You’re Secure, But Are You Compliant? How MSPs Can Turn Compliance into a Competitive Advantage

Time to read

4 minutes

Author

Harriet Robbins
Cyber Security Practice Manager

Date published

July 2025

As an MSP, you’re the first line of defence for your customers, but how confident are you in your own security and compliance posture?

In our recent webinar, You’re Secure, But Are You Compliant?, we explored how compliance can be more than a regulatory requirement. It can be a strategic differentiator. Hosted by our Cyber Security Practice Manager, Harriet Robbins, the session featured expert insights from Faisal Shabir (EC-Council) and Sam Peters (ISMS.online).

Here’s a Q&A-style breakdown of the key takeaways, packed with practical advice and real-world examples to help you lead the compliance conversation with confidence.

Why is compliance more than a tick-box exercise?

Sam Peters: “Security is about protecting what needs protecting—MFA, patching, logging. Compliance is the structured, auditable way to prove you’re doing it. Without compliance, your security is invisible. Without security, your compliance is just paper.”

Faisal Shabir: “Compliance should define your frameworks, but security should lead your strategy. Too many organisations treat compliance as a baseline, but true resilience goes beyond that.”

What are the practical benefits of aligning with a framework?

Faisal: “Frameworks like ISO 27001 or NIST build trust with clients, reduce risk, and improve operational efficiency. They also make you more competitive in a crowded MSP market.”

Sam: “Certifications position you as a strategic partner. They give you a repeatable way to talk about maturity with customers and help shorten sales cycles.”

What are common pitfalls MSPs face when pursuing certifications?

Faisal: “Treating compliance as a one-time project, neglecting internal training, and poor documentation. Compliance should be part of your long-term business strategy.”

Sam: “If you implement compliance in isolation, you miss out on the cultural and operational benefits. It should be embedded into how your business operates.”

How does compliance help protect against cyber attacks?

Faisal: “Compliance frameworks provide structured risk management, audit readiness, and client assurance. They help reduce your attack surface and build resilience.”

Sam: “External audits should be seen as learning opportunities. They help you improve your security posture.”

What’s your top advice for MSPs looking to strengthen security and compliance?

Sam: “Choose a relevant standard and implement it. Use tools—not spreadsheets—to manage compliance. It gives you visibility into your risks and progress.”

Faisal: “Build a security-first culture. Use compliance frameworks to refine and prove your practices. Be agile and proactive.”

Which standards are most important: NIS2, ISO 27001, or Cyber Essentials?

Sam: “Start with Cyber Essentials if you’re new. ISO 27001 is ideal for more mature MSPs. NIS2 is essential if your industry falls under its directive.”

Faisal: “Cyber Essentials is a low-cost option that keeps smaller organisations secure. It’s a great place to start.”

How can AI and automation help with compliance?

Faisal: “AI-powered tools can streamline compliance, speed up incident response, and keep documentation and training up to date. Many security applications now embed AI to improve efficiency.”

Why leading by example matters?

23% of SMBs are actively looking for a new IT provider (Analysis Mason, 2025). You can have all the fancy tools in the world, but if you don’t have the right culture and education, someone’s still going to click a link.

That’s why compliance isn’t just about frameworks, it’s about mindset. It’s about showing your customers that you take security seriously, and that you’re not just reacting to threats, but proactively managing them.

The Giacom Advantage: Essential. Enhanced. Elite.

To help MSPs navigate the complexity of compliance, we’ve developed the Essential-Enhanced-Elite Security Framework:

Essential: Foundational controls like MFA, patching, and user training.

Enhanced: Compliance tooling, risk management, and automation.

Elite: Strategic services like SOCaaS, penetration testing, and AI-driven threat detection.

This layered approach helps you meet customers where they are and grow with them.

With our framework and support, you can position your business as a leading provider, stand out from the competition, and unlock new revenue streams.

Final thoughts

Compliance isn’t just about avoiding fines. It’s about building trust, reducing churn, and unlocking new revenue streams.

With our framework and expert support, you can position your business as a leading provider, scale securely, and differentiate your offering in a crowded market.

Useful links

Phishing for Trouble is the podcast from ISMS.online – a great listen for MSPs looking to stay sharp on security and compliance trends.

As Faisal Shabir noted, “MSPs need to be qualified to handle penetration testing and incidents.” That’s where  EC-Council  can help with globally recognised certifications in ethical hacking, incident response, and more.