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Episode Summary
In this episode of Syncronized, host Brandon Garcin welcomes Dave Colesante, CEO of Apptega, to discuss building a profitable cybersecurity practice. Dave shares his insights on differentiating security services in a crowded market and emphasizes the importance of moving beyond basic consulting to productized offerings.
Dave highlights the power of leveraging industry-standard frameworks like NIST and CIS to demonstrate value to clients. He encourages MSPs to clearly define their service offerings around these frameworks and educate customers on the value they provide.
The conversation also explores practical strategies for demonstrating ROI, customer retention, and navigating leadership changes within client organizations. Dave emphasizes the importance of proactive communication, comprehensive reporting, and leveraging vendor partnerships to showcase continuous value.
Guest-at-a-Glance
💡 Name: Dave Colesante
💡 What they do: CEO
💡 Company: Apptega
💡 Noteworthy: Dave Colesante is a cybersecurity software executive with over 25 years of experience in building and scaling managed services businesses.
💡 Where to find Dave: LinkedIn
Key Insights
Ditch Billable Hours, Embrace Productization
Moving away from the traditional billable hour model is crucial for MSPs looking to build a successful cybersecurity practice. Instead, focus on productizing your offerings, defining services around clear outcomes and value propositions, and leveraging automation and software to create repeatable processes that scale efficiently.
Leverage Standards to Demonstrate Value
Industry-standard cybersecurity frameworks like NIST and CIS provide a powerful tool for MSPs to articulate the value of their services. By aligning offerings with these frameworks and demonstrating progress towards compliance, MSPs can move beyond fear-based selling and provide clients with a tangible understanding of their security posture.
Re-Onboard Clients During Leadership Changes
Leadership changes within client organizations present both a risk and an opportunity for MSPs. New decision-makers often reassess existing vendor relationships, creating potential churn. To mitigate this, MSPs should proactively re-onboard clients with new leadership, showcasing the value delivered and solidifying the partnership
Syncronized is the MSP podcast that drives MSP growth, from startup to scale-up. In each episode, we dive into the topics that matter most to IT providers, such as automation, AI, service delivery and profitability. Join us as we engage with experts and gain hands-on insights and practical advice you can directly apply to propel your business forward.