{"id":11977,"date":"2025-06-11T11:50:42","date_gmt":"2025-06-11T10:50:42","guid":{"rendered":"https:\/\/mspglobal.com\/blog\/?p=11977"},"modified":"2025-06-23T14:16:50","modified_gmt":"2025-06-23T13:16:50","slug":"how-compliance-as-a-service-drive-msp-growth","status":"publish","type":"post","link":"https:\/\/mspglobal.com\/blog\/how-compliance-as-a-service-drive-msp-growth\/","title":{"rendered":"How Compliance as a Service Can Drive MSP Growth"},"content":{"rendered":"\n

How Compliance as a Service Can Drive MSP Growth<\/h2>\n\n\n\n

If you\u2019re running an MSP business these days, you might feel like you\u2019re riding a rollercoaster\u2014and not the kind at PortAventura theme park \u00e0 la MSP GLOBAL! Every client request, new piece of regulation, and cyber threat might give you that stomach-dropping, churning sensation.<\/p>\n\n\n\n

But each challenge is also an opportunity: for example, integrating Compliance as a Service (CaaS) into your offerings means you can bolster your clients\u2019 security and operational efficiency, while also tapping into a recurring revenue stream in a market that\u2019s projected to be worth $75 billion by 2028.\u00a0Okay, but where does an MSP even start? We spoke to Greg Jones, Kaseya\u2019s Senior VP of MSP Enablement, EMEA and North America, to find out more.<\/p>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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The 2025 Kaseya\/Datto State of the MSP Industry <\/em>report<\/a> <\/em>has some eye-opening stats for and about MSPs. 43% of respondents are really worried about acquiring new customers and 37% about revenue growth. What challenges are you seeing in the MSP sphere at the moment?<\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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This is a really interesting time. For MSPs, this year is all about diversifying. New MSPs are coming into the market, which creates more competition. Many MSPs are therefore considering how they can differentiate themselves and stand out from the crowd\u2014for example, by offering new services. But it\u2019s still a very buoyant market\u2014at Kaseya, we’re seeing 16.5% organic growth on some very large revenue, reflecting growth in the MSP channel.<\/p>\n\n\n\n


\u201cYou can no longer stand out by saying: \u2018We’re a great company, we have been around for over 50 years.\u2019 Customers want to know how you are going to make a difference to their operations.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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In your opinion, what are the barriers to growth for MSPs?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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One of the challenges for MSPs is not knowing their position in the market. This affects how they package, price and position themselves, and how they communicate value-add to their customers. They need to not only focus on the technology, but more importantly emphasize the tangible business outcome they can achieve for their customer. Ultimately, that is what SMBs and SMEs want. As an MSP, you can no longer stand out by saying: \u201cWe’re a great company, we have been around for over 50 years\u201d. Customers and prospects are not interested in your service level agreement\u2013 that’s a given today. Instead, they want to know how you are going to make a difference to their operations. Now is a great opportunity to diversify as an MSP\u2014otherwise you will lose market share.<\/p>\n\n\n\n


\u201cOften, the main reason that an SMB or SME switches MSP is not because of poor service. It\u2019s because their MSP doesn\u2019t provide the tools, technology or service that they need to do business with clients who are heavily regulated.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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So, opportunity is really knocking for MSPs. Can you tell us about why Compliance as a Service (CaaS) is such an important growth driver for MSPs?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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CaaS represents a significant opportunity for MSPs. On average, CaaS is running at about 70% profitability, which is huge. We still see some MSPs with 10%, 15%, 20% profit margins, so to be able to tap into something that offers so much more profitability is great. At a higher level, it’s also what their customers need: even smaller businesses now need to be able to demonstrate compliance.
<\/p>\n\n\n\n

In the enterprise space\u2014particularly in tenders and RFPs\u2014anybody who wants to win business today must show they take compliance, cybersecurity, and cyber resilience seriously. Enterprises need to have robust supply chain management, for example, and ensure that the businesses they are dealing with are aware of the risks and are managing frameworks\u2014such as DORA, NIS2, GDPR, and HIPAA.
<\/p>\n\n\n\n

Often, the main reason that an SMB or SME switches MSP is not because of poor service. It\u2019s because their MSP doesn’t provide the tools, the technology, or the service that they need to do business with clients who are heavily regulated. If, as an MSP, you start to pivot now, you can get ahead of the curve and minimize the risk of losing customers.<\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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What are the benefits for MSPs in offering CaaS?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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The main benefits are profitability and retaining customers. There\u2019s also the upsell and cross-sell opportunity within your existing book of business: it’s always more cost efficient to sell to your existing customer base than go after new prospects. That said, promoting that you are offering CaaS is also a great way to attract new business.
<\/p>\n\n\n\n

In most cases, you will find areas where a business can improve against NIS2, DORA or other compliance frameworks. It’s a great way to say: \u2018We’ve identified this issue; we can help manage and fix it or offer you a project to remediate the risks we\u2019ve identified\u2019. Like co-managed IT, CaaS is a great way to diversify and protect your revenue stream and retain clients.
<\/p>\n\n\n\n

