The cybersecurity market is expected to grow to over $230 billion by 2022
according to a report published by Markets and Markets. That means MSPs have a big opportunity to carve out their piece of the pie if they choose to do so. Several
high profile security breaches have helped retain the topic at top priority for every size business. Many MSPs have taken their AV and malware services and rolled them into a broader security offering. However, some MSPs have remained on the sidelines wondering how to get started. If that is by choice because your service portfolio does not mesh well with security, that is fine. This article aims advice toward those MSPs who are considering adding security services and could benefit from a few tips to finally get started.
Do not try to be all thing to all people. That means you need to determine what you do well today and walk away from the rest. Do not jeopardize your credibility by adding a plethora of services just because security is a hot topic. Do you have expertise in one of the following?
Do not fall into the trap of over-promising on security. Claiming to solve 100% of security threats is not realistic nor is it an honest approach to building a client relationship. No piece of hardware, software, or expert can effectively solve every security threat before it causes damage, but the best experts know how to appropriately react in a manner that calms the customer and works to mitigate the problem. You should not need to scare your clients into action. Providing a realistic evaluation of their situation should be enough to elicit action, even if they do not choose your solution. If the customer requires expertise outside your wheelhouse,
consider partnering with someone who possesses the knowledge your customer needs. Nothing is more critical to your business than your reputation.
Find Your Niche
- Network security
- Cloud services security
- Large-scale data center security
- Mobile device security
- Data protection/encryption
Solve a Problem
Sure, solving problems sounds rather obvious. However, a lot of smaller companies do not believe they have a security problem until it is too late. It is similar to selling earthquake or flood insurance; you need the policy before disaster strikes. Sharing stories or white papers about the recent ransomware attacks are fair game, but consider solving an existing problem many companies have today: compliance. Compliance mandates are hitting all sectors of business, not just financial and healthcare markets. You might start your sales pitch by offering to review compliance issues faced by the customer. Your security offering may be to take over all compliance services for the company. How much would a company be willing to pay knowing someone else is taking care of all compliance procedures as well as handling all documentation of those same policies? Compliance is merely one example of an issue many businesses are facing today. Other examples include BYOD and consumer privacy initiatives.Take an Honest Approach