Episode #805 of the MSPi PrimeCast
The evolution from MSP to MSSP is no longer a future idea—it’s already taking shape across the industry. Tony Pietrocola of AgileBlue makes it clear that security is becoming the defining factor in how MSPs grow, compete, and retain clients. But this shift isn’t just about adding services. It requires a change in focus, execution, and how providers approach their existing opportunities.
What stands out is that many MSPs already have what they need to grow. The gap isn’t demand—it’s how effectively that demand is being captured and delivered. Here are eight priorities Tony Pietrocola highlights, along with actions MSPs should take to move forward.
1. Start With the Opportunity Already in Front of You
A large portion of existing clients are not fully leveraging security services. That creates a clear path for growth without needing to win new business.
MSP Action:
Review your current client base and identify where security services are missing or underutilized. Build a plan to expand within those accounts.
2. Make Security the Core of Your Offering
Security is no longer something that sits alongside other services. It is becoming central to how clients evaluate and choose providers.
MSP Action:
Position security as a primary service in your portfolio and lead with it in client conversations.
3. Rely on Partnerships to Move Faster
Most MSPs don’t have the resources to build a full security operation internally. The right partnerships make it possible to deliver without adding complexity.
MSP Action:
Work with partners that allow you to go to market quickly, maintain margins, and avoid additional operational burden.
4. Use AI to Handle Scale and Complexity
The volume of security data and alerts has made it difficult for teams to keep up manually. At the same time, threats are becoming more advanced.
MSP Action:
Adopt solutions that use AI to reduce noise, improve response times, and support your team without increasing headcount.
5. Address the Confidence Gap in Security Conversations
Many MSPs hesitate to lead with security because they don’t feel fully confident discussing it. That hesitation limits growth.
MSP Action:
Focus on guiding clients through risks and outcomes. Confidence in the conversation matters more than having every technical detail.
6. Prioritize Expansion Over Constant Acquisition
There is significant opportunity within existing accounts, as well as in environments that are either under-protected or overly complex.
MSP Action:
Develop a structured approach to expand services within your current base and simplify fragmented security environments where possible.
7. Protect Your Business Model From Added Complexity
If delivering security services requires additional hiring or heavy management, it can negatively impact profitability.
MSP Action:
Evaluate solutions based on how efficiently they fit into your existing model. Focus on options that scale without adding overhead.
8. Don’t Treat Insurance as a Security Strategy
There’s a common assumption that cyber insurance will fully cover the impact of an incident. In reality, it doesn’t address everything.
MSP Action:
Help clients understand that prevention and strong security practices are critical, and that insurance alone is not enough.
Final Thoughts
Tony Pietrocola’s perspective highlights a shift that MSPs can’t ignore. Growth and security are no longer separate priorities—they are directly connected. The providers that move forward successfully will be the ones who take what already exists within their business and execute with clarity and consistency.
The opportunity is already there. The next step is acting on it.
Catch the full conversation on MSPi PrimeCast Episode #805 and connect with Tony at https://www.linkedin.com/in/tonypietrocola/
