These days, every organization needs someone they can trust for advice on IT security. Global enterprises like the Wall Street banks can afford to put one or more trusted security advisors on staff; but down on Main Street, most folks have to look outside the organization for trusted security advice, just as they do for trusted IT advice. And that represents a great opportunity for MSPs who make the right investments in security knowledge and offer the right mix of security solutions.
Traditionally, anti-malware has been the leading edge of security selling by MSPs and it still represents a golden opportunity for adding revenue to IT contracts, if you can get past some of the current linguistic confusion about malware protection. Here’s how I would boil it down for prospective clients: “the best way to keep malicious code off your systems is a properly licensed, appropriately configured, fully-supported anti-malware solution that is both comprehensive and centrally managed.” And in my opinion, the best way to implement this approach in all but the largest organizations is through an MSP who really understands the security landscape and can offer the kind of flexible billing that today’s business environment demands.