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MSP Growth

How do security services grow an MSP's recurring revenue?

By , Channel Account Manager, CybaVerse. Last reviewed

Security services grow an MSP's recurring revenue by adding monthly, per-user or per-device fees to existing clients, creating a tiered upsell path and supporting longer contracts. Because security needs continuous monitoring, it is naturally sold as a subscription, raising monthly recurring revenue rather than one-off project income.

This page is part of our MSP growth guide.

Why is security a recurring revenue line?

Threats do not stop, so security has to be monitored and maintained all the time. That makes it a natural subscription, unlike projects that end. Omdia research cited by Acronis expects cybersecurity product sales through MSPs to grow around 15%, while overall managed services growth is expected to be about 10% in 2026.

Where does the extra recurring revenue come from?

Most of the growth comes from existing clients rather than new logos. The table shows the main sources an MSP can build on. Start with the service that answers the client's most urgent question, usually who watches out of hours, then grow from there over the following renewals.

SourceHow it adds MRR
Attach MDR to IT contractsNew monthly fee per user or device
Tier upgradesRemediation and compliance add-ons
Cyber Essentials supportOngoing readiness rather than yearly scramble
Longer contractsRevenue secured for more months

How do you grow security MRR, step by step?

A steady programme beats a one-off campaign. The steps below help MSPs raise the share of clients on security services and lift revenue per client. Track attach rate and revenue per client each month so you can see which offers and sales messages work best for your base.

  1. Step 1: Measure your baseline

    Record how many clients buy any security service today.

  2. Step 2: Lead with one core offer

    Offer MDR as the default for every new and renewing contract.

  3. Step 3: Add upgrade tiers

    Introduce remediation and compliance add-ons once core MDR is in place.

  4. Step 4: Run quarterly security reviews

    Show clients what was detected and fixed, and recommend the next step.

  5. Step 5: Tie security to renewal

    Offer longer terms with security included.

Where does CybaOps fit in growing recurring revenue?

CybaOps lets MSPs add a recurring MDR service without building a SOC, backed by our UK-based security operations centre. Three MDR packages and Cyber Essentials certification give a natural path from a core offer to wider security services over time.

  • CybaVerse offers three MDR packages, CybaCore, CybaEdge and CybaOne, sold through MSPs and resellers.
  • CybaCore is our AI-enabled MDR package, with 24/7 UK cyber operators, continuous monitoring, identity threat detection and response, and a monthly allowance of incident response.
  • CybaEdge adds unlimited incident response, threat hunting and premium identity threat detection and response, delivered by our UK SOC.
  • CybaOne adds SIEM, an external penetration test and dark web monitoring to everything in CybaEdge.
  • CybaVerse delivers Cyber Essentials and Cyber Essentials Plus certification, run through the CybaOps platform.
  • The CybaOps Remediation Engine is live today: it can fix security issues automatically, so gaps get closed rather than just reported.
  • Vulnerability data can be exported from CybaOps reports.

Recurring revenue

How security grows recurring revenue

Security services grow an MSP's recurring revenue by adding monthly, per-user or per-device fees to existing clients, creating a tiered upsell path and supporting longer contracts.

01 You choose

Multi-tenantPartner / MSP CustomerCustomerCustomer+
CybaOps by CybaVerse

Recurring revenue

02 The 5-step path

  • Role-based access
  • UK-based analysts
  • ISO 27001

03 Outcomes

Explore

Hover or tap any part of the diagram to see what it does.

  • Packages
  • CybaCore
  • CybaEdge
  • CybaOne
  • CybaVM
  • Cyber Essentials & CE+

What else do MSPs ask about security revenue?

Which clients should I start with?

Start with clients facing insurance, supply chain or Cyber Essentials pressure. These clients already have a clear reason to buy, so conversations are easier. Use what you learn with them to refine your offer before taking it to the rest of your base.

Does security cannibalise IT revenue?

No. It adds a new line on top of existing services. Because security is sold monthly, per user or per device, each attach adds recurring revenue to an existing client rather than replacing the IT support fees you already charge.

How fast can MRR grow?

It depends on your base and sales capacity. Track attach rate and revenue per client each month, offer MDR as the default on new and renewing contracts, and add remediation and compliance tiers to build growth steadily over the following renewals.

What should you do next?

  1. Pick five clients and write down the security gaps you already know about.
  2. Decide which service tier you could offer them this quarter.
  3. Talk to CybaVerse about delivering MDR to your clients.

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Related: How can an MSP launch an MDR service line without building a SOC? and How should MSPs price managed security and protect margin?

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