MSP Partner Playbook

Compliance services represent one of the fastest-growing opportunities for MSPs. Here's why:

Growing Demand: Every business that handles customer data faces compliance requirements. SOC 2, HIPAA, GDPR, and other frameworks are no longer optional for companies selling to enterprise customers or handling sensitive data.

Recurring Revenue: Unlike project-based work, compliance is an ongoing need. Policies need annual reviews, evidence must be collected continuously, and frameworks evolve. This creates predictable, recurring revenue streams.

High Margins: With the right tools, compliance services can achieve 40%+ margins. Beth's automation handles the heavy lifting, allowing you to deliver enterprise-grade compliance without hiring compliance specialists.

Client Stickiness: Clients who rely on you for compliance are deeply integrated into your services. This creates strong retention and opportunities to expand into other security services.

Not every client needs compliance services today, but many do—they just don't know it yet. Here's how to identify opportunities:

• Clients pursuing enterprise deals (SOC 2 is often required)
• Healthcare providers and their vendors (HIPAA)
• Companies handling EU customer data (GDPR)
• Financial services vendors (SOC 2, PCI-DSS)

• Fast-growing startups approaching Series A/B (investors ask about security)
• Companies with recent security incidents
• Businesses in regulated industries expanding services

• "Have any prospects asked about your security practices?"
• "Do you handle any healthcare or financial data?"
• "Are you selling to enterprise customers?"

Lead with Business Value, Not Fear

Instead of: "You could get fined for non-compliance" Try: "SOC 2 certification opens doors to enterprise deals worth 10x your current contracts"

Package Your Services

Create tiered packages that make it easy for clients to say yes:

• **Compliance Assessment**: One-time gap analysis and roadmap
• **Compliance Management**: Ongoing program management and monitoring
• **Compliance + Security**: Full security and compliance bundle

Pricing Guidelines

• Assessment: $2,500 - $7,500 depending on complexity
• Monthly management: $500 - $2,000/month per framework
• Bundle discounts for multiple frameworks

Your margins will depend on efficiency. With Beth, most partners achieve 40%+ margins on compliance services.

A smooth onboarding experience sets the foundation for a successful engagement:

• Conduct kickoff meeting with stakeholders
• Identify target frameworks and timeline
• Begin system integrations (AWS, Azure, identity providers)
• Run initial gap analysis

• Review AI-generated compliance apps with client
• Customize policies for their specific needs
• Set up employee portal access
• Configure evidence collection schedules

• Train client team on their responsibilities
• Launch employee awareness program
• Begin continuous monitoring
• Schedule regular check-ins

• Monthly compliance score reviews
• Quarterly policy updates
• Annual audit preparation
• Continuous evidence collection