Security
The MSP’s strategic role from service provider to cyber risk advisor As awareness of cyber insurance grows, and customers become increasingly familiar with the stringent requirements needed to obtain coverage, this could prompt a shiſt in how they evaluate their MSPs. Where once basic service delivery and reactive support may have sufficed, clients are now questioning whether their MSP is genuinely invested in their long-term resilience. Are they simply delivering the bare minimum for operational uptime, or are they taking a proactive role in their compliance? Tis scrutiny is only set to intensify as insurers demand advanced security measures and documented best practices. In response, MSPs must consider how they position themselves,
not merely as IT troubleshooters, but as strategic partners who anticipate risk, map technology to business needs, and unlock value through forward-thinking guidance. Customers increasingly expect their MSP to be fluent in the language of insurance audits, compliance checklists, and cyber risk mitigation. To remain competitive and indispensable, MSPs must go the extra mile, offering consultative support, providing roadmap-driven security enhancements, and becoming a collaborative force in their clients’ growth strategies. In this climate, being “just an MSP” is no longer enough; the future lies in becoming a trusted navigator in a rapidly evolving security and insurance landscape. Tis represents a fundamental shiſt in the customer-provider relationship. • Conduct security assessments aligned with insurer checklists, evaluating client systems and policies against insurer-specific criteria to pre-empt gaps before an application or renewal.
• Recommend and implement insurance-friendly security stacks, offering best-in-class solutions like EDR, email filtering, MFA, and SIEM platforms that directly satisfy underwriting guidelines.
• Bundle and deliver compliance-ready solutions, packaging hardware, soſtware, and consulting in a streamlined, pre- approved format that accelerates compliance and simplifies insurance onboarding. Tis shiſt may require proactive action from the MSP. Customers may be unaware of the services on offer simply because they weren’t part of any discussion until raised by an insurance provider. MSPS must inform their customers of all the services they can offer, so that their customers don’t assume new needs require a new provider. Tis shiſt enables MSPs to move beyond transactional
relationships and instead deliver strategic value, making their offerings more ‘sticky’ and increasing client loyalty. Also, building strong relationships with cyber insurers enables MSPs to tailor their services to meet insurance requirements, positioning themselves as trusted advisors in cyber risk management. Collaboration doesn’t just benefit MSPs; it allows customers to qualify for policies, reduce premiums, and enhance their resilience, all while strengthening their partnership with their provider.
Collaboration as a catalyst for cyber resilience Cyber insurers are increasingly expecting to play a central role in incident response. Tis requires streamlined communication and coordination, something MSPs are uniquely equipped to facilitate. By collaborating with insurers, MSPs can:
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• Help customers better understand their risk exposure by translating technical vulnerabilities into tangible business risks that inform more intelligent decision-making.
• Map technology investments directly to policy requirements by showing how solutions like EDR or zero-trust access directly reduce insurability risks.
• Support incident response efforts with visibility and control over IT environments by enabling swiſt containment, forensic analysis, and coordinated communication with stakeholders post-breach.
A notable example is the increasing demand for immutable backups. Insurers want assurance that, in the event of a ransomware attack, backups remain untouched and recoverable; many ransomware attackers also target backups to eliminate this possibility. MSPs can deliver these technologies and educate clients on the importance of backup integrity, not only for insurance compliance but for broader resilience. As the cyber insurance market matures, trusted partnerships
between MSPs and insurers can shape a shared understanding of risk and promote more accurate pricing. Businesses also benefit, enjoying better coverage terms and potentially lower premiums when guided by a proactive, security-savvy MSP.
From compliance to competitive advantage In today’s climate, compliance is more than a checkbox; it’s a strategic differentiator. Businesses that meet insurer standards not only reduce their exposure to cyber risk but also open doors to partnerships, customer trust, and business continuity. For MSPs, the message is clear: cyber insurance is rapidly evolving
from a peripheral concern to a key business driver. It can expand service portfolios by adding specialised offerings, such as risk assessments, insurer liaison services, and cyber resilience planning. It can deepen customer relationships by fostering longer-term engagements that are grounded in business value, rather than just reactive IT support. It can also unlock new revenue streams through premium consulting services, value-added bundles, and ongoing advisory retainers tied to compliance upkeep. Cyber insurance is quickly becoming a business imperative, and
by understanding insurance providers’ checklists and requirements, MSPs can proactively tailor their service offerings to align with these demands. Te MSPs who lean in and embrace this shiſt, by educating
themselves on insurer requirements and collaborating closely with both clients and insurance providers, will be best positioned to thrive in this new era. Cyber insurance may have initially started as a regulatory
requirement, but it has now become a powerful lever for transformation. It’s forcing businesses to take cybersecurity seriously, and giving MSPs the platform to lead that change. Whereas it may have taken a disaster for some companies to start taking cybersecurity seriously beyond the basics, insurance can change the conversation. People understand the need for building or contents insurance, as well as the requirements for these policies to be valid. Cyber insurance could have the same effect for doubters. By aligning security services with insurer expectations, MSPs not
only help their clients get covered but also ensure they are protected. Tey become indispensable allies in the fight against cyber threats, unlocking growth and resilience for everyone involved.
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