Cybersecurity
they potentially interact. But MSSPs can provide all this, and as IT infrastructures grow in size and complexity, this granular visibility is crucial to recognise patterns, threats and security gaps, and to respond before damage occurs. And with a multi-tier, multi-tenant design, MSSPs can view and manage multiple customers from one screen or drill drown through multiple account layers, as well as reduce the need for a time-consuming and costly site visit. A complete unified security platform must include protection
for networks and endpoints along with other services. Te more offerings you can adopt from a single vendor while ensuring that customers get the services they need, the easier it is to keep your total vendor count down. Every network needs a full arsenal of scanning engines to provide
visibility, threat intelligence, and protection against spyware and viruses, malicious apps and data leakage – all the way through to ransomware, botnets, advanced persistent threats and zero-day malware. Multi Factor Authentication (MFA) is also an essential service to replace simple passwords, while education and awareness training also need to be delivered as a managed service. Most breaches start with a simple click on a malicious link or document so without an understanding of how attacks happen and a commitment to behaviours and processes that reduce their likelihood, businesses are leſt exposed.
How can traditional resellers move to a new MSSPs billing model? Technology aside, the other biggest challenge when migrating to an MSSP is the shiſt in business and billing models. Recurring revenues are a great attraction but processing payments and managing
invoicing is far from simple, and the way you transact with vendors will be different from traditional customer billing models where most of the revenue is upfront. Te best way to avoid this complexity is for vendors to offer
flexible pricing models, which could include fixed term contracts paid upfront or monthly, pay-as-you-go setups, or pre-pay points to enable security on a monthly basis. Te aim is to make it easy to purchase products in the same way you sell and deliver them, with the ability to scale up and down instantly to meet changing requirements.
What are the challenges for MSSPs? Te shiſt from a traditional reseller model to an MSSP is a major step. Building a successful and sustainable managed services business takes thought and planning. Tere are a variety of elements that need to be considered, including customer base, staff expertise, management infrastructure, financial goals and resource constraints. First, you need to clearly define your service bundles around
customer needs and limit the number of vendors in each offering to increase margins. Next, as already mentioned, you’ll want to consider the option to bill customers monthly as a single per user/per-device fee. Te important thing is to keep it simple and consistent. Lastly, make sure to learn and fully utilise all the functionality in both infrastructure tools and offered services. Tis can not only ensure customer retention but also lead to higher margins. And once your service delivery, management infrastructure and core services are solid, you can look to add new service categories to support evolving customer needs.
30 | April 2022
www.pcr-online.biz
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