As the conversation around cybersecurity shifts in tone, managed service providers (MSPs) are starting to rework the delivery of their services in tandem with the changing market. So, what do these shifts entail exactly? In The Evolution of Antivirus: Part One, we looked at what has been traditionally referred to as “antivirus,” and how it can (and should) be thought of as complete endpoint protection—because security is no longer a general means of “protection.” Today, it should be seen as a multi-layered approach to securing specific client vulnerabilities and ensuring all endpoints are fully damage controlled.
In the second part of this series, we’ll focus on the strategic ways MSPs can adapt to this demonstrative need to effectively manage all endpoints—through the right security strategy and expertise—and set their business up to scale. Cyber threats will continue to change business as we know it, so here are some key ways to keep the cards in your favor.
In order to properly convey to your clients how you can protect them with your security solution, you must first think about “security” in a different light. Many end users will say that they’re already secure because they’ve bolted on security software after security software. However, the reality is that their security is made up of disparate pieces of the puzzle—incapable of effectively correlating and monitoring endpoints in a complete, comprehensive way. Antivirus is just one aspect of security, and your clients need to be able to see it this way.
As an MSP, it’s your job to simplify the discussion. Make security a less complex, scary and unattainable topic by focusing on specifically what the client is trying to accomplish, and then strategizing on how you can help them take the appropriate steps to get there.
Offer Peace of Mind
When the headlines that your clients read are littered with cyberattack after cyberattack, their focus will inevitably be on remaining protected from those specific treats. So, you can highlight broader security trends in your strategy to exhibit that you are catering your offering to what matters most to the client. You can also show them what exactly their specific vulnerabilities are through a security assessment so that you know what’s needed to protect against those risks.
The goal is to help get your clients to their desired state in terms of security, so make it known that the measures you’ll take will directly solve their problems. This is a great way to not only enhance endpoint protection, but build trust with your clients in the process.
Focus on Mitigating Risk
It’s crucial that your security solution is centered around business impact. When you focus on mitigating the risks you’ve identified as most serious for your clients, you will be able to remediate quickly and avoid truly harmful damage. It’s all about setting the right expectations in the way you profile threat vectors, and then having the tools and expertise in place that enable you to detect and respond to those priorities as efficiently as possible.
Cover All the Bases
Once you’ve identified exactly what it’ll take to protect your client against their greatest security needs, it’s crucial that you uphold complete endpoint protection by consistently monitoring, measuring and keeping the client updated on their status. By outsourcing a security operations center (SOC), you’ll have the expertise required to cost-effectively manage priority risks on-demand—ultimately covering all of your bases and doing your due diligence as a trusted managed security services provider (MSSP).
By Steve Lowing
By Meaghan Moraes