Want to thrive in 2025? Then it’s time to work on your MSP cybersecurity strategies. Sharpen your sales pitch, beef up your security offerings, and rethink how you talk to clients, according to Miles Walker, channel development manager for Kaseya. The growth playbook for MSPs has never been clearer — or more urgent.
Here, Walker reveals five must-do security moves to stay competitive, profitable, and relevant:
MSP Cybersecurity Strategy #1: Lead with Security Because Everyone’s Watching
Security isn’t just an IT issue anymore. It’s the opening line of most MSP conversations. “Close to 90% of breaches start with a phishing email,” said Walker. “Even if you’re not leading with security, you’re definitely ending up there.”
And it’s getting easier to talk about. Why? Cybersecurity has found its way into Hollywood and streaming services like Netflix and Amazon Prime. This means that customers understand the threat — which can open the door to bigger conversations, Walker noted.
“Some of the largest shows this past year have had cybersecurity as a focus. This means it’s now mainstream, which I love because it makes my job easier.”
MSP Cybersecurity Strategy #2: Don’t Ignore the Weakest Link: Your Clients’ People
Tools matter, but people are the point of failure. Walker says too many MSPs still skip over security awareness training, and that’s a problem. “Humans are almost always the weakest link and a big risk to companies,” he insisted.
To drive the point home, Walker referenced a powerful analogy from Kaseya’s CISO: Imagine working at a retail store where merchandise gets stolen on your shift. The first time, maybe it’s just an accident because you left the door unlocked. The second time, it starts to look like carelessness. But if it happens a third time, you’re probably getting fired.
“This is how we have to look at cybersecurity these days,” Walker explained. “If someone clicks on a malicious link once, it’s an accident. If they do it twice, it’s now beginning to become a pattern. To do it a third time, they’re the ones that can take down your business.”
Cybercriminals know this and they’re evolving. In some cases, threat actors can find victims who post about starting a new job on social media or on on lists of those who have suffered from natural disasters. They contact these victims, pose as officials or former employer representatives and trick them into clicking on malicious links or download something that leads to a breach.
“If your clients aren’t training their people, they’re leaving the front door wide open,” Walker said.
Miles Walker
MSP Cybersecurity Strategy #3: Make Pen Testing Part of Your Core Offerings
Remember when penetration testing was niche and pricey? Not anymore, Walker shared. “Just a few years ago, there were only a handful of pen testing firms. Now it’s everywhere—because it has to be.”
Compliance requirements and cyber insurance policies are driving demand. In many cases, customers are asking for it directly.
Enter Vonahi, a Kaseya company. Kaseya acquired Vonahi in 2023 to expand its cybersecurity portfolio and provide MSPs with enterprise-grade tools at scale. Vonahi’s automated platform, vPenTest, enables MSPs to deliver penetration testing services quickly, affordably, and on demand — without needing to be security experts themselves. The platform simulates real-world attacks and produces detailed reports that help clients identify vulnerabilities and meet regulatory requirements.
“Thanks to Vonahi, Kaseya partners can now deliver affordable, automated pen tests,” Walker added. “It’s no longer a hard sell. It’s a checkbox for doing business and one of our fastest-growing offerings.”
MSP Cybersecurity Strategy #4: Own the Compliance Conversation
Walker’s big mega-trend for 2025: compliance is a huge opportunity. Industries that never had to worry about this before are now facing new rules, and service providers can step in to manage that.
But MSPs shouldn’t over-complicate things. “You don’t need to run through a laundry list of acronyms. Just show the client how you help them meet their requirements. That’s how you deliver value and stand out from competitors.”
MSP Cybersecurity Strategy #5: Use Tools That Make You Money, Not Just Noise
Walker pointed to the continuing evolution of Kaseya365 as a key differentiator. “One pane of glass. All the tools you need. That’s what MSPs want,” he said.
With additions like SaaS Alerts and others, the platform keeps consolidating value — and delivering savings. Kaseya’s subscription model has saved MSPs between $600 million and $800 million on their stacks, Walker estimated. “MSPs can use these savings for training new staff, hiring new people, and expanding their businesses.”
The Bottom Line
Walker urged MSPs not to procrastinate. The need is urgent and tools are ready and waiting, he said. “This is the moment. The MSPs who act now are going to be the ones who grow — and win.”
Images: iStock, LinkedIn
