The increasing digitization of customers’ businesses is putting further pressure on the consistent skills gap in IT which increases the need for outsourced IT services. That digitization is also fueling the exponential growth in cyber criminality, which in turn drives the need for more critical security managed services.
Since 2005, at least 55 billion data records have been compromised in 900 known breaches.
77% of these data records were compromised in the last two years alone, with 2020 being the worst year on record.
MSPs around the world face similar challenges
Sales compensation models
Automate the manual
Be your own MSP
Customer complexity
Shift to subscriptions
Compliance & regulation
Standard operating
procedures and templates
Profitability
Shifting business models
Internal IT assessment
Developer and
security skills
Increased security threats
Verticalization
Digital marketing
techniques
The gap between MSPs and MSSPs is getting smaller; any MSP that does not have a security-first posture is a risk for its customers.
MSPs will need to become their own MSSPs. MSPs are increasingly the key attack vector for hackers, and customer scrutiny will only grow.
Building an MSSP practice can be complex, but improving your own cyber posture is one of the strongest opportunities for developing auditing and deployment frameworks for your customers.
Breaking down the development of your MSP practice into steps can help to see the future more clearly – set goals for what you can do today, tomorrow and in the future.
What can MSPs do today?
Self-awareness is the start of growth
Define your
MSP's core
values
Map your own
internal cyber
capabilities
Review your
SOP's and build a
robust cyber
response plan
What can MSPs do tomorrow?
Build your skills base over time
Invest in your
cyber vendor
certification
levels
Build software
development
skills
Understanding your
customers'
resilience
What can MSPs do in the long run?
Leveraging SOC skills is the key to MSSP
Build repeatable
vertical-specific
cyber offerings
Build SOC
capabilities;
owned or third
party
Become part of
framework such
as NIST
“Becoming a trusted advisor is not a mythical status. You are probably already one for some of your customers. The most important part is understanding what makes you one.”
The benefits of being a trusted advisor multiply
is 6X higher than the cost of
retaining one.”
means decreased
cost
helps solution
expansion
means less strain
on sales
we can expand, because they
trust us to deliver.”
on new customer
acquisition
to take on new skills
can grow IP