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The Ultimate Guide to Success in Managed IT Services

What are the fundamentals to building a profitable managed IT services business? Keep reading to discover the four key ingredients for success.

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Meaghan Moraes

Meaghan Moraes is a Blog & Social Media Strategist at Continuum, managing the MSPblog and Continuum's social platforms. With several years of inbound and content marketing, B2B tech marketing and corporate social media management experience, Meaghan specializes in engaging and nurturing audiences with strategic and creative digital content. In her spare time, she enjoys writing poetry, playing the piano, boxing, and exploring Boston’s best restaurants.
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Recent Posts

How to Break Bad IT Security Habits

Posted by Meaghan Moraes on August 7, 2018

How to Break Bad IT Security Habits

It seems like there’s always that one employee who’s not only careless when it comes to IT security, but also resistant to changing their habits—that inevitable hole in your systems that could easily crash your business. As an IT provider offering managed security, you have quite the undertaking to assume the responsibility of minimizing human error and strengthening your clients’ security posture. The question is, what does it take to break the bad security habits that have been embedded in countless SMBs?

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Topics: Cybersecurity and Threat Management, Security Awareness Training

Redefining Cyber Security: Win SMB Clients with The Right Message

Posted by Meaghan Moraes on July 26, 2018

Redefining Cyber Security: Win SMB Clients with The Right Message

Your clients are the main target of today’s ever-evolving cyber attacks, so why isn’t selling managed security services easier? To effectively market and sell your cyber security offering, you have to change the SMB mindset with the right positioning strategies.

In our recent webinar, Redefining Cyber Security: Win SMB Clients with The Right Message, we walked through cyber security go-to-market tips for MSPs as well as security conversation talking points to ensure SMB clients are on board. Here is a recap of the key takeaways you can leverage in your business.

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Topics: Cybersecurity and Threat Management, Managed Security Services, Webinar Highlights

Explaining Cyber Security to Your Clients

Posted by Meaghan Moraes on July 18, 2018


How do you explain to your SMB clients that their concept of cyber security is as relevant as yesterday’s breach news story? Would they believe you? Or worse, would they leave you? 

Think of your goals while considering theirs. Your eyes are on the prize; you’re emerging as a credible cyber security leader and expanding your managed services portfolio to include an advanced security offering. The managed security services market is projected to be worth $47.65 billion USD by 2023, after all.

Meanwhile, those SMBs that could benefit greatly from your security services typically assume that they’re already sufficiently protected from cyber threats with foundational tools. While they know that the modern security landscape—with threats advancing relentlessly—puts their businesses at risk, they have not yet bought into the urgency for a redefinition of cyber security in the context of their business future. Your client’s goal is to withstand cyber attacks and scale profitability—but they will not grasp that your managed security services are the bridge that can get them there unless that’s effectively conveyed.

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Topics: Cybersecurity and Threat Management, Managed Security Services

9 Cyber Security Resources Every MSSP Should Be Reading

Posted by Meaghan Moraes on June 29, 2018

9 Cyber Security Resources Every MSSP Should Be Reading

As an IT service provider offering managed security services, it’s critical that you’re staying up-to-date on the latest cyber security trends and advancements. With the latest cyber security information, education and conversation at your fingertips, you’ll be well positioned to stay ahead of the curve on latest threats and keep your clients protected.

For your convenience, we’ve compiled key third-party resources, including blogs, publications and other educational resources, as well as a detailed cyber security glossary. Check out our list below to brush up on your security knowledge!

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Topics: Cybersecurity and Threat Management, Managed Security Services

Transforming Managed Security: How to Offer Proactive, Detective and Responsive Security

Posted by Meaghan Moraes on June 19, 2018


Today, one in three security professionals lack the intelligence required to effectively detect and respond to cyber threats, according to a survey from Anomali. Where does this leave businesses, especially small-to-medium-sized businesses (SMBs) that are now the prime targets of cyber attacks? The reality is dire. In fact, 60 percent of SMBs go out of business within six months of a breach.

With advanced threats like hyper-targeted malware and ransomware, foundational security tools aren’t enough to keep SMB clients secure. Small businesses generally assume they are already protected from phishing, ransomware and insider threats, having historically secured their data firewalls, antivirus applications, or two-factor authentication. Those foundational security tools and policies are still required—but due to the modern threat landscape, additional layers of security need to be added into the equation to provide more complete and holistic protection.

