Don’t Let Lack of HIPAA Compliance Make Your Business Sick
inject some urgency into the conversation. Offering up case studies of how companies in the same line of business have been subject to fines and negative repercussions following a HIPAA violation is a great way to “scare them straight” on the subject. Seven-figure fines are typically a pretty good motivation to invest in upfront protection from these liabilities.
Preparing for the Attack
To effectively go to market, you need a plethora of resources to make a scalable, professional entry into the HIPAA compliance space. Many of these have nothing to do with your technical capabilities or acumen.
It begins with the pitch and the supporting materials needed throughout the sales cycle. This includes marketing strategies, positioning, pricing guidance, and sales training on how to create urgency and overcome objections. You will also need a plethora of content, from email templates to landing pages to sales presentations.
Extensive training for your sales teams and customer-facing personnel is another area of emphasis. These individuals must become well-versed in the subject matter and familiar with what it takes to close compliance-related deals (or extend current engagements to include compliance services).
Once the ink is dry, you need to figure out how to offer high-quality compliance services efficiently to maximize profitability. And post-implementation, MSPs must also develop playbooks for how to conduct quarterly business reviews to reinforce the value they’re providing and identify additional opportunities to grow their book of business.
Developing this arsenal of training and materials isn’t typically the strong suit of MSPs, who rightfully are focused on delivering excellent service to their customers and building on their expertise in providing a wide array of outsourced IT functions. That’s why Kaseya developed its Power Services 2.0 offering, which is essentially a go-to-market-in-a-box, pre-baked solution that MSPs can leverage and customize as needed.
Separate Offering, Same Platform
To offer compliance services while maximizing margin, MSPs can adopt solutions that integrate directly with their existing management tools or–better yet–are a fully embedded feature of their core management platform. A solution such as Kaseya Compliance Manager (which is a fully featured extension of our VSA platform) offers several benefits.
First, it makes compliance part of the day-to-day operations for your clients. Staff members don’t have to switch to different applications or dashboards to specifically check on compliance-related items as it’s fully embedded in their core view. Additionally, the training of staff is simplified because it’s a common interface. And, from an overhead perspective, it’s one fewer tool to manager, upgrade and maintain.
Making it easy for staff to use means it’s easier to offer HIPAA compliance services to as many clients as possible without increasing costs. That makes the incremental MRR even more valuable since there’s far less additional training and staffing costs than a stand-alone offering.
Compliance as Table Stakes
While current customers may or may not be clamoring for compliance services such as HIPAA, PCI or GDPR, their ability to ignore these industry standards is short-lived at best. Enforcement is surging, fines are climbing, and SMBs are suffering the consequences when high-profile data breaches tarnish their names and jeopardize their businesses.
MSPs have much to offer, if they can only keep up! Leverage the tools and solutions custom-made for MSPs to thrive! Even if your customers aren’t demanding them today, they’ll be non-negotiable before you know it.
Max Pruger is General Manager, Compliance, Kaseya.
This guest blog is part of a Channel Futures sponsorship.
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