The IT landscape is becoming more complex, and customers are accordingly demanding service offerings from their service providers that best fit their requirements and budget. Changes in current threats as well as regulatory requirements mean that mid-sized companies with several hundred employees to small businesses with less than a handful of employees are looking for professional IT security services.
This change in demand is reflected in the IT service landscape in changing business models. Many IT service providers and vendors are currently in the process of improving and expanding their IT security services in an efficient manner. Lywand supports this process since the platform can be used in a variety of ways.
In contrast to classic software licenses, lywand is billed via a consumption model. The solution offers added value on many levels, depending on how you use it in your business. Whether as a diagnostic tool or as part of your managed service portfolio, here is a - far from exhaustive - selection of possible applications, which can be used individually or in combination, depending on their service depth:
1. Integration Into Flat Rate Models
This mode is recommended for service providers who have already established themselves as MSP/MSSP and have developed a corresponding service model that fits their customer base. The services are characterized by a high level of service depth: The service provider acts as an external IT department for its customers, has high-level system access, and independently makes necessary decisions regarding the IT infrastructure within the framework of the service level agreement. The implementation of all measures required after a security scan is usually fully included.
It is worthwhile for MSPs/MSSPs to integrate lywand, including the automation options, into their portfolio in order to deepen their customer relationships and to ensure the quality of their services and improve their offerings. On the one hand, they can check the effect of their work themselves, and on the other hand, they can report to their customers on the status and management of their IT in a valid and comprehensible manner with little effort.
MSPs/MSSPs integrate lywand into their existing service and billing models. In these scenarios, lywand plays the role of a necessary tool to implement the agreed services in the best possible way, which is also communicated to the customers accordingly. In order to be able to provide these services as efficiently as possible and to calculate them appropriately, a service level based on the lywand security rating should be agreed on.
Advantages of Flat Rate Models
Regular, predictable revenue stream due to high contract and customer loyalty
Standardized product range enables consistent, automatable processes in customer care
Hardly any argumentation required for the selection of certain products
All-round service can be marketed well
Supplementation of services with lywand easy to implement
Disadvantages of Flat Rate Models
High implementation costs can make it difficult to win new customers
Effort for measures can vary and reduce the calculated margin
Preparation for flat rate contracts is required at all levels and may require profound business change
2. Service Packages: Security Audits Including Selected Security Measures
If you manage only parts of the IT infrastructure for the majority of your customers and want to give your security portfolio more contour, you would be well advised to offer lywand security checks as part of service packages. The packages can be put together in different price levels (S/M/L), for example according to the size of the underlying IT infrastructure, plus a specific scope of measures. It is up to the experience of IT service providers to determine which bundles offer their customers the greatest value added and best match their price expectations.
Advantages of Service Packages With Included Measures
Cost efficiency by limiting the scope of activities
Easier sales to new customers due to low barrier to entry
Plannable, regular implementation
Low implementation costs
Disadvantages of Service Packages With Included Measures
Limited control over customer IT
Lower customer loyalty, as it is relatively easy to switch providers
Service extension requires additional marketing/sales activities
Cost of measures may vary and reduce calculated margin
3. Service Packages: Security Audits Without Security Measures
For some customers, such as small businesses, the budget for IT security is severely limited. Nevertheless, these businesses are feeling increased pressure from growing legal requirements and a worsening cyber threat situation. First and foremost, they need clarity about their IT security in order to create documentary legal certainty, sign on appropriate cyber insurance, and plan additional security expenditures in the medium and long term. A service package including automatic implementation of security measures does not (yet) meet their needs.
IT service providers can meet these customers in a different way: they offer regular security scans, priced according to the size of the infrastructure. Presentation of the results is included at a specific time interval, for example quarterly. However, a separate order must be placed for the implementation of necessary measures, if required. Both sides win with this offer: Customers get a realistic picture of their IT security at an extremely affordable price. The IT service providers, in turn, have a basis for discussion so that they can recommend other suitable products and services and get customers interested in their in-house security services.
Advantages of Service Packages Without Measures
Easy acquisition of new customers due to favorable service packages
Plannable, regular sales
Sales arguments for further products and services
Legal security for IT service providers if customers refuse to implement measures
Disadvantages of Service Packages Without Measures
More time-consuming quotation and sales due to extra billing for measures
Additional revenue from measures hardly calculable
Expansion or deepening of services on a broad level may require structural changes from IT service providers
4. Single Service Offerings: Security Checks for Consulting Activities
A variant of security checks without implementation of measures is the use in IT consulting. Exclusive consulting services are mainly used by companies with an extremely well-equipped in-house IT department. Security checks from lywand can provide support in various cases, for example if the customer wants to obtain a certain certification, acquire a new company or optimize the cost of his cyber insurance.
With quick and easy-to-understand security checks, lywand can help IT service providers to develop and expand their consulting business.
Advantages of the Individual Service in Consulting
Appearance as specialist well marketable
Suitable for specific markets and requirements
Easily achievable monthly turnover with security consulting
Disadvantages of the Individual Service in Consulting
Low customer loyalty due to low service depth
Unpopular role, since one often only points out problems
No decision-making power, implementation of measures lies with the customer's IT department
It's all in the mix: All options are compatible.
All these service ideas are not mutually exclusive, as our partners prove: They use several of these presented options according to their customer structure and operational characteristics. You can find practical examples to read and listen to in the advisor section of our website:
Q-Data Service reveals its secrets of success
Markus Müller and Christian Goebel, Managing Directors of our partner Q-Data Service GmbH, share their experiences with lywand and how they use the solution to optimise their MSP offering and further increase service quality.
coretress: "lywand is a no-brainer"
"Does lywand make sense for us?" André Schiller, Managing Director of coretress GmbH, did not have to think about that for long. In the interview, he explains as to why this was the case, how he uses the solution to optimise his managed services and what value it adds for customers.
lywand is for GOESYS an "order book"
"I understood lywand in five minutes," is how Peter Bruchmüller, Managing Director of GOESYS AG, describes his first impression. In this interview, he explains how GOESYS uses the lywand solution to optimise and sell its service offering.
Did we forget something?
Dear IT service providers, system houses, MSPs and MSSPs: Are there any offer variations we have overlooked? If you would like to add to our list with your experiences or have suggestions on how we could customize our solution to better fit your deployment needs, please contact us at. The lywand team is looking forward to your feedback!
