Remote and hybrid work aren’t going away. Neither are the cybersecurity risks that come with them. This means that hybrid and remote work security is imperative for MSPs.
This guide breaks down the essential security layers every MSP should implement. You’ll also find practical tips on explaining each one to clients and monetizing it within or alongside your current agreements.
Multi-factor Authentication
Implementing multi-factor authentication (MFA) across all cloud platforms, remote desktops, and SaaS tools is foundational to securing hybrid and remote workforces. Still, many clients resist i. They see it as inconvenient, costly, or unnecessary if they already use strong passwords.
- How to Communicate This Need to the Customer: Don’t frame MFA as a technical add-on. Position it as a basic gatekeeper for modern risk management. A helpful metaphor: “If your password is the front door key, MFA is the deadbolt.” Share statistics, for example, more than 90% of account breaches involve compromised credentials. Walk clients through a short, real-world scenario of MFA preventing a breach and tie it to their own risk exposure (email, payroll systems, etc.).
- How to Turn This into Incremental Revenue or Added Value: Include MFA as a standard feature in your base security package and reinforce it during quarterly reviews. For legacy clients, reframe MFA as a “compliance and insurance readiness” requirement, especially for industries subject to cyber insurance validation. If you offer a managed identity service, make MFA the first tier in that offering, with natural upsells into SSO, conditional access, and full identity governance.
Endpoint Monitoring and Management (EDR/MDR)
Remote and hybrid work dramatically expand the attack surface. Every laptop, home office desktop, or unmanaged device is a potential entry point. Endpoint monitoring today isn’t just antivirus. It’s visibility, detection, and response.
- How to Communicate This Need to the Customer: Avoid technical terms like “agents” or “telemetry.” Instead, explain that remote devices lack the protections of the office network. A simple framing: “When your team works from home, we lose the safety net of your office network. Endpoint monitoring gives us eyes on those devices so we can act before small issues turn into big problems.”
- Use Examples of Common Risks: Share relatable scenarios: a phishing link clicked at home, an unpatched laptop used on multiple networks, or a device shared with family members. Make the risks tangible, not theoretical.
- How to Turn This into Incremental Revenue or Added Value: Position endpoint monitoring as a managed security layer, not a software license. Bundle EDR with response, alert triage, and reporting. For higher-tier clients, offer MDR or SOC-backed monitoring as a premium upgrade. This also aligns with cyber insurance conversations, since many policies now expect some form of active endpoint detection.
DNS Filtering for Web Threat Protection
Justin Crotty
DNS filtering is one of the quietest but most effective defenses for remote workers. It stops threats before they reach the device, regardless of location.
This is increasingly important as people often are the biggest security threat — even when it’s unintentional.That challenge is amplified by staffing and expertise gaps across IT teams.
“Many organizations are leveraging skeleton crews to protect their infrastructure, lacking the true expertise needed to maintain and optimize these business-critical ecosystems,” Justin Crotty, vice president of services for Exclusive Networks North America and general manager of Cloudrise, wrote in an article for ChannelPro. “This skills gap leads to misconfigured technologies, overlooked business requirements, and ultimately, unforeseen vulnerabilities.”
- How to Communicate This Need to the Customer: Clients don’t need to understand DNS. But they can understand if you tell them that most cyberattacks start with someone clicking the wrong link. Explain that DNS filtering automatically blocks known malicious sites, even when employees are on home Wi-Fi or public networks. Emphasize that it’s a safety net for honest mistakes. This isn’t about blaming users. It’s about protecting them when something slips through.
- How to Turn This into Incremental Revenue or Added Value: DNS filtering works well as an add-on security layer or as part of a secure remote work bundle. It’s also a strong upsell for clients who already have antivirus but lack layered protection. Include monthly reporting that shows blocked threats to reinforce value and supports renewals without extra sales effort.
