Securicom is a leading MSSP in South Africa, with its services spread across three continents and 15 countries. Enhanced IT is an established MSP (transitioning to an MSSP) in the UK, with 30 years of experience providing IT support and solutions to organizations nationwide.
What’s common between the two companies? They’ve both seen considerable growth in their compliance assessment engagements over the past several months. They have solidified their standard security offerings around a strong security foundation, cyber resilience and risk reduction. And they’re both CYRISMA partners.
In November 2024, we conducted interviews with both Securicom and Enhanced, and learned a ton from them about how they’ve managed to grow in an extremely competitive market.
Compliance as a Key Growth Driver
For both Securicom and Enhanced, complex compliance requirements in more regulated sectors like healthcare and finance have resulted in an expansion of their compliance assessment services. Securicom, which has its main growth centers in South Africa and the US, has seen significant demand for compliance services by healthcare organizations in the US, and finance sector organizations in South Africa.
For Enhanced IT in the UK, the demand for Cyber Essentials Plus (CE+) certification – a requirement for organizations bidding for government contracts – has meant a growth in both essential security and compliance services.
A Focus on the Fundamentals
Securicom lays a lot of emphasis on customers’ cyber resilience journeys and has had important conversations with a lot of organization reps about the need to cover foundational security before moving on to more advanced solutions like XDR. This means putting essential risk reduction controls in place as a priority – which protects SMBs against a vast majority of cyber attacks. Also, importantly, basic security solutions are affordable for all organizations and are relatively simple to deploy – making investment in them an easier decision for organizations with budget constraints.
Presenting Risk in Monetary Terms
Securicom has also benefited from the ability to present cyber risk to prospects in monetary terms (a CYRISMA feature) making the conversation about security-service ROI easier. With business-focused, non-technical decisionmakers, it is far more effective to translate risk to a monetary value than to present technical information that may seem vague and won’t immediately show the impact of risk on the bottomline.
Awareness about Cyber Risk and Business Impact
Businesses’ awareness about breaches and the impact of cyber incidents on operations, growth, revenue and reputation has also grown in recent years, making them more open to investing in security solutions. While in the past, organizations had some hesitation in adopting a paid security solution unless they’d experienced a breach, Enhanced IT has seen a change in attitudes lately. More companies now come to them with security services as their core demand rather than adding these as an afterthought.
Different Tiers for Prospects at Different Maturity Levels
Both Securicom and Enhanced offer multiple service tiers and bundles for organizations with different security needs, in-house expertise, maturity, and budgets. These options range from self-service or customer-managed solutions, to co-managed to fully-managed services with dedicated security consultants for customers with advanced requirements. The solutions included in service bundles, too, vary depending on customer needs. Compliance forms a different category by itself, again with varying levels of engagement.
Proof of Value to Gain Customer Trust
Finally, offering a limited-time, no-commitment proof of value to prospects as part of the sales process (something that Securicom does using CYRISMA’s 30-day free instances) may also help increase final conversion. A trial period shows the prospect exactly what they will be getting as part of the solution, and immediately increases their trust in the service provider, laying the foundation for a potentially longer-term relationship if the solution works for them.
Read the Securicom Case Study here and the Enhanced IT Case Study here