Customer background
A Managed Service Provider (MSP) was using a well-known scanning service to deliver cybersecurity solutions to its clients. However, the MSP faced significant limitations with their license. Specifically, the license only allowed end clients to access PDF reports, with no ability to view or interact with a live dashboard. This hindered the overall client experience, especially for clients looking for a more intuitive and actionable approach to vulnerability management.
The MSP’s primary goal was to provide their clients with enhanced visibility into their cybersecurity posture and offer a more seamless remediation process, which would enable them to offer greater value and upsell opportunities.
The challenges
Limited Client Access to Data: The license was restrictive because clients could only access static PDF reports, making it difficult to proactively manage vulnerabilities.
Lack of Client Engagement: Without live dashboards or more interactive data, the MSP struggled to engage clients effectively in their security journey, limiting their ability to upsell or deepen client relationships.
Upsell and Revenue Growth: The MSP sought ways to expand its offering from one-off vulnerability assessments to recurring, more comprehensive services that would increase customer retention and revenue.
Rootshell's solution
Rootshell Security helped the MSP address these challenges by transitioning them to a solution that provides live dashboard access for their clients, improving the overall user experience.
Benefits and outcomes
The collaboration between the MSP and Rootshell led to significant improvements for the MSP and their clients:
Dashboards and Remediation: The ability to provide their clients with dynamic dashboards enabling easy vulnerability tracking and remediation, empowering clients to take proactive steps to address security risks in real time.
Service Upsell Potential: The MSP can now upsell from one-off assessments to annual contracts, ensuring recurring revenue while offering clients more comprehensive protection.
Rootshell Platform License Upsell: The MSP can increase the license features for clients who want to benefit from additional capabilities through license upsell opportunities.
Opportunity for Growth: With increased asset utilization, the MSP can scale the service beyond the initial purchased assets, opening up further revenue opportunities.
Expansion story & future potential
Rootshell’s partnership has been a model of success, and the growth trajectory is promising. Not only has the MSP expanded its service offerings, but they are also positioned to further increase revenue through ongoing contracts and upselling opportunities.
Key takeaways
- The partnership has successfully enabled the MSP to overcome its limitations and significantly improve its service offerings.
- The platform’s dashboards enable users to see the status of their threat landscapes at a glance
- Through the upsell opportunities and increased asset utilization, the MSP is positioned for continued growth in 2025 and beyond.
