How to supercharge your MSP Security Program

Profitability in security isn’t won by piling on tools. It’s earned by changing the client conversation. In this weeks blog post, I capture the highlights from an interview with Mike Hughes (opens in new tab)who is the CEO ofDura Cyber (opens in new tab). We unpack how their Fortify program helps MSPs:

(1) restart the security dialogue through AI/data-risk

(2) package security as its own managed service

(3) standardize on Microsoft 365 where it counts

(4) prove measurable risk reduction clients can see

Why Tools Aren’t Your Edge#

Many MSPs try to “solve security” by adding more products to an all-in bundle. Margins shrink, clients stay unaware of their risk, and the MSP remains stuck in reactive mode. Mike’s take:

“MSPs aren’t really selling products—they’re selling experience. And the experience gets better when you engage the business about risk.”

The unlock: lead with the business problem (data exposure, AI misuse, identity/device gaps), not the tool list.

Employees are pasting company data into AI tools. That fact alone creates a clear, non-technical entry point:

• Starter questions for the CEO/CFO:
  • “Are you okay with company data being uploaded to public AI systems?”
  • “Do you want any employee device to be able to sync company data without controls?”

Most leaders say “no”—and that “no” opens the door to a structured security path, not a fear pitch.

The Fortify Program (F1 → F4): A Clear Journey Clients Can Follow#

Dura Cyber’s Fortify flow meets customers where they are and moves them fast with low friction:

1. F1: Identity, Email, and Credential Protection
   • MFA/CA baselines, privileged access, user hygiene.
   • Immediate wins against the #1 attack vector: people.
2. F2: Devices Management and Security
   • See which devices connect, tame BYOD, apply basic protections.
   • Low impact, rapid deployment. Clients feel progress.
3. F3: Data Exfiltration Safeguards
   • Show leaders what employees are actually doing with data (sharing, links, oversharing).
   • Transforms the conversation from abstract risk to visible behavior.
4. F4: Sensitive Data Protection
   • Locate sensitive data, reduce oversharing, establish protected zones.
   • Build confidence for responsible AI adoption.

Why it works: It’s measurable. Secure Score, CIS/CS (IG1/IG2) movement, and platform reports (e.g., CloudCapsule) make progress obvious, even when the controls live “under the hood.”

Package Security Separately (and Stop Quietly Eating Costs)#

If security is buried inside your generic MSP bundle, two bad things happen:

• Clients assume “it’s all included,” creating dangerous mismatched expectations.
• You silently absorb growing security costs as the threat landscape evolves.

Fix: Split offerings into:

• MSP Core (operations, support)
• Security (identity, devices, data governance, monitoring)
• Data/AI Governance (controls, enablement, adoption)

When clients see distinct lines, they ask, “Why aren’t we on the security package?”—and you get a cleaner, more defensible contract.

Pricing reality check: Many MSPs with basic/standard stacks already sit near $30–35/user in inputs. For modern protections that address AI-era risks, Mike often sees total programs land around $60–65/user (varies by size/scope). Can’t jump there today? Phase it—start with F1/F2, add the rest over time.

Tech Stack Strategy: Standardize Where It Matters#

Dura Cyber is Microsoft-centric by design:

• Business Premium as the baseline
• Defender for Endpoint as standard
• Intune as “the new Group Policy” for consistent enforcement

Does Microsoft do everything? No. You’ll still fill MDR/backup gaps and add specialty tools. But consolidation:

• Shrinks swivel-chair overhead
• Gives you one incident pane of glass when it counts
• Makes the story simpler for clients

Handling Common Client Objections#

• “We didn’t budget for this.”
  Meet them where they are. Start with no-regrets moves on existing licenses (F1/F2), then phase in.
• “We thought this was included.”
  Clear packaging eliminates the assumption. Show the difference between MSP Core and Security.
• “We’ll wait until later.”
  Visibility changes minds: when leaders see oversharing and identity gaps, velocity increases.

Measurable Business Impact#

Dura Cyber’s partners commonly report:

• +$30–$50 per seat of additional revenue across the base
• Fewer reactive tickets as baselines harden
• Faster executive buy-in thanks to data-driven visibility and a clear roadmap

How to Start (This Week)#

1. Email five clients with two questions about AI data exposure (see earlier section).
2. Offer a 60-minute “AI & Data Risk Check-In” with an F1/F2 quick action plan.
3. Package the program: MSP Core, Security, Data/AI Governance, each with clear outcomes and metrics.
4. Standardize your baseline (M365 BP + Defender + Intune). Close gaps with a short, opinionated list.
5. Measure and show progress (Secure Score, CIS/CS IG1/IG2, and platform reports).

Learn More / Get Involved#

• Interested in the Fortify program? Drop a note to Mike at mike.hughes@duracyber.tech
• Want client-ready reporting and security roadmaps? Platforms like CloudCapsule visualize controls, movement against frameworks, and executive-friendly summaries. Perfect for the recurring security QBR and doing a gap analysis against common frameworks like CIS/NIST.

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