7 Ways to Grow Managed Services Sales via Cybersecurity

In today's world where all types of organizations increasingly rely on technology, the need for effective cyber protection has become nonnegotiable. Securing clients' digital realms from breaches, phishing attacks, various forms of malware and data disasters not only fortifies the defense mechanisms of businesses worldwide but is also the cornerstone of generating monthly recurring revenue (MRR).

In fact, according to a survey by McKinsey, there is a staggering $2 trillion market opportunity between cybersecurity technology and service providers, making it a prime area for managed service providers (MSPs) to explore and seize.

Yet cyber protection isn't just about preventing attacks, it's also about ensuring business continuity. MSPs that offer comprehensive security solutions empower their clients to reduce the overall attack surface and increase their overall cybersecurity posture. Service providers that prioritize protection help their clients maintain trust with customers, partners and stakeholders along with reducing the risk of breaches, data loss and downtime.

Value Propositions

With that in mind, here I will discuss seven value propositions within the cybersecurity industry that are also excellent monthly recurring revenue (MRR) opportunities.

1. Network defense. One of the primary battlegrounds for threat actors is network infrastructure. MSPs armed with sophisticated tools and expertise can institute a solid fortress around clients' networks. This includes comprehensive firewall management, intrusion detection and continuous monitoring. By packaging these services into monthly subscription-based models, MSPs can continuously monitor their clients from potential cyber threats.

2. Email security. As a universal tool in modern business communication, electronic mail often serves as a vulnerable gateway for cybercriminals. Recognizing this, MSPs can offer security solutions encompassing spam filtering, antiphishing, business email compromise and other inbound threats (and to consider data protection and securing outbound traffic). These layers of defense not only protect customers from potential threats, but also work well in a monthly recurring package since threat actors incessantly attempt to gather sensitive and valuable information.

3. Endpoint detection and response (EDR) and extended detection and response (XDR). Protecting endpoints is critical. By offering protections like antivirus and antimalware services, MSPs can shield their clients from the ever-present threat of cyber adversaries, regardless of location. Further, with XDR, the causation and correlation of various events to include collaboration apps, email, network and other vectors to analyze data across multiple security layers to identify problems is something to seriously consider as a service.

While endpoint protection is valuable, another value proposition is to sell to business owners who are worried about company devices connecting to public Wi-Fi, or who have team members working from their company phones while not connected to the office network.

4. Data backup and recovery. By structuring efficient backup solutions, disaster recovery planning and swift data restoration services into MRR-based packages, MSPs can offer a continuous safety net against data disasters. Highlighting the financial and reputational damage caused by lost data can sway decision-makers into adding these services to their monthly service package.

5. Security awareness training. Recognizing that human error is often the weakest link in cybersecurity, conducting regular security awareness training sessions for clients' employees can instill best practices and a security-first mindset. These educational sessions seamlessly integrate into MRR offerings and emphasize the importance of proactive security measures.

Tailoring training to align with recent cyber threats that business owners may have seen on the news or heard about from others can build credibility and position services providers as trusted sources of information and defense.

6. Compliance services. MSPs play a pivotal role in guiding clients through the complex regulatory landscape. Offering compliance assessments, audits and ongoing management will not only help customers meet government requirements, but also establish MRR-driven services that align with the evolving cybersecurity landscape.

7. Threat intelligence. Threat intelligence feeds, vulnerability assessments and timely security advisories are crucial components of a comprehensive cybersecurity strategy. Service providers can leverage these tools and information to add significant value to their offerings in several ways:

Building Fortresses in the Digital Landscape

When MSPs make protection a top priority, they raise their value proposition a notch in the ever-changing threat landscape. Well-protected organizations don't just fend off cyber threats, they also unlock a steady flow of cash through monthly recurring revenue by offering a suite of cybersecurity options. From spotting potential issues before they become a problem to jumping into action when things get a bit dicey, there are many ways to utilize cyber protection to increase earnings. Remember, prevention and detection cover different parts of the threat landscape.

At the end of the day, MSPs aren't just selling services, they're building trust and confidence with their customers. Long-term relationships with reliable partners that grow businesses are invaluable and go beyond simply fixing tech issues. Combining comprehensive cybersecurity offerings into monthly recurring packages is the easiest way for MSPs to keep their clients' digital world secure while utilizing that steady stream of income to stay ahead of cybercriminals.