Why Your MSP Needs Compliance Training (Hint: So You Can Sell Compliance!)

Over the last year, small businesses have been the victims of more cyberattacks than ever, and these threats will only increase in 2025 and beyond. To protect against cyberattacks, data breaches, ransomware, and data loss, small businesses must follow cybersecurity compliance best practices.

MSPs are uniquely positioned to offer small businesses compliance services, as you already manage much of their IT infrastructure. If you aren’t already providing cybersecurity and compliance services, you’re leaving clients vulnerable. 

It’s your job to make sure your clients adhere to compliance frameworks and industry standards — both to protect their business data and make sure they continue operating long-term (which also means you can keep earning monthly recurring revenue). It’s a win-win!

Fortunately, you don’t need to hire an expensive expert to offer CaaS. All you need is a foundational understanding of compliance principles and the right tools.

That’s where we come in! 

What is Compliance Training?

Compliance training empowers your MSP with the knowledge and tools you need to sell compliance. Essentially, it breaks down why compliance is important, how to help your clients achieve it, and how to build out your compliance offering. 

You don’t need an expert — you need to become the expert! The goal is to be your clients’ partner in compliance. Fortunately, that’s not as intimidating as it sounds.

So, where do you start?

We’ve created a Compliance Boot Camp to give you all the compliance training you need to jumpstart your CaaS offering (no cost, no sign-up required). 

Our Compliance Boot Camp is a series of compliance training modules that includes high-level education and interactive tools to help you wrap your head around how to sell compliance. It starts with the basics like “What is compliance?” and continues all the way to “How do I package, price, and pitch my CaaS offering?” 

All you have to do is carve out a few hours to read through this Boot Camp and play around with the built-in tools (all online, at your own pace). That’s it — then you’re ready to sell compliance. 

(Did we mention it’s free? And you don’t even need to input your email address!)

Access our Compliance Boot Camp here. 

What Do You Get Out Of Compliance Training?

We get it — you already have enough on your plate without adding a new offering. But compliance has become an essential aspect of IT infrastructure, and you must know how to deliver it. Fortunately, there are tangible benefits to learning how to sell CaaS, including: 

• New Revenue
  • Selling compliance creates a new revenue stream for your MSP — it’s as simple as that! Add CaaS as a new service or bolt it onto your existing standard package to increase your MRR.
    
• Competitive Advantage
  • Comprehensive cybersecurity and IT support must include compliance — that’s just the reality. By selling CaaS, you can prove to your clients that you have their backs. And if you’re not talking to your clients about compliance, someone else probably is!
    
• Improved Retention Rates
  • By offering cybersecurity and compliance services on top of IT support, you become a one-stop shop for your client’s technical needs. This builds trust and helps strengthen the relationship, which contributes to upsell opportunities and retention. If you effectively manage all aspects of their IT infrastructure (including compliance), clients are less likely to churn.

What Do Your Clients Get When You Complete Compliance Training?

One of the biggest hurdles to selling compliance is justifying the value of compliance and risk management to your clients. So, let’s make that conversation easy! Here’s a snapshot of the tangible benefits your clients will get once you level up and complete compliance training: 

• Avoid Fines When Audited
  • If your client handles sensitive data without adhering to compliance regulations, they could be fined if they get audited. Maintaining compliance is an easy way to mitigate the risk of regulatory fines.
    
• Stay Informed About Regulatory Changes
  • With your support, your clients can stay up-to-date on regulatory changes that impact their industry. This ensures they are always following the best practices outlined by compliance frameworks.
    
• Elevated Risk Mitigation
  • Cyberattacks such as malware and ransomware aren’t the only risks to your clients’ data and day-to-day operations — natural disasters can also have a catastrophic impact on their business infrastructure. Compliance also helps prepare your clients’ businesses for the effects of hurricanes, earthquakes, power outages, and even banking infrastructure failures.
    
• Reduced Legal and Financial Risks
  • If a data breach occurs, your clients are liable for lost or stolen data. And if your clients have their customers’ personal identifiable information (PII), financial data, or protected health information (PHI) in their system, losing it can lead to significant legal and financial consequences.
    
• Increased Operational Efficiency
  • One aspect of compliance is ensuring there are no security gaps in your client’s internal operations. By performing a system-wide audit of internal processes, you can help clients identify gaps that make them vulnerable. This will shore up security risks and make their daily operations more efficient.
    
• A Culture of Continuous Improvement
  • Achieving compliance is only half the battle — your clients must also maintain compliance over the long term. By instilling a culture of continuous improvement, you can support clients on their compliance journey. It doesn’t all have to be accomplished immediately, but you should continuously work together to improve their security infrastructure.
• Improved Cybersecurity Posture
  • Ensuring your clients’ cybersecurity, backup protection, and disaster recovery processes follow compliance regulations immediately mitigates the risk of a breach. 

By completing compliance training and building a CaaS offering, you can deliver a wealth of tangible benefits to your clients. This training empowers you to address their short-term compliance needs and support them on their long-term compliance journey. That’s how you create a new revenue stream and position yourself as an indispensable compliance partner for your clients. 

Ready to dive into compliance training for your MSP?

Explore our Boot Camp to learn more about selling Compliance as a Service!