Cybersecurity is an issue that’s becoming more and more difficult for SMBs to manage on their own. As a result, MSPs are on the rise. Data from Canalys indicates that the cybersecurity managed services business grew by 18% in 2021, driven by the combination of the increasing sophistication of cyber threats and the shortage of dedicated cybersecurity personnel, which makes the situation unscalable for SMBs and midsize companies who often hire an external MSP to help solve these issues. To meet customer expectations, MSPs need to have a cybersecurity vendor that understands their needs and those of their end customers who, after all, are the link that binds them together.
What do MSPs need from a cybersecurity vendor?
- Support: Computer Weekly revealed that 98% of MSPs feel they need more support from their vendor in at least one specific area. Among the most common are security incident response planning (44%), help with hybrid best practices (50%), and marketing support (44%). In addition, they need support to expand their service portfolio (38%), keep up with the evolving cyber threat landscape (38%), and track technology trends (35%).
- Advanced solutions: Security continues to top the list of must-have services for MSPs, with 92% of respondents stating they need to focus on security more than ever, and they see network security (38%), endpoint security (33%), and network monitoring and management (33%) as the biggest opportunities.
- Automation in security maintenance: 97% of MSPs believe their organization is experiencing security-based difficulties. The most common issue (42%) is automation and integration between the security tools they are using, followed by the need to patch and update their security tools (40%).
- Integrations: MSPs need a vendor that understands their business and allows them to integrate recent technologies with the solutions they already use, which provides real support by helping them save time by avoiding going from one product to another.
- Flexible payments: Partnering with a vendor that presents them with different options tailored to their business and allows them to adjust their payments in line with how they receive revenue from their end customers.
A dedicated partner program
MSPs should look for a cybersecurity vendor that provides dedicated services for them within its offering. These programs take into account their business model, understand how their revenue streams work, and provide greater flexibility in consumption, billing, and incentives. In addition to the needs outlined above, MSPs should identify a security vendor that helps them deliver exceptional service with solutions that meet the demands of their end customers.
Programs like WatchGuardONE understand how MSPs work and enable them to adjust their billing methods to a format that fits their business model. This program addresses a pressing need expressed by many service providers to offer support to their partners ranging from technical knowledge and responsiveness supplied by an internal 24x7 team to dedicated sales and marketing experts assigned to their account. With this level of support, partners are enabled to co-create plans, pursue new opportunities and, above all, ensure that their customers are satisfied.
A comprehensive security platform
Finally, MSPs should seek a comprehensive security platform approach that enables their teams to do more with less. According to a Pulse survey, 95% of MSPs believe that untethered security tools add complexity and cost and increased vulnerability, slowing response and decreasing customer confidence. Today's higher risks and changing network configurations require a shift in security approach to one that has a solid foundation for unifying security intelligence and enabling scalable managed deployments. As an example, WatchGuard's Unified Security Platform® framework incorporates four product lines designed and developed with MSP enablement at its core, while seamlessly integrating with its managed services stack.
All these advantages from a security vendor have a positive impact on your business’s bottom line and enable you to grow quickly and efficiently. So yes, MSPs should rely on a cybersecurity vendor. It's the help they need to expand their business while taking their services to the next level through a broader portfolio with new cybersecurity capabilities.
If you’re still considering which cybersecurity vendor is right for you, listen to our FREE webinar The Critical Factors to Look for in a Cybersecurity Vendor where a panel of our experienced partners share their experience selecting a security vendor.