Building and selling vCISO services

Key Takeaways

Start with low hanging fruit: Begin with basic vCISO services to build on existing relationships and gradually upsell strategic security services.
Assess and segment clients: Group clients by industry to identify high-potential customers and tailor vCISO offerings to their needs.
Understand vCISO service tiers: Familiarize yourself with the three vCISO tiers—Basic, Intermediate, and Advanced—starting with the most accessible.
Tailor scoping and align client value: When selling vCISO services, it’s essential to align the offering with the client’s business goals, security priorities, and compliance needs. Properly scoping the engagement ensures that services meet client requirements while driving strategic value and maintaining focus.
Be aware of high upfront and hidden costs: Offering vCISO services involves significant initial investments in tools, software, and highly skilled personnel, alongside ongoing training costs to maintain expertise, which can impact profitability before seeing ROI.

Building and selling vCISO services: Key Takeaways & Conclusion