There’s a quiet shift happening in the cyber insurance world—and if you’re not talking to your clients about it, someone else is. That someone is their insurance provider. And they’re not just selling policies anymore. They’re selling cybersecurity solutions too.
Sounds helpful, right?
Wrong. This is a trap.
Insurance companies are stepping far outside their lane—drafting security policies, providing endpoint tools, even dictating response procedures. On the surface, it looks like they’re checking all the right boxes. But under the hood, they’re building a stack designed to serve only one thing: their own liability exposure.
Let’s break it down.
When the insurance company writes the policy and provides the solution stack to “meet” that policy, they don’t just set the rules—they hold the receipts. They own the logs. They control the narrative. And when something breaks, they’re the prosecutor, judge, and jury.
Your client? They don’t even get a lawyer.
No logs. No advocate. No evidence to fight back.
It’s like being sued in a court where the opposing party wrote the law, built the courthouse, and picked the jury—while you’re blindfolded and unarmed.
This Is Your Wake-Up Call
As the MSP, you need to get ahead of this—now. Because if you don’t, your client becomes their client. And when the breach hits—and it will—they’ll face the denial, the payout refusal, the cold legal reality. And they’ll ask: “Why didn’t I see this coming?”
Don’t let that happen.
The moment the insurer controls the stack, your client is no longer your customer. They’re the liability. They’re boxed in by policies written for denial—not protection.
You’ve seen this play out. The missed patch. The unlogged alert. The fine print nobody read. Suddenly, that $5M policy? Worthless.
But It Gets Worse
Hackers know how this game works. They know these insurer-built stacks are made for audits—not resilience. And when the insurer gets hit—which has already happened—their client list becomes a menu of policy-covered, breach-ready targets.
Why? Because the attacker already has the playbook.
And if your client deployed that stack? You’re now on the list.
What MSPs Must Do Right Now
- Educate Your Clients. They need to hear this from you—before the breach. Show them why letting insurers dictate controls is a risk no business should take.
- Control the Evidence. If you don’t own the stack, you don’t own the logs. And if you can’t access the evidence, you can’t defend your client—or your reputation.
- Demand Separation of Duties. Insurance companies should never be both the underwriter and the provider. That’s not risk management. It’s a conflict of interest.
- Deliver Proof. Show them the work: documentation, tabletop exercises, tested controls. Evidence is what holds up when the lawyers show up.
- Frame the Stakes. This isn’t about tools. It’s about who survives the breach—and who gets buried in the denial.
Bottom Line:
If your clients let their insurer build their cybersecurity stack, they’re giving up control of their risk, their data, and their future. If you want to keep your clients your clients, you need to take back that control.
And here’s the kicker: when the insurer provides the “advanced security” and you’re stuck doing the support, guess who gets blamed when things fall apart?
When the breach hits, don’t be the one stuck digging through someone else’s broken stack—with no logs, no leverage, and no way to help.
You’re the trusted advisor. You own the outcome.
Lead the conversation. Own the security program. And protect your clients—before someone else decides what “secure” looks like, and writes you out of that picture. Here’s one way you can communicate it to your clients.
