Articles
Articles for MSP owners, by the problem you want solved
Pick the problem costing you most. Each group starts with the article to read first.
94 MSPs working with Assurix. See them in the Trustmark Directory.
Free checklist. No sign-up.The Premium MSP Differentiation Checklist7 proof points a prospect can check for themselves. For each one, a question to ask, how a premium MSP shows it and a line for your proposal. Then score your MSP: Normal, Premium or Proven.Score your MSP
Guides: Be chosen on proof, NCSC CAF 4.0 for MSPs, Cyber Essentials for MSPs
Win against cheaper competitors
When every proposal sounds the same, price decides. How to give a prospect a reason to choose you.
Start hereHow to win MSP deals against cheaper competitorsLosing pitches to cheaper MSPs usually means the prospect can’t tell you apart. Proof plays, scripts and a proposal structure that show the difference.
Why good MSPs still lose deals on price (and how to stop it)Prospects pick the cheaper MSP when they can't see the difference. How to close the proof gap.
Why clients default to price when choosing an MSPProspects don't choose the cheapest MSP to save money. They choose it because they can't justify paying more. Here's what really happens when a business picks an MSP.
How to justify higher MSP pricing without dropping your rateWhen a prospect says you cost more, most MSPs discount. Three plays that hold your price, with scripts, cost anchoring and renewal tactics.
How to win MSP deals in regulated sectorsA practical playbook for UK MSPs selling IT support to FCA, legal, healthcare and insurance clients. Turn proof of your security into a competitive edge.
How to build an evidence library that wins MSP dealsAn evidence library is one current set of proof behind every claim your MSP makes in a sale. Here is how to build one prospects can check.
Nearly twice as many MSPs now struggle to show value: what Kaseya’s 2026 report means for youKaseya's 2026 report: MSPs struggling to show value nearly doubled from 10% to 19% in one year. What it means for winning new clients and keeping existing ones.
Security drives MSP revenue growth. Proof decides who wins itSecurity is a top revenue source for 52% of MSPs, and 71% reported year-on-year growth. Proof decides who wins that revenue.
Prove your security and service
You check every client’s systems. Who checks yours? Showing the evidence for your own security and the service you deliver.
Start hereWhy passing your last audit doesn't mean you're secure todayA certificate proves you were compliant on one day. It says nothing about today. Here is why point-in-time proof leaves a gap, and what to do about it.
How to prove your MSP service quality to clientsEvery MSP says its service is excellent. Clients can’t tell who is right. A four-part evidence model and a QBR template that make service quality visible.
Continuous assurance for MSPs: what it is and how to prove itContinuous assurance is ongoing proof your controls still work between audits. What it means for UK MSPs, and how it differs from a point-in-time audit.
How MSPs should answer security questionnairesA 60-page security questionnaire puts the deal at risk before you open it. How MSPs can answer in days.
Why harder security questions are reaching MSPs in regulated sectorsDORA, NIS2 and the FCA push supplier questionnaires down to UK MSPs. You watch every client's systems, but nobody checks yours. The questionnaire does.
Confidence isn’t evidence: how to check your own MSP’s securityNothing going wrong isn’t proof. How to test your own controls the way you test a client’s.
Why UK MSPs are losing deals on security questionnairesSecurity questionnaires are now standard in SME and mid-market MSP buying. The MSPs that win answer in hours, with evidence. How to catch up.
How MSPs should respond to client cyber insurance questionnairesCyber insurance questionnaires now decide UK MSP deals. How to build a master answer library, charge for the work and use it to win business.
Defend renewals
Showing clients the work they pay for, so a cheaper quote has to match it.
Start hereHow to run a client security review that wins the renewalA client security review wins the renewal when you bring evidence. How to run a 45-minute check-in.
The renewal conversation most MSPs get wrongMost MSPs lose renewals on price because they treat the meeting as admin. The renewal is won months earlier, in the proof you keep showing.
MSP QBR guide: a 6-slide structure that justifies your priceQBRs are the most underused commercial tool an MSP has. A 6-slide structure that justifies your price, holds margin and opens expansion deals.
What clients really mean when they ask 'are we secure?'When a client asks if they are secure, they want to know if they are covered and if you can show your work.
How to prove every client's estate is actually protectedYour clients assume they are covered. Proving it across every client, with evidence instead of reassurance, is a different job.
How to handle a client asking about other MSPsA client asking about other MSPs is a signal they are unsure what they get from you. How to read it, what to say in the room, and how to stop it recurring.
The QBR changes that give MSPs pricing powerThe same QBR mistakes recur across UK MSPs, and the same small changes add pricing power. What separates the QBRs clients value.
Reduce compliance scramble
NCSC CAF 4.0, Cyber Essentials, ISO 27001 and the Cyber Security and Resilience Bill, without a scramble before every audit.
Start with the guides: NCSC CAF 4.0 for MSPs and Cyber Essentials for MSPs.
Start hereCyber Security and Resilience Bill: the UK law coming for MSPsThe Bill will bring managed service providers under the NIS Regulations. What it requires, where it is in Parliament, and what to do this quarter.
ISO 27001 for MSPs: compliance, cost and timeWhat the 2022 ISO 27001 standard tests, how long it takes for an MSP, what it costs, and where it fits against Cyber Essentials Plus.
How to stop scrambling for evidence before every auditIf audit prep means 2 weeks of screenshots and chasing, your evidence is going stale between audits. Here is how to keep it continuous.
NIS2 for UK MSPs: what it is and whether it applies to youNIS2 is an EU directive that names MSPs directly. A UK MSP isn’t bound by default but can fall in scope through EU clients. Who it catches and what to do.
What Cyber Essentials Plus actually means for MSPsWhat Cyber Essentials Plus involves for an MSP: the five control areas, the audit timeline, what to fix first and how to use the certificate in sales.
CNI and MSPs: what UK providers need to knowIf your clients include regulated sectors, your MSP may already be in the CNI picture. This guide explains what CNI is, who qualifies and what to do.
For businesses choosing an IT provider
You shouldn’t have to take your IT provider’s word for it. These guides show what to ask and how to check the answers.
Search the Trustmark Directory
Start hereNCSC MSP due diligence checklist for UK businessesYour IT provider has more power over your business than most. Here is the NCSC MSP checklist turned into plain-English questions you can actually use.
10 questions to ask an IT support provider before you signA vendor-neutral guide for UK businesses choosing an IT provider: 10 questions, what a strong answer sounds like, a scoring sheet and red flags.
The Cyber Security and Resilience Bill for UK businessesThe Bill tightens cyber resilience rules for critical services and supply chains. Not new compliance for everyone, but it matters if you use an MSP.
An MSP that promises, or one independently checked every day?
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- Show prospects your live results.Share your link in proposals and at renewal.