Building a Business Case for Security as a Service

There isn’t a week that goes by without some headline news on a data security issue. Whether it’s data theft, operating system and browser vulnerabilities, or malware threats, today’s small to midsize businesses face dangers from every corner. Unfortunately, most SMBs don’t understand the impact these threats can have until it’s too late. Many also don’t realize it takes more than a simple anti-virus solution to get the job done. Yet SMBs don’t have the time or the expertise to install and manage the level of security software that is necessary to protect against modern security threats. How can managed service providers help?

The SMB market is highly dependent on managed service providers (MSPs) to deliver managed security services to protect corporate assets. It’s an opportunity that’s there for the taking, but to be successful MSPs need to take a multipronged approach–one that encompasses vulnerability assessment, Windows and third-party patch management, anti-malware, content control and filtering. Endpoint security, along with policy management and enforcement, is also an important part of the mix for maximizing SMB protection.

It’s a lot of ground to cover. That’s why integrating all of these functions into a centralized remote monitoring and management (RMM) automation platform allows MSPs to take all of a client’s needs into account at the same time, within a single pane of glass, while putting security at the forefront of their services every day. In this way, they can also deliver a very comprehensive managed security solution to their customers at an affordable fixed monthly price–optimally, as part of an overall IT service solution. The result is a better, more proactive approach to your customers’ security challenges, and a more direct path to recurring revenue success for your business.

Getting Your Foot in the Door with Endpoint Protection

As malware and intrusion are getting more sophisticated, MSPs need the right tools and a holistic view into client vulnerabilities, which in turn gives them the ability to be proactive with their security services. Managed endpoint protection provides a comprehensive and effective technology solution, offering a complete view of an SMB’s endpoint vulnerabilities and allowing ongoing monitoring of endpoint status. Using endpoint security, MSPs can auto-deploy protection to new devices or re-deploy it if an employee attempts to remove protection. And if you opt for an endpoint protection solution that lets you auto-generate graphical reports, you’ll find it easy to demonstrate the level of protection you are providing, which delivers peace of mind to your customers.

Beyond delivering high levels of detection for all classes of malware, managed endpoint security also offers MSPs a simple approach to getting their foot in the door with SMB customers. Using the technology as part of your RMM solution to offer an SMB a free network health check gives you the opportunity to provide value to the SMB even before you start pitching your service. This allows you to win some level of trust and build a relationship by demonstrating your value. Free monitoring, for example, allows you to deploy an agent on the customer network to collect data and learn where the organization is vulnerable. Then you can generate a report and book a meeting to discuss where the issues are and what you can do to help.

With security threats front and center in the SMB market today, it’s clear that managed security is an essential part of an MSP’s service offering. Now is the time to help your customers get past the point products that are limiting their success against security threats. Get them to start thinking about the damage that can be done if they don’t look at the bigger picture and recognize the broader scope of security issues that they face.

Frank Colletti is vice president of sales for N-able by SolarWinds, a global leader in remote monitoring and management (RMM) and service automation software. In this role, he is responsible for building the sales infrastructure and culture that supports the company’s managed service provider (MSP) partners worldwide, including new customer acquisition and vertical market efforts. With more than 16 years of experience in sales leadership, Colletti brings an in-depth understanding of sales and MSP expertise to N-able. Since joining the company in 2003, he has made significant contributions to the success and year-over-year growth of N-able and its MSP partner community. Guest blogs such as this one are published monthly and are part of MSPmentor’s annual platinum sponsorship.