MSSP, Channel partners

MSSP Tips: 5 Ways to Ensure Successful Customer Partnerships

The managed security services sector is rapidly growing, and MSSPs that fail to build successful customer partnerships risk falling behind in a highly competitive marketplace.

Let's face it – partnering with customers can be difficult, regardless of an MSSP's size or stature. Fortunately, there are many quick, easy ways to build successful customer partnerships.

Now, let's take a look at five ways to ensure an MSSP can position itself as a successful partner.

1. Highlight Your Industry Experience

Many customers are more interested in an MSSP's industry expertise than the price of its services, according to cybersecurity services provider Delta Risk. As such, an MSSP that highlights its staff's average number of years of experience and certifications may be better equipped than others to show it is capable of delivering consistent results, increasing the likelihood of building long-lasting customer partnerships.

2. Use Custom Reports

An MSSP should offer custom reports that ensure its customers can comply with assorted requirements. These reports will enable a customer to gain deep insights into its day-to-day operations and find ways to bolster its productivity and efficiency.

3. Provide Technical Assistance

Organizations frequently look to MSSPs to provide anomaly detection, big data analytics, threat hunting and other advanced security services. An MSSP should be able to provide these services and back them with best-in-class technical support. That way, an MSSP can ensure its customers can use state-of-the-art cybersecurity technologies to mitigate cyberattacks.

4. Streamline Customer Onboarding

Effective customer onboarding requires both systematic processes and operational readiness checklists, global information security firm Herjavec Group stated. During the onboarding cycle, an MSSP should allocate the necessary time and resources to set up contact points within a customer's organization. Also, an MSSP should understand a customer's cybersecurity needs and teach a customer about the processes that are currently in place to identify and address security incidents.

5. Offer Use Cases

Use cases enable customers to find out how an MSSP offers full protection against cyberattacks. Therefore, an MSSP should offer use cases to help customers identify which security services they need to guarantee optimal protection.

Ultimately, an MSSP should work with customers to provide the best protection against rapidly evolving cyber threats. By doing so, this MSSP can differentiate itself from the competition and build successful customer partnerships both now and in the future.

Dan Kobialka

Dan Kobialka is senior contributing editor, MSSP Alert and ChannelE2E. He covers IT security, IT service provider business strategies and partner programs. Dan holds a M.A. in Print and Multimedia Journalism from Emerson College and a B.A. in English from Bridgewater State University. In his free time, Dan enjoys jogging, traveling, playing sports, touring breweries and watching football.