be the ones who lead the next wave of secure, profitable service delivery
