For today’s MSP, cybersecurity isn’t just an add-on, it’s the centrepiece of a sustainable services portfolio. Yet most small businesses lack the skills, capacity or desire to understand cybersecurity complexity. They want assurance, not acronyms. This is where the SMB1001 cybersecurity framework becomes a strategic advantage for MSPs.
Developed specifically for small businesses, SMB1001 removes the subjectivity and enterprise-level overhead that often makes standards like ISO 27001 or Essential 8 unsuitable for SMBs. Instead, it provides a prescriptive, tiered model that MSPs can turn into scalable, repeatable, profitable offerings.
Here’s how MSPs can structure, price and operationalise SMB1001 services to strengthen client security and accelerate revenue growth.
1. Start With a Standardised, Repeatable Structure
The biggest barrier to cybersecurity profitability for MSPs is inconsistency. Every bespoke engagement erodes margin. SMB1001 solves this by giving MSPs an objective definition of what “good looks like” at each certification tier from Bronze through Diamond.
A scalable service structure typically includes three phases:
i) Discovery and Maturity Mapping
Begin with an initial assessment of where the client is today. Identify gaps against the chosen SMB1001 tier: policies, processes, identity controls, patching state, MFA coverage, monitoring capability and more. You don’t need enterprise-grade GRC tooling; you need a consistent, standardised methodology.
ii) Implementation and Hardening
Package your security stack into an “in-a-box” solution aligned to the SMB1001 requirements. Clients don’t want to choose products; that’s your job. Present one recommended stack, not multiple options. Reduce tool sprawl, increase repeatability and rely on suppliers whose platforms are already mapped to SMB1001.
iii) Ongoing Compliance and Renewal
SMB1001 certifications renew annually. Treat this as an ongoing subscription that includes periodic reviews, policy updates, evidence capture and re-attestation. This creates sustainable recurring revenue while ensuring the client’s posture doesn’t stagnate.
2. Price for Outcomes, Not Hours
Selling cybersecurity by the hour guarantees scope drift and margin loss. SMB1001 enables MSPs to shift cleanly to outcome-based pricing.
A strong commercial model includes:
- Fixed-price implementation packages based on user count and target certification level.
- A separate pricing line for the SMB1001 certification itself, treated as a subscription.
- Tooling uplift – password management, backups, identity protection, vulnerability management, endpoint protection – rolled into the managed service.
- Annual renewal packages to maintain compliance and prepare evidence for re-certification.
The clarity of SMB1001 Bronze, Silver, Gold and above turns cybersecurity from a technical project into a productised business service.
3. Make It Mandatory Within Your Managed Service
Cybersecurity cannot be optional: if clients refuse to meet minimum standards, the MSP assumes their risk. Many MSPs are now parting ways with non-compliant customers and becoming more profitable as a result.
Set a baseline tier (often Bronze or Silver) as a requirement for all managed service customers. Higher tiers become natural upsells aligned to insurance requirements, compliance obligations or the client’s risk profile.
This approach reduces liability, increases profitability and results in a cleaner, more secure customer base.
4. Sell the Outcome, Not the Technology
Business leaders don’t want discussions about SIEM tools or patching frequencies. They want reduced risk and assurance. SMB1001 gives MSPs a compelling narrative:
- This certification proves that your business meets internationally recognised cybersecurity standards.
- Your partners and customers can independently verify your security posture.
- Cyber insurers recognise this framework, often making coverage easier and more cost-effective.
Security becomes a competitive advantage, not just an operational requirement.
In Summary
SMB1001 gives MSPs something unique: a consistent, prescriptive, internationally recognised cybersecurity standard designed specifically for small business. When delivered as a productised offering – structured, priced predictably and executed repeatably – it helps MSPs reduce risk, expand margins and strengthen client relationships.
This is the path to scalable cybersecurity revenue and a practical way for SMBs to demonstrate the “reasonable steps” now expected by regulators, insurers and their own customers.
If you need help with SMB1001 implementation or designing your service model, Manage Protect can help.
