INDUSTRY VIEW
SECURITY AWARENESS TRAINING: A SUSTAINABLE REVENUE STREAM WITH A FLOOD OF BENEFITS FOR MIDDLE EAST MSPS
ZIAD NASR, GENERAL MANAGER, ACRONIS MIDDLE EAST
Ziad Nasr, General Manager, Acronis Middle East, tells us how effective security awareness training is emerging as a critical revenue stream and risk mitigator for MSPs in the Middle East – helping them reduce breaches caused by human error, strengthen client relationships, meet compliance requirements, and stand out in an increasingly competitive cybersecurity landscape.
The conversation around channel evolution has been ongoing for years, with resellers and service providers urged to level up their value propositions. Many have done just that – traditional box movers are a rarity in today’ s ecosystem. Nowhere is this transformation more evident than in the managed services space.
Managed Security Service Providers( MSSPs) have adapted to offer comprehensive cybersecurity solutions that meet the demands of an ever-evolving threat landscape. It’ s a compelling business model – one that aligns perfectly with the growing need for organisations to outsource their security operations to specialists. However, the widespread adoption of managed security services has also created a critical misconception among end-customers: that outsourcing security means they can be entirely hands-off.
The Human Factor in Cybersecurity Challenges
Many organisations assume that by engaging an MSP, they are delegating full responsibility for security. The reality, however, is far more complex. No MSP, regardless of its expertise or technology stack, can fully defend an organisation if employees are not following security best practices. Humans remain the weakest link in cybersecurity, and the numbers back this up. Studies consistently show that human error accounts for the majority of breaches – through phishing, weak passwords, or inadvertent insider threats.
For MSPs, this creates a significant challenge. They are expected to provide seamless, end-to-end protection, yet they often find themselves cleaning up after avoidable incidents caused by poor security hygiene. This not only strains resources but can also lead to difficult conversations with clients who may mistakenly hold their MSP responsible for breaches. Even with the best security tools in place, the lack of user awareness can render an organisation vulnerable.
Awareness Training as a Revenue Stream and Risk Mitigator
This is where security awareness training emerges as a gamechanger. Not only does it address a fundamental security gap, but it also offers MSPs a lucrative and sustainable revenue stream.
When MSPs provide structured and effective security training, they significantly reduce their own operational burdens. Well-trained employees are less likely to fall for phishing scams, click on malicious links, or mishandle sensitive data. The result? Fewer security incidents, lower remediation costs, and a stronger overall security posture for clients.
Beyond risk reduction, offering security awareness training enhances client relationships. MSPs that proactively educate their customers demonstrate added value and reinforce their role as trusted advisors rather than just service providers. This fosters longterm client retention, deepens engagement and positions the MSP as an indispensable partner in cybersecurity. Additionally, when security operations are effective, they often fade into the background and are taken for granted. Security training provides key stakeholders within client organisations with visibility into the good work being done by the MSP, ensuring that their efforts are recognised and appreciated.
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