How to supercharge your MSP Security Program

Profitability in security isn’t won by piling on tools. It’s earned by changing the client conversation. In this week's blog post, I capture the highlights from an interview with Mike Hughes who is the CEO of Dura Cyber. We unpack how their Fortify program helps MSPs:

• Restart the security dialogue through AI/data-risk
• Package security as its own managed service
• Standardize on Microsoft 365 where it counts
• Prove measurable risk reduction clients can see

Why Tools Aren’t Your Edge

Many MSPs try to “solve security” by adding more products to an all-in bundle. Margins shrink, clients stay unaware of their risk, and the MSP remains stuck in reactive mode. Mike’s take:

“ “MSPs aren’t really selling products—they’re selling experience. And the experience gets better when you engage the business about risk.”

The unlock: lead with the business problem (data exposure, AI misuse, identity/device gaps), not the tool list.

Employees are pasting company data into AI tools. That fact alone creates a clear, non-technical entry point:

• Starter questions for the CEO/CFO:

  • “Are you okay with company data being uploaded to public AI systems?”

  • “Do you want any employee device to be able to sync company data without controls?”

Most leaders say “no”—and that “no” opens the door to a structured security path, not a fear pitch.

The Fortify Program (F1 → F4): A Clear Journey Clients Can Follow

Dura Cyber’s Fortify flow meets customers where they are and moves them fast with low friction:

1. F1: Identity, Email, and Credential Protection

   • MFA/CA baselines, privileged access, user hygiene.

   • Immediate wins against the #1 attack vector: people.

2. F2: Devices Management and Security 

   • See which devices connect, tame BYOD, apply basic protections.

   • Low impact, rapid deployment. Clients feel progress.

3. F3: Data Exfiltration Safeguards

   • Show leaders what employees are actually doing with data (sharing, links, oversharing).

   • Transforms the conversation from abstract risk to visible behavior.

4. F4: Sensitive Data Protection

   • Locate sensitive data, reduce oversharing, establish protected zones.

   • Build confidence for responsible AI adoption.

Why it works: It’s measurable. Secure Score, CIS/CS (IG1/IG2) movement, and platform reports (e.g., CloudCapsule) make progress obvious, even when the controls live “under the hood.”

Package Security Separately (and Stop Quietly Eating Costs)

If security is buried inside your generic MSP bundle, two bad things happen:

• Clients assume “it’s all included,” creating dangerous mismatched expectations.

• You silently absorb growing security costs as the threat landscape evolves.

Fix: Split offerings into:

• MSP Core (operations, support)

• Security (identity, devices, data governance, monitoring)

• Data/AI Governance (controls, enablement, adoption)

When clients see distinct lines, they ask, “Why aren’t we on the security package?”—and you get a cleaner, more defensible contract.

Pricing reality check: Many MSPs with basic/standard stacks already sit near $30–35/user in inputs. For modern protections that address AI-era risks, Mike often sees total programs land around $60–65/user (varies by size/scope). Can’t jump there today? Phase it—start with F1/F2, add the rest over time.

Tech Stack Strategy: Standardize Where It Matters

Dura Cyber is Microsoft-centric by design:

• Business Premium as the baseline

• Defender for Endpoint as standard

• Intune as “the new Group Policy” for consistent enforcement

Does Microsoft do everything? No. You’ll still fill MDR/backup gaps and add specialty tools. But consolidation:

• Shrinks swivel-chair overhead

• Gives you one incident pane of glass when it counts

• Makes the story simpler for clients

Handling Common Client Objections

• “We didn’t budget for this.”
  Meet them where they are. Start with no-regrets moves on existing licenses (F1/F2), then phase in.

• “We thought this was included.”
  Clear packaging eliminates the assumption. Show the difference between MSP Core and Security.

• “We’ll wait until later.”
  Visibility changes minds: when leaders see oversharing and identity gaps, velocity increases.

Measurable Business Impact

Dura Cyber’s partners commonly report:

• +$30–$50 per seat of additional revenue across the base

• Fewer reactive tickets as baselines harden

• Faster executive buy-in thanks to data-driven visibility and a clear roadmap

How to Start (This Week)

1. Email five clients with two questions about AI data exposure (see earlier section).

2. Offer a 60-minute “AI & Data Risk Check-In” with an F1/F2 quick action plan.

3. Package the program: MSP Core, Security, Data/AI Governance, each with clear outcomes and metrics.

4. Standardize your baseline (M365 BP + Defender + Intune). Close gaps with a short, opinionated list.

5. Measure and show progress (Secure Score, CIS/CS IG1/IG2, and platform reports).

Learn More / Get Involved

• Interested in the Fortify program? Drop a note to Mike at mike.hughes@duracyber.tech or visit Dura Cyber

• Want client-ready reporting and security roadmaps? Platforms like CloudCapsule visualize controls, movement against frameworks, and executive-friendly summaries. Perfect for the recurring security QBR and doing a gap analysis against common frameworks like CIS/NIST.