Beyond the Horizon: Future-Focused MSP Insights

In This Podcast, You’ll Learn:

The difference between "secure by design" and "secure by default" and how MSPs can benefit from both.

How secure-by-default features help MSPs protect clients without complex configurations.

Why secure-by-default settings improve resilience and operational efficiency for MSPs.

Practical steps MSPs can take to move customers toward a secure-by-default architecture.

How to communicate the value of secure-by-default solutions to clients.

### Episode Summary ###

In today’s episode, Pete Roythorne hosts N-able’s Chief Security Officer, Dave MacKinnon, and VP of Security Products, Jim Waggoner, to discuss the next step for MSPs: a secure-by-default approach to software security. Dave and Jim clarify the difference between secure-by-design and secure-by-default, noting how MSPs are pivoting from security as a buzzword to security as a business resilience strategy. They also cover the challenges vendors face in making their products secure by default and why transparency and simplicity are essential for building and maintaining trust.

Through examples and real-life scenarios, Jim and Dave outline how MSPs can use security to their advantage, ensuring consistency in their operations and client offerings. They stress the importance of educating customers on the why behind security features, highlighting that this approach not only strengthens client relationships but also reinforces the MSP’s role as a trusted partner. Wrapping up, they share their outlook on the future of security, including transparency and community-driven solutions that can help MSPs stay one step ahead in an ever-evolving threat landscape.

### Key Takeaways ###

1. **Secure by Design vs. Secure by Default**: Understand how secure by design lays the groundwork, while secure by default ensures security out of the box for MSP products, reducing client configuration complexity.

2. **Value of Consistent Security Stacks**: By implementing uniform, secure-by-default settings, MSPs improve their operational efficiency, making support and response more streamlined and effective.

3. **Emphasizing Resilience over Security**: Instead of positioning security features as a barrier, MSPs can frame them as part of a resilience strategy that protects business continuity and operational integrity.

4. **Client Communication**: Clear, transparent communication on why secure settings are essential can help clients understand the true value of security, leading to stronger buy-in.

5. **Future of Security Transparency**: The industry is moving toward greater security transparency, which fosters a collaborative community between MSPs, vendors, and customers to combat emerging threats.
Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this episode of Beyond the Horizon, Stefanie Hammond steps in to interview Lewis Pope about the critical role of compliance in the managed services provider (MSP) landscape. They discuss how MSPs can pivot to offer Compliance as a Service (CaaS), the importance of internal assessments, and the challenges faced when implementing compliance strategies. Lewis emphasizes the need for MSPs to adapt to changing client demands, manage internal cultural shifts, and consider partnerships to enhance their compliance capabilities. The conversation highlights key lessons for MSPs looking to enter the compliance space and the proactive nature of compliance management.

Some of the Key Takeaways from this episode

· MSPs must evolve to meet client demands for compliance.

· Compliance as a Service is a growing opportunity for MSPs.

· Internal assessments are crucial before offering compliance services.

· Cultural shifts within MSPs are necessary for compliance success.

· Partnering with other MSPs or MSSPs can enhance service offerings.

· Compliance requires a proactive approach, not just reactive fixes.

· Educating clients about compliance is essential for engagement.

· Realistic expectations about compliance workload are important.

· Communication with clients should be ongoing and transparent.

· Compliance can lead to increased margins and business opportunities.

Check out our Head Nerd Boot Camps and Office Hours

Follow Lewis Pope on Linked-In

Welcome to The MSP Horizons Podcast, your go-to resource for the latest insights, trends, and strategies shaping the world of Managed Service Providers. Hosted by industry veterans, this podcast delves deep into the findings of the MSP Horizons Report and key industry opportunites and initiatives, providing actionable insights to transform your IT business. Each episode features in-depth discussions with experts, thought leaders, and successful MSPs who share their experiences and strategies for navigating the ever-evolving landscape of managed services. From cybersecurity and AI integration to cloud management and compliance, we cover the critical topics that matter most to you. Join us as we explore the future of managed services, uncover growth opportunities, and provide you with the tools and knowledge to stay ahead of the curve.

