How Partnerships Are Helping MSPs Turn Compliance Into Recurring Revenue

At XChange Security, OpenText Cybersecurity's Vice President of Business Development Michael DePalma led a panel discussion focused on how managed service providers can leverage compliance and strategic partnerships to drive business growth.

Joining DePalma were TechSage Solutions CEO John Hill, AvTek Solutions President and CEO Wayne Hunter, and ControlCase Chief Revenue Officer Joshua Hoffman.

They all agreed that compliance is rapidly becoming a major revenue opportunity for MSPs willing to invest in the practice.

"Every single journey, if it's done right, has findings. Every single one of those findings is a remediation opportunity for you to go monetize," said Hoffman (ControlCase). "You can't throw a rock without hitting money inside of compliance. The trick is to get started."

Hunter (AvTek Solutions) cautioned that many MSPs mistakenly view security and compliance as the same discipline.

"Security being tactical, us as MSPs have always been very good at that," Hunter said. "But when you talk about compliance, it is doing gap analysis, assessments, documentation and research. It takes a different breed of people."

Hill, whose company TechSage Solutions focuses on helping defense contractors achieve CMMC compliance, said the market opportunity remains significant.

"There's only 1,400 companies nationwide that are certified at CMMC Level 2 out of about 80,000 to 100,000," Hill said. "There's plenty of opportunity there for anyone in this room to get into the business."

Beyond compliance itself, the panel emphasized the importance of partnerships. Hoffman argued that MSPs already have the trust and credibility needed to lead customers through compliance initiatives.

"We have got to teach clients that the MSP is where you go for compliance," he said. "That's the only answer that makes sense."

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