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The MSP Business Plan for Managed Security Services

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Scott Suhy
Scott Suhy

This document discusses setting up a managed security services business using NetWatcher's managed detection and response platform. It outlines NetWatcher's offerings including deploying sensors and endpoints, automated threat hunting and intelligence, and a team of security operations center analysts. The document also provides steps for MSPs and MSSPs to integrate NetWatcher, begin offering security services to customers, and build a business model to forecast costs, pricing, and profits.

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The MSP Business Plan for Managed Security info@netwatcher.com
www.netwatcher.com Most SMBs / MSPs have this stack It’s relatively inexpensive NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM The Problem… The Opportunity…
www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner All Enterprises have this stack …but it’s expensive and requires scarce security talent NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner SBM’s can’t have this stack It’s expensive and requires scarce security talent NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner Unfortunatly for Regulated SMBs 39% have to have this stack HIPAA, PCI-DSS, NIST 800-171, 23 NYCRR 500, GLBA etc… So what are they supposed to do? NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner What if this entire stack was Easy to install Easy to use Inexpensive and provided as a service by You! NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM Powered by NetWatcher®
What is… NetWatcher® “Managed Detection & Response” . www.netwatcher.com You deploy Sensors &/or Endpoints Sensor(s) (hardware or VM) that sits on the inside of customers network and listens for anomalies… (IDS, Netflow, SIEM, Scanner) Endpoint agent (HIDS, Logs, Sensor-in-Cloud VPN/IDS) Sensors/Endpoints send indicators of compromise (events) over a secure VPN to the cloud Automated (cloud) “hunting” for creating Actionable Threat Intelligence Alarms about poor security hygiene, vulnerabilities, active exploits and malware Delivered as a multi-tenant service to partners & customers Backstopped by a team of SOC analysts that become YOUR SOC!
www.netwatcher.com …by 2020, 80% of MSSPs will offer MDR services - Gartner MDR May 2017 NetWatcher turns MSPs into MSSPs…
The Opportunity(Companies by vertical / # employees in the US) Copyright © 2017 NetWatcher All Rights Reserved. Description <20 20-49 50-99 100-299 300-499 500-999 1,000 4,999 5,000- 9,999 10,000+ Professional, scientific, and technical services 721,841 30,828 9,106 5,811 1,158 942 1,290 291 458 Retail trade 628,726 40,552 12,969 7,465 1,159 849 870 204 343 Health care and social assistance 539,491 45,348 15,593 13,841 2,701 1,887 1,676 235 193 Accommodation and food services 379,301 68,002 18,258 7,878 1,413 1,018 747 115 122 Finance and insurance 232,604 10,612 4,382 3,410 719 536 693 169 263 Information 61,292 6,048 2,257 1,645 408 326 451 105 217 Management of companies and enterprises 5,295 2,828 3,270 6,148 2,620 2,614 3,350 670 814 Utilities 4,377 529 339 267 47 48 80 27 42 Educational services 60,734 9,326 4,090 2,698 540 552 525 56 99 Construction 697,644 43,101 12,462 6,264 877 527 438 66 95 Administrative 290,893 20,766 8,311 6,867 1,709 1,426 1,503 302 413 Wholesale trade 280,185 27,368 9,736 6,861 1,451 1,179 1,378 279 347 Real estate and rental and leasing 269,090 8,087 2,699 2,034 486 419 505 110 212 Manufacturing 208,675 38,891 16,115 11,593 2,298 1,769 1,726 260 317 Transportation and warehousing 148,967 11,060 3,871 3,012 755 695 923 250 404 Arts, entertainment, and recreation 99,357 9,008 3,568 2,259 436 320 309 45 74 Agriculture, forestry, fishing and hunting 20,491 861 242 189 32 22 50 7 17 Mining, quarrying, and oil and gas extraction 17,765 1,849 680 532 114 103 164 31 50 Description <20 20-49 50-99 100-299 300-499 500-999 1,000 4,999 5,000- 9,999 10,000+ Professional, scientific, and technical services 721,841 30,828 9,106 5,811 1,158 942 1,290 291 458 Retail trade 628,726 40,552 12,969 7,465 1,159 849 870 204 343 Health care and social assistance 539,491 45,348 15,593 13,841 2,701 1,887 1,676 235 193 Accommodation and food services 379,301 68,002 18,258 7,878 1,413 1,018 747 115 122 Finance and insurance 232,604 10,612 4,382 3,410 719 536 693 169 263 Information 61,292 6,048 2,257 1,645 408 326 451 105 217 Management of companies and enterprises 5,295 2,828 3,270 6,148 2,620 2,614 3,350 670 814 Utilities 4,377 529 339 267 47 48 80 27 42 Educational services 60,734 9,326 4,090 2,698 540 552 525 56 99 Construction 697,644 43,101 12,462 6,264 877 527 438 66 95 Administrative 290,893 20,766 8,311 6,867 1,709 1,426 1,503 302 413 Wholesale trade 280,185 27,368 9,736 6,861 1,451 1,179 1,378 279 347 Real estate and rental and leasing 269,090 8,087 2,699 2,034 486 419 505 110 212 Manufacturing 208,675 38,891 16,115 11,593 2,298 1,769 1,726 260 317 Transportation and warehousing 148,967 11,060 3,871 3,012 755 695 923 250 404 Arts, entertainment, and recreation 99,357 9,008 3,568 2,259 436 320 309 45 74 Agriculture, forestry, fishing and hunting 20,491 861 242 189 32 22 50 7 17 Mining, quarrying, and oil and gas extraction 17,765 1,849 680 532 114 103 164 31 50
www.netwatcher.com DEMOhttps://youtu.be/DrEfuegVqTs
www.netwatcher.com Step 1: Estimate the number of issues you will need to remediate Step 2: Estimate the amount of hours each issue will take to fix Step 3: Estimate your efficiency over time Step 4: Forecast how many customers you can close Step 5: Budget for the remediation hours Step 6: Budget your remediation services costs Step 7: Budget your remediation services revenue Step 8: Budget the cost of NetWatcher Step 9: Forecast revenues Step 10: Determine your profit Step 11: Determine your pricing Building a MDR Business Model You can download the forcasting template here: Partner Profitability Model_v1
www.netwatcher.com Step 1: Sign reseller agreement – no cost Step 2: Schedule free sales and tech training Step 3: Configure NetWatcher – ConnectWise integration (10 min) Step 4: Install your VM sensor – yes, service is free for you! Step 5: Begin talking to customers--Fill out Deal Registration Form Step 6: Fill out Order Fulfillment Form Step 7: Install Sensor(s), endpoints, configure SIEM/Scanner (15 min) Step 8: Work issues Step 9: Bill customer How To Work With NetWatcher

