Cybersecurity for IT Partners: Offer Security Services to Your Clients
Your SME clients need cybersecurity help but don't know where to start. As their trusted IT partner, you're perfectly positioned to offer security services. Here's how to turn this opportunity into recurring revenue while genuinely helping your clients.
The Opportunity: SMEs Need Your Help
Small and medium businesses face growing cyber threats but lack the resources to handle security alone:
No security expertise
Most SMEs have no dedicated security staff and don't know what they need
Compliance pressure
NIS2 and supply chain requirements force action, but clients don't understand them
Fear without direction
They hear about breaches and ransomware but don't know how to protect themselves
Budget for the right partner
They'll pay for security when presented properly by someone they trust
Existing relationship
They already trust you with their IT - security is a natural extension
Recurring need
Unlike one-time IT projects, security requires ongoing attention
Why IT Partners Are Perfectly Positioned
You already have what security vendors lack:
Trusted relationship
Clients already trust you with their critical systems. They'll listen to security advice from you.
Technical knowledge
You understand their infrastructure, systems, and workflows. Security builds on this.
Local presence
You can visit, explain, and support. Remote-only security vendors can't match this.
Existing contracts
Adding security to existing IT agreements is easier than starting from scratch.
Business context
You know their industry, size, and risk profile. Generic security advice doesn't fit.
Ongoing touchpoints
Regular IT support gives you natural opportunities to discuss security.
Service Models: Find Your Fit
Choose a model that matches your capabilities and ambition:
Reseller Model
Low effortResell security tools with your margin. Recommend and implement solutions.
Pros
- Quick to start
- Low risk
- Proven products
Cons
- Lower margins
- Less differentiation
- Vendor dependency
Managed Security Services
Medium effortBundle tools + monitoring + response. Provide ongoing security management.
Pros
- Recurring revenue
- Higher margins
- Client stickiness
Cons
- Need monitoring capability
- On-call requirements
- Liability considerations
Compliance Consulting
Higher effortGuide clients through NIS2, CyberFundamentals, or industry requirements.
Pros
- Highest margins
- Expert positioning
- Long engagements
Cons
- Need deep expertise
- More time-intensive
- Certification expectations
NIS2 Creates Urgency
The NIS2 directive is driving security conversations:
- Many SMEs now fall under NIS2 through supply chain requirements
- Clients are asking about "that new European security law"
- Deadlines create urgency - this isn't a "maybe later" decision
- Management is personally liable, so decision-makers pay attention
- CyberFundamentals provides a clear framework to follow
- Compliance requires ongoing effort - perfect for recurring services
How to Position Security Services
Frame security as business protection, not technical complexity:
Lead with business impact
Talk about downtime costs, reputation damage, and client trust - not technical vulnerabilities.
Use compliance as a hook
"Your customers may start requiring this" opens doors that fear-based selling doesn't.
Start with assessment
A security assessment is low-commitment and reveals specific gaps to address.
Bundle with existing services
"We're adding basic security monitoring to all support contracts" normalizes the conversation.
Show the roadmap
Present a clear path from current state to "good enough" security. Avoid overwhelming clients.
Reference peer examples
"Other companies in your industry are doing this" provides social proof without fear.
Common Objections and Responses
""We're too small to be targeted""
Attackers automate - they scan everyone. Small businesses are often easier targets with less protection.
""We don't have budget for security""
Compare to potential costs: ransomware recovery averages 200K+. Even basic protection is cheaper than recovery.
""Our IT handles security""
IT keeps systems running. Security requires different tools, monitoring, and expertise. Both are needed.
""We're not subject to NIS2""
Your customers might be - and they'll require supplier compliance. Better to prepare than scramble.
""Can't we just get cyber insurance?""
Insurers now require security measures for coverage. Insurance doesn't prevent downtime or reputation damage.
White-Label vs Branded Approach
Both approaches work - choose based on your situation:
White-label / Partner tools
- Use vendor's brand and platform
- Less investment in building your own
- Vendor handles updates and improvements
- May limit differentiation
Your own brand
- Build your security reputation
- More control over service delivery
- Higher perceived value
- Requires more marketing investment
Getting Started: Existing Clients First
Don't chase new clients for security - start with existing ones:
Audit your client base
Which clients are most at risk? Which are subject to compliance requirements?
Pick 5-10 pilot clients
Choose clients with good relationships who would benefit most from security services.
Offer a security assessment
Free or discounted assessment reveals gaps and creates the sales opportunity.
Present findings and solutions
Show specific risks and a clear remediation path with your services.
Start with quick wins
MFA, backup verification, basic monitoring - visible improvements build trust.
Expand and systematize
Once you have 10+ security clients, create standard packages and marketing.
Partner with Easy Cyber Protection
We help IT partners offer security services without building everything from scratch:
- White-label CyberFundamentals compliance platform
- Partner margins on client subscriptions
- Sales and technical training
- Marketing materials and templates
- Co-branded or white-label options
- Affiliate program with recurring commissions
Ready to Offer Security Services?
Join our partner program and start offering professional security services to your clients. We provide the platform, training, and support - you provide the client relationships.
Frequently Asked Questions
Do I need security certifications to offer these services?
Not necessarily. For reselling tools or basic managed services, vendor certifications are usually sufficient. For compliance consulting, certifications like CISSP or ISO 27001 Lead Implementer add credibility. Start with what you can deliver and upskill as you grow.
How do I price security services?
Most partners use tiered monthly packages: Basic (monitoring + tools) at 200-300/month, Standard (+ incident response) at 300-400/month, Premium (+ compliance) at 400-600/month. Price based on value delivered, not hours spent. Compliance projects can be project-based (5-15K) or ongoing.
What if a client gets breached while using my services?
Have clear service level agreements defining what's covered and what's not. Professional liability insurance is essential. Document all recommendations and client decisions. No security is 100%, but proper agreements and insurance protect both parties.
Should I white-label or use my own brand?
Start with white-label to test the market quickly. It requires less investment and lets you learn. Once you have 20+ security clients and understand the market, consider developing your own brand if differentiation becomes important.
How do I start the security conversation with existing clients?
Use natural touchpoints: contract renewals, support calls about security issues, news about breaches in their industry. Ask "Have any of your customers asked about your security measures?" This opens the conversation without scare tactics.