HIPAA audits, SOC 2 preparations, GDPR assessments—the regulatory burden keeps growing. How are your clients keeping up? What if you could turn those same compliance challenges into a steady monthly revenue stream?
Compliance as a Service (CaaS) for MSPs transforms how you approach regulatory work. Instead of reactive, project-based compliance help (or not offering any support at all), you can build continuous compliance management services that clients pay for month after month.
Most MSPs approach compliance reactively—helping clients prepare for an upcoming audit or responding to a compliance emergency. Project-based approaches leave money on the table and create unpredictable revenue streams.
CaaS flips the model by positioning compliance as an ongoing service rather than a one-time event. By continuously monitoring your clients' compliance posture and addressing gaps before they become problems.
Compliance services command premium pricing because they directly impact your clients' ability to operate legally and avoid costly penalties. Organizations facing regulatory requirements need ongoing support, not just pre-audit preparation.
Recurring compliance requirements create natural opportunities for monthly recurring revenue that extends far beyond traditional managed services.
Before you can offer ongoing compliance monitoring, you need the right tools to assess your clients' current state. A compliance scanner automates the discovery and assessment work that makes it possible. Combined with compliance management workflows, it creates a foundation for scalable service delivery.
Start by identifying which frameworks matter most to your client base:
Rather than trying to be everything to everyone, focus on two to three frameworks where you can develop deep expertise.
Your compliance scanner should integrate with your existing RMM and PSA tools to avoid creating additional workflow complexity. Look for solutions that can:
Position the scanner not as a one-time assessment tool, but as continuous monitoring infrastructure.
Reading tip: Preparing for Cyber Insurance Audits with Compliance Scanners
Nobody enjoys audit season. Traditional approaches involve weeks of frantic documentation gathering, last-minute gap remediation, and crossed fingers hoping nothing was missed. Your CaaS offering puts your clients in the driver’s seat.
Streamlined audit preparation starts with maintaining compliance documentation throughout the year rather than scrambling to create it before an audit. Set up automated evidence collection that continuously captures:
Create reports that map directly to specific compliance requirements. When your client faces a HIPAA audit, they shouldn't need to dig through generic security reports—they should have documentation that directly addresses each HIPAA safeguard with relevant evidence and remediation status.
Build relationships with compliance auditors in your market. Understanding what auditors look for during assessments helps you prepare better documentation and identify the gaps that commonly trip up organizations during audits.
Compliance services command premium pricing because they directly impact your clients' business risk and legal obligations. Don't make the mistake of treating compliance management for MSPs as an add-on to your existing security services—position it as a distinct, high-value offering.
Consider tiered pricing based on the number of frameworks and the depth of monitoring required:
Factor in the cost of compliance violations when discussing pricing with prospects. Frame your monthly compliance service fee against the potential cost of violations and business disruption.
Build annual contracts with monthly payment terms. Compliance requirements don't disappear after a few months, so your service agreements should reflect the ongoing nature of regulatory obligations.
Real money in CaaS comes from transforming compliance from a project into a service. Achieving success requires shifting your clients' mindset from “we need to pass our audit” to “we need to maintain compliance year-round.”
Continuous monitoring means your compliance scanner runs regularly—not just before audits. Set up automated scans that check for:
When issues are detected, your system should automatically create tickets in your PSA and assign them appropriate priority levels.
Monthly compliance reports keep your services visible and valuable to clients between major audit cycles. Reports should include:
Include executive summaries that translate technical findings into business risk language that C-suite executives understand.
Proactive remediation recommendations turn compliance monitoring from a reporting exercise into an actionable service. When your scanner identifies a gap, don't just flag it—provide specific steps for remediation and offer to implement the fixes as additional billable services.
As your CaaS offering grows, you'll need systems and processes that scale without requiring proportional increases in staff. Automation and standardization become your primary growth enablers.
Develop repeatable compliance assessment processes for each framework you support:
Use centralized dashboards that let you monitor compliance posture across your entire client base. Bird's-eye views help you identify trends, allocate resources efficiently, and spot opportunities for additional services.
Selling CaaS requires demonstrating ongoing value rather than project-based benefits. Your prospects need to understand why continuous compliance monitoring is worth the monthly investment.
Focus on risk reduction rather than feature lists. Calculate the potential cost of compliance violations, including:
Compare these risks against the monthly cost of your compliance service.
Highlight operational efficiency gains. Organizations with continuous compliance monitoring experience:
Position yourself as the compliance expert your clients can rely on. When regulatory requirements change or new frameworks emerge, you should be the first person they call for guidance.
The ConnectSecure Vulnerability and Compliance Management platform gives MSPs everything needed to launch and scale a profitable Compliance-as-a-Service practice. Start your 14-day free trial today and see how automated compliance monitoring can transform your business.
Read more:
The Power of Compliance Scanning in Winning More MSP Business
End the Compliance Audit Chaos with Smarter MSP Cybersecurity Solutions
Continuous Compliance Strategies that Drive MSP Revenue Growth