MSSPs let customers sleep at night with peace of mind

Service Provider Summit 2022
MSSPs let customers sleep at night with peace of mind

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Managed security service providers ensure the long-term protection of their customers, Linda Haase, Enterprise Account Manager MSP at Trend Micro, points out. In addition to technical skills, accurate service descriptions and a suitable contract model are therefore important.

Linda Haase, Enterprise Account Manager MSP at Trend Micro sees now as the right time for system houses to position themselves as a service provider.
Linda Haase, Enterprise Account Manager MSP at Trend Micro sees now as the right time for system houses to position themselves as a service provider.

(Photo by Trend Micro )

ITB: Why is the demand for managed security services increasing? From your point of view, what are the main drivers?

Haase: There is hardly an industry that has not been targeted by cybercriminals in some way. Many companies are overwhelmed in-house with the increasing complexity of the IT infrastructure and the sharply increased threat situation, already have fully utilized and / or too few employees and have to cope with growing compliance requirements. Therefore, now is the right time to position yourself as an MSP and seize market opportunities. The demand is high and the field is still open.

ITB: What distinguishes a managed security service from the regular maintenance of an endpoint protection solution or a firewall, or what distinguishes a managed service from a maintenance contract?

Haase: The task of a managed service provider goes far beyond the regular maintenance of a security solution. It’s about offering customers individually adapted added value – at eye level and 24/7. That’s why an MSP needs precise service descriptions, a strong team and a suitable contract model. The response time is crucial – a managed service provider must be able to react directly in an emergency. However, if it is only a matter of regular maintenance within regular business hours, a large risk potential remains undetected.

ITB: What special skills does a Managed Security Service Provider (MSSP) need beyond what distinguishes a system house in the traditional security business?

Haase: The provider should be a reliable partner who not only equips the customer with security technology, but also relieves him of worries and work – literally lets him sleep soundly at night again. An MSP knows his target group and knows exactly which services the customer needs. A modern detection and response (XDR) across all attack surfaces is more mandatory than free.

ITB: What are the main hurdles for a classic channel partner to develop into an MSSP?

Haase: The hurdle is often the lack of awareness that a managed service is a completely different business model. It requires a restructuring of the business and therefore cannot be tackled half-heartedly. A holistic approach is absolutely necessary and the future MSP should not be afraid to seek help from outside – from the manufacturer or an external IT coach.

Additional information on the topic

Service Provider Summit 2022

The Service Provider Summit has developed into the most important platform for business decision-makers from hosting providers, MSPs, cloud service providers and system houses, who exchange business models and service concepts with their technology suppliers from the ICT industry. This year’s event will take place on 2 and 3 June in Frankfurt / Main. This time the venue is the Hotel Kempinski Gravenbruch. In addition to keynotes and panel discussions, numerous lectures, think tanks and workshops are on the agenda. The speakers are all experts from science and service practice as well as from the manufacturer’s side.

Click here for the agenda and registration for the Service Provider Summit.


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