Cloud Backup for Endpoints and SaaS Platforms
Many clients assume their data is “safe in the cloud.” That assumption is risky. SaaS providers protect infrastructure not customer data.
- How to Communicate This Need to the Customer: This is a trust-building conversation. Explain that tools like Microsoft 365 and Google Workspace don’t guarantee recovery from ransomware, accidental deletion, or insider threats. A useful phrase: “Cloud services keep systems running, but they don’t always keep your data recoverable.” Tie backup discussions to real business outcomes, such as payroll continuity, access to customer records, or the ability to resume operations quickly after an incident.
- How to Turn This into Incremental Revenue or Added Value: Cloud backup fits naturally into tiered service packages. Offer endpoint backup for remote users as a baseline, then layer in SaaS backup for email, OneDrive, SharePoint, or CRM platforms. Recovery testing and reporting can be premium features to set your MSP apart from competitors who simply resell licenses.
Ongoing Security Awareness Training
Technology alone won’t secure a hybrid workforce. People are still the most targeted — and most effective — line of defense.
- How to Communicate This Need to the Customer: Avoid fear tactics. Instead, explain that attackers target employees because it works. Position training as professional development, not punishment. “We’re not trying to catch people doing something wrong. We’re helping them spot issues before damage occurs.” Share examples of phishing simulations that revealed risky behavior without shaming individuals. Emphasize that awareness improves over time when training is consistent and realistic.
- How to Turn This into Incremental Revenue or Added Value: Security awareness training works well as a recurring service with clear milestones. Bundle quarterly training, phishing simulations, and executive summaries into your security offering. Many MSPs successfully position this as an insurance-aligned requirement or a compliance-friendly add on. The reporting alone often justifies the spend for leadership teams.
Hardware and Peripheral Refresh
Many remote setups were built on the fly in 2020 and 2021. By now, outdated gear can hurt productivity and introduce security vulnerabilities (e.g., unsupported OS versions, firmware exploits, insecure webcams, slow Wi-Fi routers).
Laptops, webcams, monitors, docking stations, wireless keyboards, headsets, routers, and even home printers — many of these are overdue for a refresh. Devices that shipped in the early days of remote work may now be running unsupported operating systems, patched inconsistently, or simply incapable of supporting modern security agents.
- How to Communicate This Need to the Customer: Position this as a performance, security, and user satisfaction issue — not just an upsell. Explain that five years is a lifetime in tech, and that employees are likely frustrated with slow or glitchy gear. Tie it to business risk: Older devices may no longer support your current security stack or may be at end-of-life with vendors. Demonstrate how refreshed hardware enables better endpoint protection, smoother updates, and faster response when problems occur.
- How to Turn This into Incremental Revenue or Added Value: Offer a hardware audit as part of your QBR or security review. Suggest a phased refresh plan by department, device type, or priority users. Bundle hardware upgrades with new or upgraded service contracts (e.g., add a mobile device management layer). Consider hardware‑as‑a‑service (HaaS) models to reduce client sticker shock and lock in longer terms. Use vendor or distributor promotions (rebates, MDF, bulk pricing) to increase margins.
Bringing It All Together
Strong hybrid and remote work security starts with clear standards that help clients advance safely. By pairing each requirement with clear communication and a business-focused next step, MSPs can shift from reactive support to proactive guidance.
The real win isn’t just better security. It’s stronger client trust, clearer conversations, and service agreements that grow alongside risk rather than chasing it after a breach.
Next Steps
- Want more helpful guidance on this topic? Check out our Running a Profitable MSP Answer Center.
- Have a question for our experts? Send it to editors@channelpronetwork.com
ChannelPro has created this resource to help busy MSPs streamline their decision-making process. This resource offers a starting point for evaluating key business choices, saving time and providing clarity. While this resource is designed to guide you through important considerations, we encourage you to seek more references and professional advice to ensure fully informed decisions.
Featured image: shunevich — stock.adobe.com
