Security solutions don’t sell like hot cakes. At least not as long as everything is still running smoothly for the customer. But what if IT security was not a necessary evil, but a Zen state?
This is precisely the philosophy of Peter Steppe, founder of the Belgian MSP willux.be. He has been pursuing one goal since 2004: “Keep IT Zen” – i.e. calm and serenity in his customers’ day-to-day IT work. What initially sounds like a slogan from a mindfulness guide quickly turns out to be a strategic lever for high-quality managed security services.
From reaction to prevention
Peter makes no secret of the fact that classic break-fix IT has no future for him: “Being reactive is passé. It’s about recognizing threats before they cause damage.” That’s why everything at willux starts with visibility – in other words, monitoring. This leads to the next step: 24/7 security and, as the last line of defense, immutable backups – tamper-proof and ransomware-resistant.
Without these three pillars, nothing works at willux: “Monitoring, security and backup are not optional. They are our foundation.” And everything – really everything – is offered as a managed service.
Not a customer – a partner
One term that keeps coming up in conversation is “partner”. Peter never talks about customers, only partnerships. The reason: “Our work doesn’t start with sales, but with a shared vision: IT shouldn’t be stressful, it should work.”
This attitude is also reflected in the communication. The willux team translates technical terms such as MDR, EDR or SIEM into business risks and added value. The technology is important, but it’s the benefits that count: How much does an outage cost? What damage is caused by loss of reputation? How many users fall for phishing?
Security as standard, not as an upsell
“We don’t sell insurance – we prevent accidents.” Peter does not position his security services as an upsell, but as a logical development. He only offers new services such as MDR (Managed Detection & Response) or awareness campaigns if they fit the individual risk situation. This is helped by fee-based audits, some of which are charged when the contract is signed.
Another lesson learned from almost 20 years of MSP practice: “I should have focused more consistently on security-by-default in the past. Today, every service package needs a security basis.”
Clear favorites: MFA, password manager, phishing tests
What really works in everyday life? MFA is “non-negotiable” for Peter. This includes a password manager to make complexity suitable for everyday use. And phishing simulations? “An eye-opener for many decision-makers.” Because if a third of the workforce can suddenly be compromised with a single click, you have a strong argument for awareness training.
Looking ahead: more expertise, more impact
For the future, Peter is planning one thing above all: to invest in expertise. “Anyone can sell products. But excellent service, in-depth expertise and genuine advice – that’s what sets us apart from the competition.”
