Security-minded MSPs can clarify SMB misconceptions around cybersecurity risk assessments by providing an accurate and transparent assessment process. Competitive advantages will follow.
A well-executed cybersecurity risk assessment acts like an X-ray for an SMB’s security posture. It reveals risks that demand stronger security measures and can help carve a path to provide overall better security for a business. This information is crucial for the many SMBs in heavily regulated industries, where they must follow strict security standards to avoid fines and reputational harm.
Cybersecurity risk assessments ensure their defenses are aligned with these mandates, saving them from potential trouble. Beyond regulations, SMBs often need to prove their commitment to security by completing cybersecurity questionnaires for their own potential clients. These questionnaires demand information like what an assessment reveals, so preparing for both makes sense.
Many SMBs are looking for deeper insights into their security posture and ways to improve it. So, there’s now a golden opportunity for MSPs to develop this expertise, differentiating their practices.
Demonstrate Expertise, Win Business
MSP clients are prone to optimism, sometimes at their peril.
Frank Gurnee
Ask SMBs if their current MSP partner began their relationship with a comprehensive cybersecurity assessment or if they’re concerned about the latest high-profile vulnerability. They’ll likely say of course their MSP did, and they’re on top of the latest threats. They’ll say so even if they’ve never seen a cybersecurity assessment report — because their MSP never did one — and even if vulnerability reports are not being provided.
Showing these SMBs the light — and winning their business — just takes education. Show potential clients what a complete cybersecurity risk assessment looks like, how it provides the foundation for implementing security products that address their specific needs and achieves holistic protection. Make it clear that you’re not there to simply tick off a checklist and collect fees. That’s what other providers do.
Explain that you practice what you preach and use the same cybersecurity risk assessment strategies to protect your own MSP business. Also, explain that where some providers pitch whatever security tool set they have and hope for the best, you provide a comprehensive and carefully structured stack built around their goals. Let them know you will use ongoing and continuous assessments to adapt their successful security posture.
Be Prepared to Deliver Rude Awakenings
Many clients mistakenly equate SOC 2 compliance or passing a questionnaire with sufficient security. These measures often miss the bigger picture, leaving them vulnerable.
As a security-focused MSP, you play a crucial role in educating them. Explain how SOC 2 focuses on accounting standards, and how compliance questionnaires overlook key areas of cybersecurity that are relevant to their business. By highlighting the difference between compliance and true cybersecurity, you can deliver them a safer future.
Holistic Cybersecurity Delivers Holistic Advantages
Cybersecurity isn’t just a chore; it’s an opportunity to demonstrate a competitive advantage.
Once engaged, conduct a cybersecurity risk assessment to determine security and compliance pain points. Then, show how your accurate assessment leads to reduced risks, better overall security, and reduced costs of achieving compliance, as well as enables the SMB to transform security into a key customer-facing asset. That means equipping your clients with a suitable, effective, comprehensive technology stack that they can tout consistent, thorough, and trustworthy cybersecurity capabilities in their business development and customer outreach.
To establish that stack, MSPs should:
- Opt for congruent toolsets that also check compliance boxes.
- Cover all the bases when it comes to fundamental cybersecurity best practices and specific compliance requirements.
- Make it simple to communicate their value to clients.
Keep Security Measures Fresh
Remember, an SMB’s cybersecurity risks are not static. Evolving risks mean that SMBs’ cybersecurity assessments and MSP partnership must also be continuous. If a client thinks they are safe because they do a security audit annually, point out that attackers don’t refresh their attacks just once a year. The threat world is 24/7.
A lasting MSP relationship and continuous vigilance are the only ways to keep up with the latest risks. If you clearly make that point, you will earn long-term clients among those ready to listen and mutually beneficial engagements.
Frank Gurnee is channel director at SecurityStudio.
Image: iStock
