Want to see my high school graduation picture? Trust me, you don’t. It’s a blast from the past that shows hair, clothes, and even a photography style that are now all sorely out of date.
That’s the way snapshots are....they capture one moment in time.
Penetration tests are the same way. They are a snapshot of one moment in time. But the cybersecurity landscape changes quickly, and that snapshot doesn’t last long. You know what that means. Recurring penetration tests are a necessity, not a preference.
SPOILER ALERT: Penetration tests not only keep your clients safer, but they also foster a culture of security within the organization. They embed cybersecurity into the business ethos, ensuring it is not just an IT concern but a company-wide priority.
And folks, there’s a bonus you’re probably not thinking about. If you were to offer and get your client to spend the same amount of money over the course of a year, you are likely to make more revenue (and have a higher valuation).
Consider selling them a one-off $24K pen test. You have it done this year. You read out the results and explain what needs to be done once. They may have checked a box, but what’s stopping them from engaging someone else next year?
On top of that, your business valuation is higher! This is the real bonus to doing a recurring assessment. Instead of selling a project that is considered non-recurring revenue—you get to show an additional amount of MRR! This ups your value considerably. Your multiplier on MRR is substantially greater to an investor than the one-off deal!
The Cyber Threat Lanscape
Let’s take a moment and think about the cyber threats to your MSP. Are they the same today that they were a year ago? Or for that matter, even a month ago?
Hackers are constantly developing new strategies and tools to exploit vulnerabilities. A one-time penetration test might reveal current weaknesses, but it cannot anticipate future threats. Regular testing ensures that a business is prepared not just for today's threats, but also for tomorrow's.
So, let’s go through some questions to get a fuller picture here.
What about all of those software updates?
Businesses regularly update software and systems to enhance functionality or address vulnerabilities. Each update, while potentially fixing certain issues, also can introduce new vulnerabilities. Recurring penetration testing ensures that these updates do not inadvertently compromise the security of the network.
What if your client’s business changes?
As a company grows, so does its digital infrastructure. New technologies, processes, and employee practices can create unforeseen security gaps. Regular penetration testing aligns with the pace of business growth, ensuring that each stage of expansion is underpinned by robust cybersecurity measures.
Do they have regulatory pressures?
Many industries are governed by stringent regulatory standards that mandate regular cybersecurity assessments. For instance, industries handling sensitive customer data might be required to undergo periodic security evaluations. Recurring penetration tests not only ensure compliance but also demonstrate a commitment to best practices in data protection.
How can you be their go-to security solution?
Client trust is a valuable commodity. Regular penetration testing demonstrates a proactive approach to data security, thereby bolstering client confidence. This can be a significant competitive advantage.
Your Solution
While a one-time penetration test might seem cost-effective, it could lead to more significant expenses in the long run if vulnerabilities are not continuously identified and addressed. Regular testing allows for the timely remediation of risks, potentially saving companies from expensive breaches and data loss incidents.
What if you could show them how they are improving over time WITH the click of a button?
Recurring penetration tests provide valuable data over time. This longitudinal analysis can reveal patterns in vulnerabilities, effectiveness of remediation strategies, and changes in the threat landscape. This ongoing analysis is crucial for strategic planning and continuous improvement in cybersecurity measures.
As businesses adopt new technologies such as cloud computing, IoT devices, and AI, they encounter a new set of security challenges. Regular penetration testing ensures that these technologies are integrated into the business securely, safeguarding against evolving threats targeting these new platforms.
So, what if you sold clients a 2K per month engagement, performing a recurring penetration test that showed change in time vulnerabilities and improvements to their security posture? What if you were able to meet with them on a quarterly basis and have frequent updates? If you sold them a 2K per month deal that they had budgeted for going forward, your likelihood of sticking a renewal is pretty high—especially if they are seeing progress and able to report that to their insurance company, SOC2 auditor or compliance auditor.
Now… imagine this. Instead of just selling one recurring assessment to one client, what if you could sell 10? That would have a big impact to your numbers! What if you got 80% of your clients to sign up for a recurring assessment that not only fulfilled requirements, showed improvements to their security—both the tools they are investing in, the processes they are performing and their overall risk profile improving? Recurring assessments are a win-win. Change the conversation and get them ready and able to invest in their security posture.
How do you do this? Start with one client who needs a penetration test. Get them to see the value in spreading the cost and analysis out into a continual assessment. This will likely be a no-brainer. Who wants to shell out everything up front? Get them to see the value in doing it over again over time. This is the key to a stronger relationship. One that is built on trust in doing the right things.
While a one-time penetration test can provide valuable insights, it falls short of addressing the dynamic and evolving nature of cyber threats. Recurring penetration testing offers a comprehensive, proactive approach, aligning with continuous changes in technology, business practices, and the cyber threat landscape. It's not just about finding vulnerabilities; it's about staying ahead in a digital world where threats evolve as rapidly as opportunities. As businesses grow and adapt, so too should their approach to cybersecurity – and that calls for a commitment to regular, thorough penetration testing.
If you want real success, one snapshot isn’t enough.
