Your Clients Don’t Need Another IT Vendor. They Need a Cybersecurity Leader.
If you’re still selling managed services like it’s 2015, you’re already losing. The MSP market has shifted. The stakes are higher. Clients aren’t asking how many tickets you closed or whether the server is patched. They want to know how you're protecting their business from real threats.
They're not looking for tech talk. They're looking for someone to lead.
The problem is most MSPs are playing defense. They react to security issues. They sell tool stacks. They talk about uptime. Meanwhile, competitors are walking into those same accounts offering something different: cybersecurity leadership.
You either become your client’s trusted advisor or someone else will.
Security Is No Longer a Line Item. It's the Core of Your Business.
Firewalls, backups, antivirus—those are table stakes. If that’s still your pitch, you’re selling something every other MSP can deliver. And if you’re not leading with security, you’re vulnerable to losing clients and exposing your business to liability.
Today’s clients are facing:
Ransomware attacks that halt operations
Regulatory audits that demand evidence
Insurance renewals with strict security requirements
Lawsuits from customers or partners after a breach
They don’t need another monthly report. They need someone who can help them make smart decisions that protect their company. That someone should be you.
When You Don't Step Up, Someone Else Steps In
Here’s the real risk: once another provider gains influence over your client’s security strategy, you're on borrowed time. That outside firm—whether it’s a CPA offering compliance services, a cybersecurity vendor, or even a consultant—won’t just give recommendations. They’ll start picking apart your stack. Your processes. Your decisions.
It doesn’t matter how long you've supported the client. Once someone else is seen as the authority, you’re done.
Being a Trusted Advisor Isn't Optional. It's a Matter of Survival.
The minute a breach happens, the blame game begins. If you haven't clearly documented your recommendations, outlined accepted risks, and had regular security discussions with the client, you’ll be the first one blamed.
Not because you did anything wrong—but because you didn’t lead.
This is why every MSP needs to operate like a vCSO. Not just offering technical fixes, but providing strategic guidance. Showing clients where the risks are. Giving them a plan to address those risks. And documenting it all.
You’re Already Doing the Work. It’s Time to Own the Role.
You’re probably giving clients security advice right now. You’re telling them to enable MFA. You're pushing for password managers, endpoint protection, better backups.
But are you being intentional about how that advice is delivered? Are you leading formal security meetings? Are you logging declined recommendations as accepted risk? Are you helping them understand the business consequences of poor security decisions?
That’s what separates an MSP from a vCSO.
Want to Lock in Your Role? Start with the Right Framework.
Level Up lays it out step by step. It’s not theory. It’s a tested system built for MSPs who are ready to take control of client relationships and avoid getting caught in legal crossfire after an incident.
Written by Bruce McCully, Level Up: The Ultimate Framework for Avoiding Liability and Protecting Your Clients as a vCSO gives you:
- A clear process to run impactful security briefings with clients
- Templates to document risk acceptance and declined recommendations
- A repeatable model for delivering vCSO services at scale
- Real-world examples from MSPs who shifted from reactive to proactive
This isn’t about adding more tools. It’s about showing up as the cybersecurity leader your clients need before someone else takes that role from you.
Get the Book. Build the Program. Lead the Conversation.
If you’re serious about protecting your clients and your own business, it’s time to act.
The clients who stay the longest, spend the most, and follow your recommendations are the ones who see you as their cybersecurity advisor. The ones who trust you to keep their business safe.
Be that advisor. Or watch someone else take your place.
