Why Managed Security Services?
Traditional IT services are often based on project-related billing and individual measures. In today’s threat landscape, this is no longer sufficient. Managed Security Services offer a strategic advantage: They enable continuous monitoring, early detection of threats and proactive defense measures. Companies benefit from predictable costs and an improved security situation, while IT service providers can strengthen their customer loyalty and generate stable income in the long term.
Success factor: The right choice of services
In Manuel’s view, a common mistake is trying to build a comprehensive MSS portfolio immediately. A step-by-step approach is more promising. ltmemory started with basic, easy-to-implement security solutions, such as:
- Password management: Simple but effective security measure to reduce attack opportunities.
- SSL certificate management: Automated management and renewal of SSL certificates.
- Managed firewalls: Regular updates and configuration monitoring for optimal network security.
- After these first steps, more advanced solutions could follow, e.g. E.g.:
- Vulnerability management: Tools enable continuous security assessment.
- Endpoint security: From classic antivirus programs to advanced solutions such as Managed Detection & Response (MDR).
- Email security: Protection against phishing and malware.
Sales strategy: From the classic model to subscription service
The transition from project-based IT services to managed services also requires a rethink in sales. Customers must understand the added value of recurring services. Transparent pricing with clear service descriptions helps here. It is particularly important to gradually introduce existing customers to the new model by reviewing and optimizing old contracts.
Challenges and solutions
- Price comparability: Customers tend to select offers based on the cheapest price. The focus should therefore be on the scope of services and the additional benefits.
- Technical implementation: The introduction of new services must be well coordinated with the technical teams in order to avoid internal resistance.
- Maintain flexibility: While MSS require a standardized model, there should still be enough flexibility to meet individual customer needs.