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The MSP Business Plan for Managed Security Services

  • 1. The MSP Business Plan for Managed Security info@netwatcher.com
  • 2. www.netwatcher.com Most SMBs / MSPs have this stack It’s relatively inexpensive NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM The Problem… The Opportunity…
  • 3. www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner All Enterprises have this stack …but it’s expensive and requires scarce security talent NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
  • 4. www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner SBM’s can’t have this stack It’s expensive and requires scarce security talent NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
  • 5. www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner Unfortunatly for Regulated SMBs 39% have to have this stack HIPAA, PCI-DSS, NIST 800-171, 23 NYCRR 500, GLBA etc… So what are they supposed to do? NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM
  • 6. www.netwatcher.com Threat Intel SIEM Intrusion Detection End Point Behavior Vulnerability Scanner What if this entire stack was Easy to install Easy to use Inexpensive and provided as a service by You! NGFW OpenDNS Mimecast AV – Anti Malware VPN WAF RMM Powered by NetWatcher®
  • 7. What is… NetWatcher® “Managed Detection & Response” . www.netwatcher.com You deploy Sensors &/or Endpoints Sensor(s) (hardware or VM) that sits on the inside of customers network and listens for anomalies… (IDS, Netflow, SIEM, Scanner) Endpoint agent (HIDS, Logs, Sensor-in-Cloud VPN/IDS) Sensors/Endpoints send indicators of compromise (events) over a secure VPN to the cloud Automated (cloud) “hunting” for creating Actionable Threat Intelligence Alarms about poor security hygiene, vulnerabilities, active exploits and malware Delivered as a multi-tenant service to partners & customers Backstopped by a team of SOC analysts that become YOUR SOC!
  • 8. www.netwatcher.com …by 2020, 80% of MSSPs will offer MDR services - Gartner MDR May 2017 NetWatcher turns MSPs into MSSPs…
  • 9. The Opportunity(Companies by vertical / # employees in the US) Copyright © 2017 NetWatcher All Rights Reserved. Description <20 20-49 50-99 100-299 300-499 500-999 1,000 4,999 5,000- 9,999 10,000+ Professional, scientific, and technical services 721,841 30,828 9,106 5,811 1,158 942 1,290 291 458 Retail trade 628,726 40,552 12,969 7,465 1,159 849 870 204 343 Health care and social assistance 539,491 45,348 15,593 13,841 2,701 1,887 1,676 235 193 Accommodation and food services 379,301 68,002 18,258 7,878 1,413 1,018 747 115 122 Finance and insurance 232,604 10,612 4,382 3,410 719 536 693 169 263 Information 61,292 6,048 2,257 1,645 408 326 451 105 217 Management of companies and enterprises 5,295 2,828 3,270 6,148 2,620 2,614 3,350 670 814 Utilities 4,377 529 339 267 47 48 80 27 42 Educational services 60,734 9,326 4,090 2,698 540 552 525 56 99 Construction 697,644 43,101 12,462 6,264 877 527 438 66 95 Administrative 290,893 20,766 8,311 6,867 1,709 1,426 1,503 302 413 Wholesale trade 280,185 27,368 9,736 6,861 1,451 1,179 1,378 279 347 Real estate and rental and leasing 269,090 8,087 2,699 2,034 486 419 505 110 212 Manufacturing 208,675 38,891 16,115 11,593 2,298 