Security, the saying goes, is a team sport. Most channel pros with a winning team get at least some of the skills and resources they need to keep customers safe from beyond their own staff.
While MSPs tend to think that they can do everything, that’s not always possible, experts have said. That’s especially true these days. Cybercriminals have evolved, too. Ransomware as a service, AI-driven phishing, and supply chain attacks are making it harder for MSPs to keep up without specialized help.
“I need a fleet of people with all the new vulnerabilities that are out there,” said Michael Goldstein, Southeast Florida market president of LAN Infotech, an Entech company. Partnering with outsiders makes far better financial sense and results in better protection for end users.
Other MSPs have reached the same conclusion. Given the ever-expanding range of threats SMBs face these days, the question isn’t whether to outsource a portion of their security services. It’s which ones to outsource, and how best to do it.
Where to Begin with Outsourced Security
A good starting point is round-the-clock monitoring and analysis provided by a security operations center (SOC) with state-of-the-art SIEM software. Many MSPs are also looking at MDR (managed detection and response) and XDR (extended detection and response) solutions to counter sophisticated threats like zero-day exploits and AI-powered attacks.
Rory V. Sanchez
However, many businesses cannot afford that investment. Setting up a facility and equipping it with software are just part of that investment. Hiring experienced security specialists is a steep yet indispensable expense too.
“There are a lot of intricacies to the business,” observed Rory Sanchez, CEO of Forthright Technology Partners. “A lot of MSPs don’t have the in-house expertise to really get into the weeds on security issues. Who do they escalate that to when they really get into a jam?”
On a day-to-day basis, he added, third-party SOC providers can help IT generalists spot risks they might otherwise miss, separate real issues from false positives, formulate incident response plans, and assist with post-breach threat hunting. “A lot of MSPs are not really equipped to make sure that the bad guys are out,” Sanchez added.
A Fresh Set of Eyes
Experts noted that compliance frameworks like HIPAA, GDPR, CMMC, NIST CSF or ISO 27001 are specialized areas where MSPs often rely on third-party expertise.
IT providers can bring in third parties for audits and penetration tests too, according to Sanchez. Almost everyone benefits from having a fresh set of eyes double-check their work. “We’re all about outside validation,” he said.
Of course, offloading everything you do in security may leave customers wondering what they’re paying you for. Setting limits on outsourcing is important. For example, some MSPs handle hands-on, relationship-enhancing tasks like policy setting and strategic consulting themselves. Others, like Goldstein, draw the line at endpoint protection and other basics performed behind the firewall.
“Anything inside the network, I want to handle,” Goldstein emphasized. “Anything coming into the network, I would probably want to outsource.”
Michael Goldstein
Working Well Together
Given the potential consequences of a security lapse, choosing the right outside security partner is critical.
MSPs need to interview potential partners as if they’re hiring them, since they will be considered an extension of your business. You can question prospective outsourcers about their SLAs in areas like:
- Are they available 24/7?
- Will they provide access to live security analysts or rely solely on artificial intelligence?
- Will they contact your clients without your permission?
- Will they sell direct?
Once you’ve found a partner you like, clarify the division of labor to guarantee that important tasks don’t fall through the cracks. “You want some clearly drawn lines on what are you responsible for and what are we responsible for,” Sanchez insisted.
Building a strong working relationship is equally vital. That communication should be with specific individuals you can count on to take your calls when it counts. “I don’t want to be at the mercy of support for something simple,” Goldstein shared. “I need to be able to get to someone.”
It’s also a good idea to speak regularly with contacts on an outsourcer’s sales team to keep informed about services and capabilities on the roadmap. “We want to know what’s coming up the pike,” Goldstein added.
Getting to know an outsourcer takes time, so avoid switching companies any more than necessary. Constantly switching vendors often backfires while consistency builds trust and efficiency.
Sharing security duties with someone other than yourself is increasingly a must. The stakes have never been higher. Ransomware gangs now operate like full-fledged businesses, and attackers are leveraging automation and AI to scale their campaigns. Outsourcing gives MSPs access to advanced tools and expertise they can’t easily build in-house.
This article was updated on 1/2/2026.
Featured image: AlAfiq — stock.adobe.com
