Emerging IT service providers now focus on role as cybersecurity educators
In the ever-evolving landscape of information technology, the first line of defense against cyber threats lies not only in the latest updates and secure systems, but also in the awareness and education of users. This is a crucial aspect that managed service providers (MSPs) are increasingly focusing on, as they find themselves in the security business.
The success of MSPs is often measured by their ability to deliver outcomes rather than just technical services. Neil Campbell of Dimension Data predicts that the traditional managed security service providers may soon reach their end, making way for a more comprehensive, proactive, and effective service provision.
As MSPs transition from a 'break-fix' model to a holistic approach, they are positioning themselves as educators and outsourced CIOs. This shift offers a springboard to a more significant role, providing businesses with IT security education tailored to their specific terms and industry conditions.
In Germany, for instance, MSPs are offering customised training programs and digital solutions to enhance efficiency and security awareness, particularly in sectors like public service and administration.
The importance of IT security education is underscored by the fact that many breaches occur due to employee naivety and ignorance of best practices. In outsourced businesses, the lack of an internal IT department leaves IT security education unresolved. Thus, MSPs have an opportunity to fill this gap and act as internal ambassadors, reminding employees of the dangers and reinforcing best practices.
Alistair Forbes, GM of LogicNow, supports this idea, emphasising that service providers should be eager to provide IT security education as it evolves their role beyond just a provider of a technical service.
When selling managed security, service providers should talk in terms of service costs versus downtime loss. They need to understand the customer's business and total costs of everyday operation, including the lost opportunity cost of downtime and security breach-related outages.
Moreover, service providers need to make managed security relevant to the end customer's business and market, understanding the specific needs of each industry. For instance, those targeting retail or healthcare need to grasp the differences between PCI compliance and HIPAA compliance and how IT security services will impact it.
In conclusion, the transition from traditional managed security services to a more holistic approach offers MSPs a unique opportunity to position themselves as valued partners, educators, and consultants, rather than just service providers. By focusing on employee education, policy management, and understanding the customer's business, MSPs can provide a more complete, effective, and proactive service provision, ultimately reducing the need for fire-fighting and enhancing overall security.
