This SlideShare walks through the six necessary steps to bringing an IT security offering to market. Inside, learn how to properly define cybersecurity in 2017, how to overcome key challenges of delivering your security services to SMBs, and what it takes to effectively add security services to your managed services portfolio so your clients can remain secure and set to succeed.

1. 6 Steps to Bringing
a Security Offering
to Market

2. With business gone digital, IT security is
more important than ever. Today’s cyber
threat landscape is becoming increasingly
complex, leaving small- and medium-sized
businesses (SMBs) vulnerable.

3. You need to support your clients’ IT needs,
and that now includes protection.
So, the time to shift from MSP to MSSP is
now—but if you aren’t properly defining
what robust cybersecurity looks like in 2017,
you’ll be putting your clients at risk of
becoming obsolete.

4. What is a Managed Security Services
Provider (MSSP)?

5. A true MSSP will bake the following elements
into their security offering:

6. A true MSSP will bake the following elements
into their security offering:
Knowledge - By understanding cybersecurity
trends and gaining extensive threat
knowledge, clients will see you as a trusted
security partner and their go-to provider.

7. A true MSSP will bake the following elements
into their security offering:
Due diligence - MSSPs who perform due
diligence will deliver a multi-layered security
solution that is effective and vigilant.

8. Follow these six steps to become the MSSP
your clients can count on.

9. Defining and Deploying the 3
Pillars of Cybersecurity
Step 1

10. Providing your clients with robust IT
security starts with knowledge,
preparedness and agility.
The following 3 pillars of cybersecurity will
help you lay the groundwork for a delivering
an offering that truly protects your clients
and helps build a trusting relationship.

11. 1. Training and Education
When employees are properly trained on
how to navigate the modern threat
landscape, they will understand how to
assess vulnerabilities, secure their
network and endpoints and mitigate
security incidents.

12. 2. Detection and Isolation
The ability to remotely monitor, manage,
back up and secure clients’ IT environments
from a central location will enable you to
detect and isolate a security incident as
efficiently and cost-effectively as possible.

13. 3. Remediation and Resolution
If organization-wide roles for resolving
security incidents are established in
advance, the business will have a
well-documented system which will
inform employees exactly how to shut
down any vulnerabilities that come
through the network.

14. Avoiding the Pitfalls of Managing
Multiple Security Vendors
Step 2

15. Traditionally, MSPs that offer security services
have provided their clients with one-off
solutions, such as proper password etiquette
and anti-virus software. Unfortunately, this
disparate approach to endpoint protection
will no longer cut it in the rapidly evolving
threat landscape.

16. As you work to provide truly effective security
services, consider the following downsides to
managing multiple security vendors:
It creates a barrier to effective training
It creates a lack of flexibility
It creates added complexity

17. As you work to provide truly effective security
services, consider the following downsides to
managing multiple security vendors:
It creates a barrier to effective training
It creates a lack of flexibility
It creates added complexity
Your security solution should simplify your
clients’ IT landscape, not complicate it!

18. Examining the Lifecycle of
a Cyber Attack
Step 3

19. Before devising a solid cybersecurity plan, it’s
important to understand what the lifecycle of
a cyber attack entails.
Consider these questions:
Is your business sufficiently protected?
What risks currently exist?
What details should the plan of action
include?

20. With sufficient training and education and a
detailed plan for remediation, your clients will
know the specifics of what it takes to avoid
disaster and achieve business as usual.

21. Effectively Selling Cybersecurity
to SMBs
Step 4

22. The way you speak to your clients about
cybersecurity will inform the way they think
about it and allocate their resources
accordingly.

23. Touching on the following areas will help you
stay focused on what matters most to clients:

24. Touching on the following areas will help you
stay focused on what matters most to clients:
Enhanced protection - A successful security
strategy will not just focus on preventing a
breach, but also on how to effectively stop
and lock down an attack if one were to occur.

25. Touching on the following areas will help you
stay focused on what matters most to clients:
Cost-efficiency - Since security talent is both
rare and expensive, it is important to ensure
that your security solution utilizes expertise
efficiently. Combining the support of a
Security Operations Center (SOC) with
intelligent software is the best way to remain
vigilant yet cost-efficient.

26. Scaling Your Business with
Security-as-a-Service
Step 5

27. It can be overwhelming to ensure the
security solution you’re offering is both
robust and profitable. In order to capitalize
on the cybersecurity opportunity among
SMBs, MSPs should focus not only on what
they’re providing but how they’re modeling it.

28. With the right product and positioning, and a
solid plan of action, you will enable both your
and your client’s business to grow and scale.

29. Embracing Cybersecurity
Services in 2017
Step 6

30. As traditional IT service providers prepare
for the necessary shift to a comprehensive
managed security offering, the following
considerations will set them on the path
to scale.

31. Provide an all-in-one platform
MSPs who offer their clients one security
solution that integrates well with their existing
services will enable a more comprehensive
approach to vulnerability management and
position themselves as that one-stop-shop
clients can turn to.

32. Plan for protection
Devising a well thought out cybersecurity
plan will fit your client’s needs and involve
multiple layers of defense to prevent
potential disasters.

33. Offer layered vulnerability management
Taking a comprehensive approach will secure
all devices across the network, offering
multi-layer protection via the combination of
software and services.

34. We hope you find these six steps helpful in
bringing your security offering to market!

35. Need help marketing and selling your
cybersecurity solution?
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