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Compliance: One Way To Drive Advanced Security Solutions

Addressing the specific requirements of customers in regulated markets like health care can help MSPs provide more secure solutions and make more money to boot, says an executive from the Compliancy Group.

Solution providers dealing with health care or other heavily regulated industries need to find a way to add compliance as an integral part of their offerings, according to the executive of an organization specializing in coaching others on compliancy issues.

That executive, Compliancy Group President Marc Haskelson, Monday told MSPs attending the NexGen 2018 Conference and Expo that bringing up compliancy issues can help push sales of advanced security offerings that clients may not have considered.  

Most MSPs address the security component of compliance, but may not be doing enough, Haskelson said.  

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By law, compliance as part of a solution needs the requirements clearly spelled out, he said. Compliant solutions must also take into account remediation plans, version control, proof of compliancy-related training, business account management and incident management, he said. "These are all opportunities for a service," he said.

It is important that customers know they can count on their MSPs for help in addressing compliancy issues, Haskelson said. "The average consumer doesn't understand HIPAA," he said. "But they do understand they need it."

MSPs can justify their services in part by pointing out that businesses operating in regulated industries need encryption, backups and other security safeguards, Haskelson said. "It's not a debate," he said.

Paul Redding, CEO of Carlin Bradley, a Cordova, Tenn.-based provider of managed IT security as a service, said that doctors' offices need to address HIPAA-related issues, but haven't traditionally cared about the actual technology.

"The doctor might look at my proposal, and another guy’s proposal, [and say,] 'Yours is $125 a month, the other guy's is $100 per month. Give me the $100 per month," Redding said.

After working with Compliancy Group, Redding said, his company's proposals now clearly show how customers are currently addressing compliancy, where they're failing, and the services offered.  

Such proposals may now carry a price tag of $200 per month, but bundle in all the right add-ons and provide information to show that Carlin Bradley is a subject expert, he said. "We're more expensive," he said. "But we bring in more advanced tools."

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