The Managed Services Business Model for Security Integrators
Taking a cue from the IT industry, security integrators should look at becoming an MSSP, a provider of multiple managed services, to ensure their long-term viability.
In October 2013 at the ScanSource Security Partner Conference, Chief Technology Officer Greg Dixon gave a presentation titled, “Managed Services — Best Practices for Security Solutions.” This article is an edited version of the full presentation, including many of the slides that Dixon originally presented to attendees.
Dixon believes that security systems integrators need to adopt a business model based on the managed services concept — but one that goes beyond the types of services that a traditional security integrator has ever considered and in many ways resembles that of an IT integrator. Here, he discusses that business model, the factors he feels are influencing the need for it, the financial considerations prompting it, and many suggested new services from providers that offer “dealer programs.”