The MSP Zone

2021-09

Episodes

Thursday Sep 30, 2021

MSPs looking to acquire other MSPs are everywhere. MSP buyers have always existed and will always exist. Having seen what works and what doesn't, I thought it would be helpful to discuss a few commonly employed buyer tactics I believe a) don't work, and b) actually may work contrary to your organization's best interests.  
Highlights: 
What are MSP buyers looking for?  
Buyer outreach tactics currently used 
Randomized outreach 
No personalization 
Commodity approach to M&A 
Advice for how to reach  
Make it personal 
Develop relationships 
Communicate, don't solicit 
Sell your yourself, not the other MSP 

Tuesday Sep 28, 2021

The Information Technology industry has long suffered from nearly constant changing of names and the introduction of new names to replace old ones. Whether this is a successful rebranding technique developed by analyst and marketing firms, I'll leave that for another time.  
What is clear to me, however, is that repeatedly changing terms and definitions can have a detrimental effect on a profession. Is Cybersecurity as a Service a new gimmick, or merely an old service being wrapped in new packaging?  
 
Highlights: 
What is Cybersecurity as a Service? 
Does it differ from managed services?  
Who is driving this naming convention? 
MSP Zone Reading Material: Cyber Security As A Service Market Present Scenario, Key Vendors, Industry Share and Growth Forecast up to 2027 | Virtual-Strategy Magazine 

Thursday Sep 23, 2021

It has been several years since GDPR went into effect and it has had an impact on MSPs and clients alike. Today, many more laws are being and have been enacted that aim to copy what GDPR has accomplished, in large part, to combat the rise in ransomware attacks.  
 
Highlights:  
Impact of GDPR on MSPs 
Differences between GDPR and MSP supply chain vendor policies 
Which approach protects the MSP and the client most?  
 
MSP Zone Guest: Rob Scott 
 

Tuesday Sep 21, 2021

It was going to happen eventually after the UK left the European Union. The UK is deliberating on whether GDPR will remain as a central theme in data privacy and security for UK citizens. This decision asks the larger question of what could replace GDPR as a privacy and security framework for the country.  
Highlights: 
What does it mean if the UK does abandon the principles of GDPR? 
What would the UK use instead? 
Suggestions for the UK policy makers 
UK To Consult On Weakening Data Protection Laws (forbes.com) 
Big Tech cloud services could face resilience test, says Bank of England | Reuters 

Wednesday Sep 15, 2021

For 25 years MSPs have been attempting to communicate why they are necessary to their clients. For existing managed services customers, this value makes sense since they already know what they are receiving.  
However, in the age of cybersecurity threats and ransomware, the value of the MSP (or MSSP) should be even more simple and powerful to identify. If this is the case, why do articles like this exist?  
 
Highlights:  
Outsourcing vs Managed Services, Again 
MSP vs MSSP 
Failing to Address Internal Client Risks is the Problem! 
 
MSP Zone Materials: 6 risk factors customers assess when hiring an MSSP - Channel Asia 

Friday Sep 10, 2021

Ransomware is a problem for everyone. MSPs fight every day to keep their clients safe from ransomware, and yet, we must plan for the worst case scenario.  
 
MSPs need to address ransomware with their clients, and one of the best places to do this is through the managed services agreement. This episode will help MSPs understand the best practices for including ransomware clauses within their agreements, as well as how to do this fairly so it protects both the client and the MSP.  
 
Highlights:  
What mention of ransomware should be in your agreements? 
What changed before and after recent cyber attacks? 
Third party ransomware scenarios  
Exclusions from vendors   
 
MSP Zone Guest: Rob Scott 

Wednesday Sep 08, 2021

CISA published their advisory bulletin addressing risk considerations for organizations thinking about using managed service providers. This is a great advisory, but it has some areas of potential misinterpretation in it, chiefly because CISA has departed from a security group and expanded into territory in which it has little experience.  
Highlights:  
What if organizations stopped using MSPs?  
Yes, all customers ought to be responsible and consider risks of outsourcing. But, risks of not managing IT are far greater than the risks of outsourcing 
Targeting of managed services supply chain vendors is NOT a symptom of poor MSP security, it's a symptom of the unchecked business of cybercrime 
MSP Zone Reading Material: Risk Considerations for MSP Customers | CISA 

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