Security

Top 5 ways to sell security as an MSP – Channel Asia Singapore


Scott Barlow (Sophos)

Scott Barlow (Sophos)

Credit: Sophos

Managed service providers (MSPs) are turning to security to build out new revenue streams through the provision of enhanced cyber offerings and services.

The shift in channel focus comes amid increased security investment at end-user level, driven by a sustained rise in attacks across local, regional and global markets.

The knock-on effect is an ecosystem seeking to capitalise on changing customer requirements by transitioning from the status of value-added reseller or MSP, into a fully-fledged managed security service provider (MSSP).

“That’s the debate today,” observed Scott Barlow, vice president of Global MSP at Sophos. “Can an MSP become an MSSP or is selling security services as an MSP good enough? If you look at the traditional security definition of an MSSP, it’s basically a company that aggregates security technologies on an unified platform and offers this to end-users.

“Most MSPs we work with are MSPs that are selling security services, although we do also have MSSPs as part of our program and they are very successful in what they do.

“The majority of MSPs are looking to increase value to customers through selling security services and wrapping the automation and services element – such as a SOC [security operations centre] around that offering.”

While MSPs ensure IT systems are operational, an MSSP’s role is to provide pure-play security offerings as-a-service, assuming a deeper level of responsibility and risk in the process.

According to Barlow however, the channel should first learn to walk before considering running.





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