Whether you're looking to enhance your service offerings, improve customer acquisition, or stay compliant with the latest regulations, The MSP Horizons Podcast is here to guide you every step of the way. Subscribe now and stay at the forefront of the MSP industry, turning challenges into opportunities and vision into reality. Tune in to ensure your business is not just prepared for the future but thriving in it.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be

construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this episode of the Beyond the Horizons Podcast, Pete Roythorne speaks with Troels Rasmussen, GM of Security at N-able, about the increasing demand for cybersecurity solutions among MSPs. They discuss the evolution of security technologies such as EDR, XDR, and MDR, and the importance of 24/7 coverage in today's threat landscape if MSPs are to be able to help their customers build resilient businesses. Troels emphasizes the need for MSPs to change their mindset when selling security to customers, highlighting the role of compliance and the cost of cybersecurity as a business necessity. The conversation also touches on the future of cybersecurity, including the impact of AI and the importance of ongoing investment in security measures.

Takeaways

• 81% of MSPs expect growth in cybersecurity solutions.
• EDR and MDR are key technologies for MSPs.
• 24/7 security coverage is essential for effective protection.
• MDR allows smaller MSPs to provide enterprise-level support.
• Security should be viewed as a core business function.
• Compliance is driving the adoption of cybersecurity measures.
• Understanding the cost of downtime is crucial for businesses.
• Co-managed services enhance the capabilities of MSPs.
• AI will play a significant role in future cybersecurity efforts.
• Investing in security is an ongoing necessity for businesses.

In this episode, Stefanie Hammond, N-able Head Nerd for Sales and Marketing, talks to Pete Roythorne about her new Selling Security Digital Playbook—Defend and Prosper: Maximizing the Cybersecurity Opportunity—which focuses on giving MSPs a step-by-step guide to building, pricing, marketing, and selling security services. During this conversation she emphasizes the importance of understanding the target market and their needs, as well as the value of bundling security services instead of selling them as individual tools.

Stefanie also highlights the significance of conducting cyber assessments and using frameworks like NIST to guide security practices. She provides guidance on the go-to-market strategy, including upgrading existing customers and using resources like Market Builder. Overall, the conversation offers valuable insights and actionable advice for MSPs looking to enhance their security offerings.

Additional resources Download Stefanie’s Selling Security Digital Playbook—Defend & Prosper: Maximizing the Cybersecurity Opportunity

Read Stefanie’s blog A Quick MSP Guide to Pricing Security—With a Focus on N-able MDR

Key takeaways

Understanding the target market and their needs is crucial for selling security services effectively.

Bundling security services provides more value and helps avoid selling security as individual tools.

Conducting cyber assessments and using frameworks like NIST can guide security practices.

Upgrading existing customers and using resources like MarketBuilder can enhance the go-to-market strategy for security services.

In this episode, Pete Roythorne and N-able’s Business Development Director Matt Takhar discuss the importance of getting your house in order for mergers and acquisitions (M&A) in the MSP industry. They highlight the increasing trend of M&A deals in recent years and predict a continued rise in the future. They explain different valuation methods, with a focus on EBITDA-based valuations. They emphasize the significance of factors such as recurring revenue, client base, operational efficiency, and growth potential in determining the value of an MSP. They also discuss the benefits of joining peer groups and seeking outside help when navigating the M&A process.

takeaways

• MSPs need to get their house in order for mergers and acquisitions (M&A) by being aware of market indicators and transforming their business accordingly.
• Valuation methods for MSPs include market-based valuation, income-based valuation, and EBITDA-based valuation.
• Factors that influence the value of an MSP include recurring revenue, client base and retention, service offerings, expertise, operational efficiency, and growth potential.
• Joining peer groups and seeking outside help can provide valuable insights and support during the M&A process.
• Merging two companies requires careful consideration of culture, communication, and managing change.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.