651 Overcoming MSP Security Sales Challenges with HighGround.io

Uncle Marv's IT Business Podcast

Episode Sponsor: Thread (www.getthread.com)

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Mark Lamb, the founder and CEO of HighGround.io, joins the podcast to discuss his cybersecurity platform designed for IT service providers. HighGround.io is a cybersecurity sales tool that helps MSPs communicate their clients' technology spend, cybersecurity posture, and resilience in a visually appealing and understandable manner.[1]

The platform integrates with PSA tools like ConnectWise Manage to pull down a client's spend data with the MSP. It then maps this spend across various technology areas, such as support, cybersecurity, backup, Office 365, and connectivity. This visual representation allows clients to understand where their money is being allocated.[1]

HighGround.io also enables MSPs to quickly assess their clients' cybersecurity posture and resilience. It provides three primary metrics: the cyber score (a universal metric of security posture), the resilience score (readiness to respond and recover from a cyber attack), and a visual mapping of these scores against the NIST Cybersecurity Framework.[1]

Mark emphasizes that while KPIs are useful, they don't fully explain the breadth of security. By mapping the scores to the NIST framework, clients can easily identify their strengths and weaknesses across different security domains, such as protection, detection, and recovery.[1]

HighGround.io is designed for ongoing use with existing clients, as cybersecurity is a continuous agenda item in MSP-client relationships. It facilitates holistic discussions about security while considering other IT services and challenges.[1]

Mark shares his background as an MSP in Scotland, where he experienced firsthand the challenges of selling cybersecurity solutions to clients. Despite building a robust security stack, clients were reluctant to purchase it, leading Mark to investigate the root cause – a lack of understanding and complexity.[1]

He emphasizes that HighGround.io addresses the sales problem that other vendors have failed to solve effectively. Unlike traditional risk assessments, which often result in clients only skimming the executive summary, HighGround.io aims to revolutionize the way MSPs communicate security posture and needs to clients.[1]

Key Takeaways

• HighGround.io is a cybersecurity sales tool for MSPs to visually represent clients' technology spend, cybersecurity posture, and resilience.
• It provides metrics like the cyber score, resilience score, and NIST framework mapping to communicate security posture effectively.
• The platform integrates with PSA tools and is designed for ongoing use with existing clients.
• Mark Lamb created HighGround.io based on his experience as an MSP, addressing the challenges of selling cybersecurity solutions.
• HighGround.io aims to revolutionize how MSPs communicate security needs to clients, moving away from traditional risk assessments.

Links from the show

Website: https://www.highground.io

=== Show Information

• Website: https://www.itbusinesspodcast.com/
• Host: Marvin Bee
• Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ
• Become a monthly supporter: https://www.buymeacoffee.com/unclemarv

=== Music:

• Song: Upbeat & Fun Sports Rock Logo
• Author: AlexanderRufire
• License Code: 7X9F52DNML - Date: January 1st, 2024