\u201cDo you have the skillset to deliver CaaS today? The answer is probably no, not right now. But there are ways to address that.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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And what about downsides to offering CaaS? Are there any?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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You need to fully assess where you’re at as an MSP at the moment. Do you have the skillset to deliver this today? The answer is probably no, not right now. But there are ways to address that. Ask yourself: \u201cHow do I upskill my internal resources, or should I outsource elements of this?\u201d For example, can you outsource the penetration testing elements of CaaS to a specialized team?
<\/p>\n\n\n\n

Overall, I think the benefits outweigh the negatives. This market will be worth $75 billion by 2028. At Kaseya, we want our partners not just to be aware of the opportunities, but to also tap into those revenue streams so that they can grow and scale their business.<\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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If an MSP looks at the logistics of implementing CaaS and discovers that they might not be fully set up to do it, what opportunities are there for them to partner up to drive CaaS success?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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There are a huge number of opportunities for MSPs to pivot and diversify. First, you need to assess where your business stands regarding CaaS. As an MSP, are you internally complying with regulations? Look at your internal skillset\u2014do you have the capabilities, time, and resources to offer this as a service? Once you have a benchmark, you can decide.
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There are hundreds of companies to consider partnering with. For example, if an MSP included Vonahi\u2014Kaseya\u2019s automated penetration testing\u2014in their CaaS stack, that wouldn’t require any additional resources because it goes to a fully accredited pen-test team that is CREST-certified, and you get the report back. There\u2019s an abundance of ways that you can tap into this market. You don’t have to hire expensive resources\u2014instead you can outsource many of those services. MSPs are packaging, bundling and acting as the front-of-house for delivery of those services.<\/p>\n\n\n\n

\u201cIt\u2019s important not to get hung up on the frameworks themselves. It’s the processes and business procedures and security within those frameworks that are important.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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How important do you think it is for MSPs to be very specific in the kind of compliance service they offer? Or is it good to be more diverse?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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The flagship frameworks in EMEA are currently NIS2, DORA, and GDPR. However, depending on who your customers are, it\u2019s important not to get hung up on the frameworks themselves. It’s the processes, business procedures and security within those frameworks that are important. It might be that you do a project and tick boxes in six frameworks just by doing one element. That could be anything from two-factor authentication to disabling USB or deploying policies across Office 365.
<\/p>\n\n\n\n

These frameworks encourage businesses to stop, review the issues they raise, and make an educated business risk analysis. Sometimes you don’t even need to apply a framework. You might say, \u201cWe\u2019ve looked at this and we do not believe this is a significant enough risk to undergo the necessary procedures to mitigate it.\u201d
<\/p>\n\n\n\n

\u201cDon’t think you can do it overnight and certainly don’t think you can do it on your own.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n

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\"MSP<\/figure>\n<\/div>\n\n\n\n
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Finally, what would be your number one piece of advice for an MSP looking to start offering CaaS?<\/strong><\/h3>\n<\/div>\n<\/div>\n\n\n\n
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\"Greg<\/figure>\n<\/div>\n\n\n\n
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Don’t rush the process. You need to adapt, pivot, and change now; but don’t think you can do it overnight and certainly don’t think you can do it on your own. Leverage your relationships\u2014whether that’s with other vendors or with other MSPs\u2014because they might already be experts in that particular field. There are very niche skillsets within compliance, so it could be challenging for an MSP to cover them all by themselves. Therefore, assess your existing needs and leverage your relationships in the market.<\/p>\n<\/div>\n<\/div>\n\n\n\n

MSP Global 2025<\/th><\/tr><\/thead>
Register for MSP GLOBAL<\/a>: Join us in Barcelona in October to get the latest industry news, meet the people in the know and discover solutions to get you ahead in Compliance as a Service.<\/em><\/td><\/tr><\/tbody><\/table><\/figure>\n","protected":false},"excerpt":{"rendered":"

How Compliance as a Service Can Drive MSP Growth If you\u2019re running an MSP business these days, you might feel like you\u2019re riding a rollercoaster\u2014and not the kind at PortAventura theme park \u00e0 la MSP GLOBAL! Every client request, new piece of regulation, and cyber threat might give you that stomach-dropping, churning sensation. But each […]<\/p>\n","protected":false},"author":31,"featured_media":12075,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"mark_post_sync":false,"footnotes":""},"categories":[1512],"tags":[],"class_list":["post-11977","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-opinion"],"yoast_head":"\nHow Compliance as a Service Can Drive MSP Growth<\/title>\n<meta name=\"description\" content=\"Greg Jones (Kaseya) shares how MSPs can turn compliance chaos into growth by integrating Compliance as a Service (CaaS) into their offerings.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/mspglobal.com\/blog\/how-compliance-as-a-service-drive-msp-growth\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta 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