Are your clients hesitant to invest in cybersecurity? You're not alone. ConnectSecure's Q4 Partner Panel Survey revealed that a striking 27% of MSPs identify “convincing clients to invest” as their number one obstacle to reaching their cyber growth goals, followed by “keeping up with evolving threats” at 22.6%.
Does this sound familiar? Here’s what some of your peers told us:
- “The biggest challenge is convincing clients of the need for cybersecurity protection”
- “Clients are already paying for monthly services but don't understand the many attack vectors they face”
- “Getting to 99.99% security coverage and keeping it there is a challenge that must be met”
These survey responses highlight a key dynamic: while some clients need to be convinced of cybersecurity's importance, others are increasingly security-aware and scrutinizing their risk posture. In both cases, MSPs need effective ways to assess, communicate, and address security priorities.
A well-structured MSP risk assessment process can open doors to meaningful client conversations about security. Here's how to begin:
Start with Comprehensive Asset Discovery
The most effective security discussions start with a complete picture of what you're protecting. A thorough asset discovery helps you uncover risks that clients might not know exist:
- Hardware devices reaching end-of-life that need replacement
- Software applications missing critical security updates
- Network devices with known vulnerabilities
- User access rights that could pose security risks
When you show clients a detailed map of their technology assets and associated risks, the conversation can shift from "Why do we need this?" to "Where am I at risk?"
Turn Technical Data into Clear Business Metrics
Numbers and grades speak louder than technical jargon when discussing security with clients. Your risk assessment should include:
- A clear overall security score that helps clients benchmark their position
- Letter grades that make sense to business leaders
- Prioritized vulnerability ratings that show what needs immediate attention
- Compliance status for relevant industry requirements
These concrete metrics help clients understand where they stand and what needs to change. They also provide a baseline for measuring security improvements over time.
Assess User Access and Security Practices
As one MSP in our survey noted, "Even with the fanciest technology configured perfectly, human error can still compromise security." Focus your MSP risk assessment process on how people use your clients' systems:
- Who has access to what resources
- Whether password policies match security best practices
- How administrator privileges are assigned
- Which users might have unnecessary access levels
This people-focused view helps clients understand that security isn't just about technology but also about how their team uses it.
Identify Systems Needing Updates or Replacement
Your clients need to know which systems pose the greatest risks. Document and prioritize:
- Systems approaching end-of-support dates
- Software requiring critical security updates
- Applications with known vulnerabilities
- Aging hardware that needs replacement
Presenting these findings creates natural opportunities to discuss system upgrades and security improvements. Many clients will act quickly when they see specific risks to their current systems.
Map Security to Compliance Requirements
Our Partner Panel Survey also showed that growing compliance requirements rank as the third biggest challenge for MSPs at 21.4%. Help your clients address this challenge by:
- Mapping current security controls to regulatory requirements
- Identifying specific compliance gaps
- Providing clear steps to meet compliance standards
- Documenting compliance status for audits
When clients see how security improvements align with compliance requirements, they are more likely to understand the value of their security investments.
Make Each Finding Count
Turn technical discoveries into clear business actions by organizing your findings strategically:
Priority Rankings:
- Label each vulnerability by potential impact
- Sort issues by urgency and risk level
- Group similar items for efficient handling
Implementation Guide:
- Break down complex fixes into manageable steps
- Include estimated timelines for each fix
- Factor in budget considerations
When clients say they're “already paying a lot for monthly services,” this organized approach helps them see exactly what they're investing in and how each security improvement will be implemented.
Create Reports That Drive Conversations
Your assessment report opens doors to deeper security discussions:
Executive View:
- Start with a clear summary of critical findings
- Use visual risk scores that business leaders understand
- Compare results to industry security benchmarks
- Highlight the most pressing action items
Technical Details:
- Include thorough system-by-system findings
- Provide remediation steps for each issue
- Document current security configurations
- Track changes from previous assessments
Build Long-Term Security Partnerships
"MSPs need a defined process for a Vulnerability Management Program because clients are paying more attention to their security scores and posture," noted one survey respondent. Here's how to deliver that ongoing value:
Regular Check-ins:
- Schedule quarterly security reviews
- Track progress on previous findings
- Update assessments as systems change
- Discuss emerging security concerns
Continuous Improvement:
- Show trends in security scores over time
- Document completed security enhancements
- Identify new areas for improvement
- Adjust security priorities based on business changes
Turn Your MSP Risk Assessment Process into a Growth Engine
A structured risk assessment process opens doors to new security services and stronger client relationships.
By following a clear assessment process, you can:
- Show clients concrete evidence of security gaps
- Present findings in business terms they understand
- Deliver practical, prioritized recommendations
- Build ongoing security partnerships
Ready to drive more business with your MSP risk assessment process?
Schedule a Private Demo or take a 14-Day Free Trial of ConnectSecure. Seeing us in action is the best way to learn how our automated vulnerability and compliance management platform can help you deliver more compelling security assessments while growing your practice.
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The Stats You Need to Show SMBs Are Not Immune to Security Threats
Could MSP Risk Assessments Be Your Best Sales Tool?
How to Win Business with Cybersecurity Risk Assessments