As a Managed Service Provider (MSP), you’ve been there. Your clients assume their cybersecurity is fully taken care of. Here's how to tackle that.
As a Managed Service Provider (MSP), you’ve been there. Your clients assume their cybersecurity is fully taken care of, mistakenly believing it’s included in their existing spend. When, in fact, comprehensive cybersecurity measures often aren’t part of their current package. This isn’t just frustrating for MSPs—it’s a potential disaster waiting to happen for the businesses relying on your services.
It’s time to reshape this perception, educate your clients, and showcase the true value of your services.
Most clients don’t know the ins and outs of IT. That’s why they hire you in the first place. The problem is, this lack of insight can often lead them to misjudge what they’re paying for. They assume the "IT support" they’re getting from their MSP includes advanced cybersecurity protections.
It doesn’t help that cybersecurity is becoming increasingly complex. Buzzwords like “firewalls” and “virus protection” might sound like comprehensive solutions to them, but you know that effective cyber protection requires so much more—layered defences, endpoint protection, incident response plans, and ongoing monitoring.
But here’s the catch: if these services aren’t clearly outlined (and priced), clients assume they already have them.
This assumption becomes your problem when a cyberattack happens. You were never paid to put comprehensive protections in place, but you’ll still be the first person clients blame when their data is compromised. Frustrating, right?
It’s situations like these that can strain client trust. If they believe they’ve been paying for a service that wasn’t provided, it can be a tough conversation to have after an incident—not to mention the strain it places on your business reputation.
It’s time to shift the narrative.
One of the most effective ways to address this misunderstanding is to provide your clients with a clear breakdown of how their current spend is allocated. When they see exactly what they’re subscribing to—and what they’re not—they’ll be more open to discussing additional services like advanced cybersecurity.
Chances are, your clients have no idea how much you invest in essentials like M365 licensing and the various tools required to serve them effectively. From their perspective, every dollar they pay seems to go directly into your pocket—and for many, that can feel like too much.
This is where HighGround can transform your conversations.
With HighGround, you can automatically generate a transparent breakdown of technology spend that resonates with clients. You can visually demonstrate what’s included in their package, how their current spend is allocated, identify gaps in their security, and make it clear where additional investment is needed.
Here’s the magic: when clients truly see this, the value of your expertise becomes undeniable. Instead of thinking "What am I paying for?", they start realising, "Wow, we're getting a lot for our money. And this cybersecurity stuff, we need this."
No one likes feeling upsold. Not everyone loves the hard sell either. Fortunately, that’s the beauty of clarifying their current spend and highlighting gaps—it shifts the conversation from a “sales pitch” to an informed discussion.
By showing your clients where they’re exposed, you’re doing more than selling services—you’re safeguarding their business against threats. And when you can convey this effectively, their trust in you deepens.
At the end of the day, your clients aren’t just buying a product or service—they’re buying peace of mind. They trust you to provide reliable advice, even if it means recommending services they haven’t budgeted for.
By educating clients on what they’re paying for and where they need to invest more, you’re positioning yourself as a trusted partner, not just a provider.
It’s time to change the way your clients perceive their IT spend and their cybersecurity coverage. With HighGround, you can empower them to make better decisions—and by doing so, enhance their trust in your expertise.
Book a demo of HighGround today and see how easy it is to start showing clients exactly how their spend is allocated and where they need to invest more in cyber.
Your MSP deserves to be trusted. Your clients deserve to be protected. HighGround makes both happen effortlessly.
HighGround helps your customers see the gaps in their security posture, so they naturally realize the value of investing more, without you needing to be overly "salesy" or "pushy".
