By Sean Sykes, Managing Director for Avast
The managed-services industry is facing a watershed moment, as new technologies and new ways of working make the traditional hardware-based perimeter security paradigm obsolete. Unfortunately, changing the game by adding new services to an established practice is not easy. VARs, MSPs and consultants of all stripes face a tough choice: Stick with the status quo and compete on price, or evolve the practice to avoid being commoditized.
One way to add major value for clients is by offering a carefully curated bundle of managed security services. As the current threat landscape has shown, there has never been a more critical time to prioritize security in your services portfolio. Cybercrime now represents the most serious threat to business continuity and revenue. The roughly 28 million small businesses in the United States are under attack from a variety of fronts, from ransomware to DDoS to phishing schemes, but these organizations may not realize how vulnerable they are or, if they do, they simply do not have the resources or skills to address the issues. For example, Ponemon Institute estimates that 59 percent of SMBs have no visibility into employee password practices, and 65 percent do not strictly enforce password policies.
This is a significant, untapped market. By adding managed security services, partners can not only deliver real value to their customers as trusted security advisers, they can differentiate their business and create a strategic competitive advantage.
Here are five keys to success: