The $1M+ Opportunity Most MSPs Are Missing
Most MSPs assume compliance is only for Fortune 500 companies—something reserved for healthcare giants, banks, and massive corporations.
That’s dead wrong.
Small and mid-sized businesses (SMBs) are drowning in compliance requirements. HIPAA. PCI. FTC Safeguards. Cyber insurance mandates. The list keeps growing.
And here’s the real issue: when an SMB suffers a breach, they need proof they were taking the right steps to protect data.
Otherwise, they’re a target—not just for regulators, but for a new breed of ambulance-chasing attorneys. These lawyers run ads targeting breach victims, promising big payouts if they sue the organization that got hacked.
And here’s the kicker: most SMBs have no idea how to protect themselves. This is where MSPs have an opportunity—one that most are completely missing.
The best MSPs aren’t just closing compliance deals. They’re landing six-figure contracts with SMBs—without adding a single new hire.
Here’s how.
The Compliance Opportunity Most MSPs Are Overlooking
The old MSP model was built around technical problems.
- Something breaks? You fix it.
- The client needs a new system? You install it.
That’s not where the real business risk is anymore.
Today’s biggest risks are:
- Regulatory failure—resulting in massive fines and lawsuits
- Failure to collect evidence—leading to cyber insurance claim denials
- Supply chain pressure—as vendors demand proof of compliance
SMBs need a compliance strategy—but they don’t know where to start.
Most MSPs avoid compliance because they assume it’s too complicated. But the ones landing $1M+ in compliance contracts figured out something simple:
You don’t need to be a compliance expert. You just need to guide your clients through the process.
How to Package and Sell Compliance-as-a-Service (CaaS)
Most MSPs fail at selling compliance because they try to sell it like a security product.
That doesn’t work.
No business owner wakes up thinking, “I need to buy compliance.”
But they do worry about:
- Avoiding lawsuits and fines
- Qualifying for cyber insurance payouts
- Winning big contracts without getting blocked by security questionnaires
The MSPs closing $1M+ in compliance deals aren’t selling compliance. They’re selling a business outcome.
Here’s how they package it:
- Make Compliance the Gateway, Not the Product
Stop leading with security tools. Start with risk assessments.
Offer a low-friction compliance assessment to help clients identify gaps. Charge for it.
- Price It as a Risk Management Service
Don’t position compliance as just another security feature. It’s an executive-level risk management service.
The best MSPs are charging $2,500–$10,000 per month, per client. They aren’t billing for:
- Patching and monitoring
- Installing tools
- Fixing tickets
Instead, they charge for:
- Regulatory alignment (FTC Safeguards, HIPAA, PCI, SEC)
- Ongoing evidence collection (so clients can prove compliance)
- Board-level compliance reporting
- Build Recurring Revenue Into the Model
Compliance isn’t a one-and-done project. It’s an ongoing need.
Structure your Compliance-as-a-Service offering as:
- Initial assessment (one-time fee)
- Quarterly risk reviews (subscription model)
- Ongoing compliance documentation & reporting (monthly retainer)
This locks in long-term revenue while delivering huge value to the client.
The Exact Conversation That Closes High-Ticket Compliance Clients
Want to land high-ticket compliance deals? Stop talking about compliance.
Start talking about business risk.
Here’s what the best MSPs say to decision-makers:
MSP: “Have you ever been asked to prove your security or compliance?”
Most business owners will say yes—whether it’s for cyber insurance, vendor contracts, or regulations.
MSP: “How long did it take to gather the documentation?”
This is where the pain hits. Most SMBs scramble to pull together policies, logs, and security controls—if they can even find them.
MSP: “What if next time, it only took a single clicks?”
Now they’re listening.
That’s the pitch.
You’re not selling compliance.
You’re selling an easier way to manage it.
The Bottom Line
The MSPs closing $1M+ in compliance contracts aren’t compliance experts.
They’re business advisors.
They don’t sell compliance. They sell risk reduction.
They don’t just offer security services. They make compliance effortless.
And they’re doing it all without hiring more staff.
This is the future of MSP growth. Are you ready to take advantage of it?
