Opportunity knocks for MSSPs 

Sean Campbell, Director Canadian Channels, Fortinet

Managed security service providers (MSSP) are in demand, and for good reason. The ongoing cybersecurity skills shortage and growing need for specializations to manage security infrastructure make MSSPs increasingly attractive. For organizations unable to find and retain the right staff, an outside MSSP vendor can help relieve backlog and free IT teams to focus on the tasks that further business objectives.

MSSPs can be helpful for organizations dealing with the fallout of the global pandemic, which accelerated digital transformation to implement work-from-anywhere strategies. For many companies, this resulted in more complex and distributed networks that span on-premise and in the cloud, broadening the attack surface just as we see a global rise in cybercrime.

Additionally, MSSPs have an unprecedented opportunity to recruit new clients or grow their mandate with existing ones in this environment. Maximizing the opportunity requires the right mix of managed security services at the right time and the right price.

Go beyond the expected 

The prevalence of Software-as-a-Service (SaaS), multi-cloud strategies, and new distributed computing edge environments can increase risk across remote work, private and enterprise clouds. With such a broad attack surface, organizations need to be more vigilant. MSSPs can be there to help with the necessary tools for uniform visibility and tight integration with cloud providers and across legacy environments. By anticipating these shifting needs of customers, MSSPs can expand their sales pipelines.

Empower new work models

MSSPs can help clients provide secure and reliable access to applications while shifting to remote and hybrid work models. To mitigate the risk caused by these new work models, MSSPs can support the adoption of zero-trust architectures, enabling the continuous authentication of all remote users and devices while providing high-performing secure remote access.

A combination of SD-WAN and Zero Trust Network Access (ZTNA) can give customers maximum network speed and security for branch offices and remote workers across multiple cloud environments. ZTNA reinforces an SD-WAN deployment by providing secure access to applications only if the device or user can prove it is trustworthy. While implementing ZTNA with SD-WAN, MSSPs and partners aid customers by integrating security and networking to meet the demands of new work-from-anywhere models.

Be the first line of defence 

As the threat of cyber-attack – including ransomware – continues to grow, so too do organizations’ attack surface. As a result, organizations are increasingly emphasizing threat detection and response services. MSSPs can provide the first line of defence for customers with reactive solutions such as managed detection and response (MDR) and extended detection and response (XDR).

Ensuring tight integration of security products and network visibility is critical to detecting and deterring cyber-attack. Providing MDR services will be vital if MSSPs aspire to grow their business by meeting customer security demands. 

Bring it all together 

Currently, most MDR providers require multiple security vendors to provide customer threat detection and mitigation capabilities. Without a centralized security platform, achieving the visibility needed to detect and manage threats quickly and efficiently is challenging. MSSPs and partners looking to grow their customer and revenue base should look to integrated tools that offer automation. Investing in cybersecurity mesh platforms like the Fortinet Security Fabric platform can help MSSPs reduce cyberattack risk and minimize impacts.

Investing in integrated and automated security tools that meet customers’ evolving needs provides today’s MSSPs with opportunities to grow their customer base. By offering a single-provider solution, MSSPs and partners can offer a cost-effective way to deliver the automation and visibility organizations need to protect their business and the support they need to push ahead on digital transformation initiatives.

Sean Campbell is Director, Canadian Channels at Fortinet