Episode #855 of the MSPi PrimeCast
Cybersecurity continues to evolve, and so do the expectations placed on managed service providers. Today’s MSPs aren’t just responsible for deploying technology—they’re expected to guide clients through an increasingly complex security landscape while protecting their businesses from constantly changing threats. Cameron Tousley of ESET shared practical insights that extend beyond products, emphasizing the importance of trusted partnerships, informed decision-making, and a proactive approach to security. Here are seven security priorities MSPs should keep front and center.
1. Know Where Your Threat Intelligence Comes From
Tousley stressed that one of the most overlooked questions MSPs can ask a cybersecurity vendor is where its threat intelligence originates. Vendors that invest in their own research teams and continuously monitor emerging threats are better positioned to provide meaningful protection against ransomware, zero-day attacks, and evolving cyber threats. The quality of the intelligence behind a security platform directly impacts its effectiveness.
MSP Action: Ask every security vendor how they gather threat intelligence and how that information strengthens the protection they provide.
2. Make Cybersecurity Part of Every Client Conversation
According to Tousley, MSPs should never hesitate to discuss cybersecurity with customers. Businesses understand the importance of protecting physical assets, and cybersecurity deserves the same level of attention. Honest conversations about risk, budgets, and business impact help customers make informed decisions while strengthening trust in their MSP.
MSP Action: Include cybersecurity as a standing agenda item during every client business review.
3. Evaluate Vendors Beyond Their Product Features
A polished interface or long feature list doesn’t necessarily translate into better protection. Tousley explained that MSPs should look beyond the software itself and evaluate the expertise, consulting capabilities, and security research that stand behind a solution. The right partner provides knowledge and guidance in addition to technology.
MSP Action: Compare vendors based on their security expertise, research capabilities, and long-term support—not just product features.
4. Use AI Responsibly
Tousley acknowledged that artificial intelligence is creating exciting opportunities, but it also introduces new risks. As businesses adopt AI-powered tools, MSPs should understand what those tools are doing, evaluate them carefully, and ensure they don’t introduce unnecessary vulnerabilities into client environments.
MSP Action: Develop a process for evaluating AI tools before recommending or deploying them for clients.
5. Don’t Be Afraid to Set Security Expectations
Not every customer relationship is the right fit. Tousley noted that if a client refuses to implement reasonable security protections, MSPs should carefully consider whether continuing that relationship creates unnecessary business risk. Protecting clients also means protecting your own business.
MSP Action: Establish minimum security standards for every managed services agreement and communicate them clearly during onboarding.
6. Focus on the Markets You Know Best
Growth doesn’t always come from serving everyone. Tousley encouraged MSPs to identify industries where they have experience and build deeper expertise within those verticals. Understanding a customer’s business makes it easier to deliver relevant security guidance and long-term value.
MSP Action: Identify the industries where your MSP has the strongest track record and focus future business development efforts there.
7. Use Your Vendors as Business Partners
One of Tousley’s strongest messages was that technology vendors should contribute more than software. He explained that MSPs should take advantage of vendor resources such as marketing support, sales guidance, planning conversations, consulting expertise, and security specialists. The best partnerships help MSPs grow as well as protect their customers.
MSP Action: Meet regularly with your strategic vendors to discuss business goals, marketing opportunities, and ways to strengthen your managed services practice.
What This Means for MSPs
Cameron Tousley’s perspective is that strong cybersecurity starts with strong decision-making. Whether evaluating vendors, discussing security with clients, exploring AI, or planning for growth, MSPs benefit from taking a thoughtful, strategic approach. Security is about more than technology alone—it requires trusted partnerships, informed leadership, and a commitment to helping customers make better decisions. MSPs that prioritize those principles will be well positioned to strengthen both their client relationships and their business.
Catch the full conversation on MSPi PrimeCast Episode #855 and connect with Cameron at https://www.linkedin.com/in/camerontousley/