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Topics: Cybersecurity and Threat Management, Managed Security Services, Continuum Security

Breaking Down the Major Cyber Attack Methods Tricking MSPs

Posted by Meaghan Moraes on May 15, 2018


Every person in IT—really every person in business today—is hyper-aware of their risk of getting breached. It’s real, especially for small-to-medium-sized businesses that lack the advanced security tools and expertise needed to remain afloat. Hackers are relentless and lurking everywhere, and MSPs are ultimately responsible for their entry, and the resulting damage, to their clients’ networks.

In order to detect suspicious activity faster and minimize as much harm as possible, it’s crucial that you understand the methods employed by cyber criminals. MSPs offering cyber security services will benefit from the following breakdown, which details the most common cyber attack tactics, key warning signs and tips to remain protected.

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Topics: Cybersecurity and Threat Management, Managed Security Services

4 Questions Your Prospects Will Ask You, And How to Answer Them

Posted by Meaghan Moraes on April 12, 2018


At a growing MSP, engaging prospects is the fuel that will drive your business forward. But, this window of opportunity is narrow as a certain level of preparation and presentation is required to get it right. Prospects are just getting to know you—which gives you the chance to show them what your business is all about, how they’ll benefit from working with you, and that they can trust you. You’re asking them to put their business operation in your hands, after all. So, expect that they will have questions.

To prepare you for these sales conversations, we’ve collected the four most common questions prospects pose to their potential IT service provider, along with the answers that will best position you to sell. A little upfront prep can make a tremendous impression, so use these talking points to put your best foot forward and improve your sales close rates.

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Topics: Sales and Marketing, Client Acquisition and Management

5 Critical Cybersecurity Training Courses and Certifications

Posted by Meaghan Moraes on January 31, 2018


As an MSP, MSSP or IT service provider, you’re likely committed to effectively assessing vulnerabilities, securing networks and endpoints, and mitigating cybersecurity incidents in 2018. Of course, you know that the first line of defense against cyber threats in business is the employee, so ensuring that everyone in an organization is properly trained on security best practices is the vital first step. In fact, increased investment in employee training can reduce the risk of a cyber attack up to 70 percent, according to Wombat Security Technologies and the Aberdeen Group.

Both MSPs and their clients should be well versed in the latest cybersecurity developments and requirements—that’s why we’ve outlined five critical cybersecurity training courses and certifications built to ensure businesses are up-to-speed on security knowledge! Here are some key areas to consider.  

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Topics: Cybersecurity and Threat Management, Information Security

How to Have the Security Conversation with Small Businesses That Don't Want to

Posted by Meaghan Moraes on January 23, 2018

How to Have the Security Conversation with Small Businesses That Don't Want to

For managed IT service providers working to bring a cybersecurity offering to market, it’s serendipitous that “cybersecurity” is at the tip of every small-to-midsize business’ (SMB) tongue… right? With hacks hogging headlines, small businesses will instinctively run to their MSP for security guidance and enhanced protection—in a perfect world. The reality is, the high frequency of debilitating data breaches has spawned a numbness to cyber attacks. The majority of SMBs today actually think they don’t need managed security services. That’s a major hurdle for aspiring MSSPs to overcome.

So, where does the answer lie? In the way you’re able to communicate with these skeptical SMBs. Once you and your client come to a cybersecurity strategy you can agree upon, you’re golden. And it all starts with flipping their perspective on what security really means.

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Topics: Cybersecurity and Threat Management, Managed Security Services

Reasons to Use Managed IT Services in 2018

Posted by Meaghan Moraes on January 4, 2018

Reasons to Use Managed IT Services in 2018.png

As cited in TSIA’s The State of Managed Services 2017 report, managed services now represent 22 percent of services revenues, and overall net-new revenue for managed services continues to grow at a healthy average of 42 percent. It’s evident that the demand for managed services shows no signs of slowing down. In fact, a survey by shows that 69 percent of small- to medium-sized businesses (SMBs) hire at least one type of IT service provider. So, what is fueling this impressive level of adoption? Why are so many business owners fans of your business model? 

The following research illustrates the top reasons SMBs work with MSPs and IT solutions providers. As you build your 2018 sales strategy, pay attention to these main market drivers.

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Topics: Sales and Marketing, Remote Monitoring and Management, SMB Trends

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