Partners in Crime: A Cybersecurity Solution for Scaling Quickly and Profitably

Do you know what the next big revenue-generating opportunity is in the MSP landscape according to industry experts? Okay, you read the headline! Yes, it’s Cybersecurity. Why? Because as data usage increases, as we rely more and more on technology, and as more staff work remotely, the need for cybersecurity will grow exponentially. But if you can’t add cybersecurity services to your MSP roster alone, a partner might be a sound solution.

Cybersecurity . . . as a service

Most businesses believe they’re too small to be attacked. But get this: Sixty-five percent of attacks are on small- to medium-size companies because they don’t have the same level of protection that a large business has. As an MSP, you can add value to your business by offering cyber-as-a-service, which is not the traditional one-off solution that your clients might select. No, cyber-as-a-service is where your customers trust you to select and manage the products that are the best to protect their organization.

Some of the benefits to offering cyber-as-a-service include:

  • Gives your business added value for your customers and prospects
  • Provides you with a distinct point-of-difference over rivals who don’t offer the service
  • Adds a new revenue stream to your existing services

So, are you in? Better question: Are you ready to offer cyber-as-a-service to your base and prospects?

Before you answer that question, let’s take a quick look at some results of a survey that IT By Design conducted in partnership with SKOUT Cybersecurity. We surveyed MSPs worldwide about cybersecurity. Here’s what they had to say:

  • The top two security breaches are ransomware and email
  • A growing concern regards a rise in attacks on RMM/PSA software
  • Only five percent of respondents said that cybersecurity is easy to sell
  • 91 percent said that they believe their clients need more or better cybersecurity

So while cybersecurity is needed, it’s not an easy sell. Another challenge is the shortage of cyber talent to hire for your cyber team. This is a worldwide industry problem. It’s also where adding a partner can come in handy.

Partnering with an established and reliable MSP that currently offers cyber-as-a-service helps you efficiently and effectively deploy a cybersecurity solution. For instance, SKOUT Cybersecurity chose to partner with IT By Design and we serve not as just another vendor on their roster, but as a partner. We act as an extension of the SKOUT team. Your partner should do the same. They’ll bring you such benefits as:

  • Providing network operations center (NOC) and security network operations center (SOC) services
  • Freeing up your engineers to work on more profitable areas of your business
  • Eliminating your exhausting search for talented cyber engineers
  • Providing certified 24/7/365 support
  • Eliminating training on your part
  • Improving your CSAT

Finding the right partner

So a cyber-as-a-service partner can help you scale your business quickly and profitably. But how do you select a solid, long-term partner? Here are some critical questions to consider:

Do they offer on-call services 24/7/365?

Many SOC suppliers offer this, which enhances round-the-clock response time to potential threats before alarm bells go off and it’s too late.

Do they assign a dedicated security engineer to each client?

By having one technician become familiar with the client’s systems, processes, compliance requirements, and security goals, this individual will be a seamless extension of each client’s existing team.

What compliance do they support?

Their contract and certifications will note if they include regular third-party security audits, that they hold certifications in one or more recognized security standards, and the type of encryption they use to securely transmit data.

What technology tools do they use?

The greater the types of real-time monitoring and analytical tools the candidate uses to track and analyze data means that you have to make certain that the dedicated engineer assigned to each client is trained and certified on those tools.

The right answers will allow you to choose the right cyber-as-a-service partner who will bring to your MSP the scalability and profitability that will take the business to the next level of success.

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Kam Kaila

Kam Attwal-Kaila is a Partner and President of IT By Design. Having been with the company since 2005, Kam is ITBD’s Brand Ambassador and responsible for building the brand worldwide. She leads the company’s Community initiatives and is the engine behind Build IT; a channel event that facilitates sharing of knowledge by channel educators through templates, tools, and scorecards that help MSPs grow. Along with being a Partner of ITBD, she is the recipient of numerous accolades for channel excellence, including multiple Woman of the Channel and Power 70 accolades, and Influencer of the Year. She is a leader in providing educational content to the IT Channel at other events, webinars, and channel publications.

Kam has a double master’s degree from Rutgers University and the New Jersey Institute of Technology. She has been a professor at Rutgers University and Hudson County College. A mother of three, she is actively involved with her family and community work.

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