1,769 1,726 260 317 Transportation and warehousing 148,967 11,060 3,871 3,012 755 695 923 250 404 Arts, entertainment, and recreation 99,357 9,008 3,568 2,259 436 320 309 45 74 Agriculture, forestry, fishing and hunting 20,491 861 242 189 32 22 50 7 17 Mining, quarrying, and oil and gas extraction 17,765 1,849 680 532 114 103 164 31 50 Description <20 20-49 50-99 100-299 300-499 500-999 1,000 4,999 5,000- 9,999 10,000+ Professional, scientific, and technical services 721,841 30,828 9,106 5,811 1,158 942 1,290 291 458 Retail trade 628,726 40,552 12,969 7,465 1,159 849 870 204 343 Health care and social assistance 539,491 45,348 15,593 13,841 2,701 1,887 1,676 235 193 Accommodation and food services 379,301 68,002 18,258 7,878 1,413 1,018 747 115 122 Finance and insurance 232,604 10,612 4,382 3,410 719 536 693 169 263 Information 61,292 6,048 2,257 1,645 408 326 451 105 217 Management of companies and enterprises 5,295 2,828 3,270 6,148 2,620 2,614 3,350 670 814 Utilities 4,377 529 339 267 47 48 80 27 42 Educational services 60,734 9,326 4,090 2,698 540 552 525 56 99 Construction 697,644 43,101 12,462 6,264 877 527 438 66 95 Administrative 290,893 20,766 8,311 6,867 1,709 1,426 1,503 302 413 Wholesale trade 280,185 27,368 9,736 6,861 1,451 1,179 1,378 279 347 Real estate and rental and leasing 269,090 8,087 2,699 2,034 486 419 505 110 212 Manufacturing 208,675 38,891 16,115 11,593 2,298 1,769 1,726 260 317 Transportation and warehousing 148,967 11,060 3,871 3,012 755 695 923 250 404 Arts, entertainment, and recreation 99,357 9,008 3,568 2,259 436 320 309 45 74 Agriculture, forestry, fishing and hunting 20,491 861 242 189 32 22 50 7 17 Mining, quarrying, and oil and gas extraction 17,765 1,849 680 532 114 103 164 31 50
  • 11. www.netwatcher.com Step 1: Estimate the number of issues you will need to remediate Step 2: Estimate the amount of hours each issue will take to fix Step 3: Estimate your efficiency over time Step 4: Forecast how many customers you can close Step 5: Budget for the remediation hours Step 6: Budget your remediation services costs Step 7: Budget your remediation services revenue Step 8: Budget the cost of NetWatcher Step 9: Forecast revenues Step 10: Determine your profit Step 11: Determine your pricing Building a MDR Business Model You can download the forcasting template here: Partner Profitability Model_v1
  • 12. www.netwatcher.com Step 1: Sign reseller agreement – no cost Step 2: Schedule free sales and tech training Step 3: Configure NetWatcher – ConnectWise integration (10 min) Step 4: Install your VM sensor – yes, service is free for you! Step 5: Begin talking to customers--Fill out Deal Registration Form Step 6: Fill out Order Fulfillment Form Step 7: Install Sensor(s), endpoints, configure SIEM/Scanner (15 min) Step 8: Work issues Step 9: Bill customer How To Work With NetWatcher

Editor's Notes

  1. There are 5M businesses in the US and 125M WW that are doing no more than anti-virus And a firewall to secure their enterprises and they are getting compromised daily. Their customers and compliance mandates are demanding that these 5M businesses do more to secure their infrastructure however these enterprises don’t have the resources… We solve this problem!
  2. http://www.census.gov/econ/susb/data/susb2008.html