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Our research consistently shows that no topic is more top-of-mind for IT professionals than cybersecurity. So it’s not surprising that managed services providers (MSPs) who service IT clients are similarly focused on it. This was the impetus behind the recent IT Nation Secure conference and tradeshow. Sponsored by ConnectWise, the leading vendor focused on managed IT services (MITS) providers, the IT Nation Secure event focused on cybersecurity products for the MITS and managed security services provider (MSSP) audiences.
The event consisted of more than 100 educational sessions and networking events, plus an impressive tradeshow floor (the “Solutions Showcase”) with 100+ vendors on hand to show and discuss their offerings with the 1,200 attendees. The goals of the show were to help MITS providers:
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| The Solutions Showcase tradeshow ran for three days and featured security productsthat MSPs can resell to their clients. |
A Cyber Product for Every Stage
A major component of the show was to introduce the wide range of products and services that third-party vendors have available for the MITS channel to support them in their cybersecurity journey, no matter where they fall on the spectrum. MSPs new to cybersecurity could find partners who deliver a ready-to-go program that the MSP could start offering right away, under its own name, without the need for in-house cyber experts (who are in short supply these days). Experienced MSSPs could find cutting-edge products and services to add to their portfolios of offerings.
ConnectWise and its partners in the Solutions Showcase had products to cover every aspect of cybersecurity: assessment tools, remediation services, certification and compliance programs, as well as cybersecurity insurance. ConnectWise also maintains a security operations center where its partner MSPs can sign on to help protect their own and their customers’ businesses.
One of the more popular breakout sessions focused on the “cybersecurity business model journey.” A handy “modes assessment” hosted by ConnectWise helps an MSP determine their operational maturity level when it comes to their cyber practice: Startup, Balance Builder, Value Builder, or Enterprise Builder. The assessment helps business owners see their current business model clearly and identify strengths, gaps, and opportunities. A key takeaway from the panel to MSPs was that IT services clients already think you are handling all their cybersecurity needs even if you aren’t, so you should have the conversation about their needs and vulnerabilities before it’s too late.
Education & Community
The schedule was also packed with educational sessions, where MITS personnel could learn about the latest threats and the products to combat them. In one session, ConnectWise presented what it calls the “Cyber Defense Matrix”—a grid of vulnerable areas (devices, applications, network, data, users) and the steps needed to protect them (identify, protect, detect, respond, recover). In the grid are more than 40 types of products available to MSPs to help secure their customers’ environments.
ConnectWise also touted its Cybersecurity Partner Program (CPP). CPP members have access to materials for dealer principals, managers, and technicians that will help educate them on the various areas of cybersecurity, how to combat threats, and how to grow their businesses. The CPP also delivers a heavy dose of community with forums where MSPs can connect with their peers (and key ConnectWise personnel) to discuss problems and best practices.
Keeping the Securers Secure
In addition to keeping their customers’ environments safe, MITS providers need to keep their own environments secure as well. ConnectWise pointed out that almost 40% of hacker targets are MSPs. Why? Because that’s where the data is. A hacker can break into one company’s servers and get its data. Or he can spend the same amount of time breaking into an MSP’s servers and get dozens, hundreds, or even thousands of companies’ data.
So, in addition to constantly testing and improving the security of its own platforms, ConnectWise has established a Cyber Research Unit (CRU) within the company to identify emerging threats to the MSP community. For example, the CRU was able to build a recognition signature of a newly launched zero-day attack and pushed it the signature into its security information and event management platform before it could proliferate.
Keypoint Intelligence Opinion
The cybersecurity landscape is constantly evolving, and there is simply not enough time nor expertise to go around for every MSP to have their own on-staff experts to service every client. Fortunately, providers don’t have to reinvent the wheel. The IT Nation Secure conference showed that there is a path forward to grow a cybersecurity practice through strategic partnering.
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