When it comes to cybersecurity, preventing breaches and attacks is the first step in protecting client networks, applications, and data. But most organizations have a very limited view of how vulnerable they are – they operate a tangled web of endpoint devices, applications, and cloud-based solutions that were often implemented over many years. Getting a high-level understanding of where the security gaps can be challenging.
For security-focused MSPs, this information is critical for effectively protecting existing clients and selling security services to new prospects. But how can you present this information in a way that spells out the need for security services to the client? Security scanning tools and assessments are valuable and increasingly easy to deploy and use in this process.
Security scans and assessments enable MSPs to provide value-added reports that identify areas of need and show improvements in a customer’s security posture over time. This uncovers potential sales opportunities for the MSP and allows them to document their value in resolving those weak points and security gaps.
For existing clients, a remote monitoring and management (RMM) tool can offer a site security assessment of environments within which the MSP is already working. For example, the Barracuda RMM provides a Site Security Assessment feature highlighting vulnerabilities and providing recommendations and remediation methods.
New Prospects May Require a New Approach
For new prospects, the process can be more challenging. For example, how can you assess devices and systems you do not already have access to? Of course, you can do physical site visits and audits as part of the sales or onboarding process, but emerging tools can help make this easier. For example, Barracuda has an additional solution, its Site Security Scanner. This free and easy-to-use tool can quickly scan all connected devices, site accounts and policies and then report on existing security risks.
With a non-RMM-based tool that can be quickly installed (and uninstalled after the scan), MSPs can provide a high-level security assessment and create a list of talking points that highlight just how the MSP can help the potential client address those vulnerabilities.
These reports serve as conversation starters with the client, providing them with valuable information and allowing the MSP to highlight the value they can bring to the relationship. The Barracuda tool gives a scan of anti-virus status, security patching, user security, and network security with color-coded severity levels and impact ratings.
You can then drill down to specific tests and devices and find information on countermeasures for each risk.
The utility of this type of scan data is straightforward when using it as a pre-sales tool. But scanning and assessments should not stop after the sale. RMM scans can provide ongoing monitoring of these same vulnerabilities and the ability to address them from within the RMM tool.
With that information, you can show the client how their security posture has improved over time (and demonstrate the value you have provided by automatically remediating evolving risks).
Complementing the capabilities of these scans, the Barracuda Vulnerability Manager and Remediation Service provides similar scanning and mitigation capabilities for websites and web-based applications.
For MSPs that want to expand their security business, you cannot help clients fix what they don’t know is broken. Therefore, scans and assessments for new and existing clients are essential for identifying risks, explaining potential solutions, and ultimately selling more services.
These assessments also bolster the MSP’s credibility with customers and prospects, help clients create cybersecurity policies that can address security issues in the long term, and identify a clear return on investment for security services and solutions.
