Of all the services I've helped MSPs launch, vCISO (Virtual Chief Information Security Officer) consistently delivers the highest margins and strongest client relationships. Yet most MSPs don't offer it.

Let me show you why that's a massive missed opportunity.

What Exactly Is vCISO?

A vCISO provides strategic security leadership to organizations that can't afford (or don't need) a full-time CISO. Think of it as fractional executive services for security.

Your vCISO services might include:

• Security strategy development
• Risk assessments and gap analysis
• Compliance program management
• Security policy development
• Board and executive reporting
• Vendor evaluation and selection
• Incident response planning
• Security awareness program oversight

The Economics Are Incredible

Here's why vCISO should be your priority:

Market Demand

• Average CISO salary: $250,000-400,000
• SMBs that need security leadership: 90%+
• SMBs that can afford a full-time CISO: <5%

That gap is your opportunity.

Your Pricing Power

• Basic vCISO: $2,000-5,000/month (4-8 hours)
• Standard vCISO: $5,000-10,000/month (8-16 hours)
• Premium vCISO: $10,000-20,000/month (16-32 hours)

The Margin Math

If you deliver 8 hours of vCISO services at $5,000/month, your effective hourly rate is $625. Compare that to break-fix at $150/hour.

Even better: most vCISO work is strategic, not hands-on-keyboard. It's leveraging your expertise, not your time.

Who Buys vCISO Services?

Your ideal vCISO clients:

• Healthcare: HIPAA compliance drives demand
• Financial services: Regulatory requirements
• Government contractors: CMMC is creating urgency
• Any company with cyber insurance: Carriers want security leadership
• Companies pursuing SOC 2: Need someone to own the program

Building Your vCISO Practice

Step 1: Productize Your Deliverables

Don't sell hours—sell outcomes. Create standard deliverables:

• Quarterly security assessments
• Annual security roadmap
• Monthly executive reports
• Policy library (customized for each client)
• Compliance readiness documentation

Step 2: Create a Service Framework

Use frameworks like NIST CSF or CIS Controls to structure your assessments. This adds credibility and ensures consistency.

Step 3: Build Templates

80% of vCISO work can be templated:

• Assessment questionnaires
• Report templates
• Policy documents
• Board presentation decks
• Risk registers

This is how you deliver $10,000/month value in 8-10 hours of work.

Selling vCISO to Existing Clients

You're already trusted. That's your advantage. Here's the conversation:

"We've been handling your security operations, but I want to make sure you have strategic leadership around security too. Who's responsible for your overall security program? Who reports to your board on cyber risk?"

Usually the answer is "nobody" or "I guess IT?"

That's your opening. You're not selling more tools—you're solving a leadership gap.

The $50K MRR Path

Here's the math:

• 10 clients × $5,000/month = $50,000 MRR
• Time investment: 80-100 hours/month
• Staff needed: 1 senior consultant (can be you initially)

Start with 2-3 pilot clients. Refine your processes. Then scale.

Getting Started This Week

1. Identify 5 clients who need security leadership
2. Schedule "security strategy" conversations
3. Create your basic vCISO service tier
4. Price it at $3,000-5,000/month to start
5. Close your first client

vCISO services changed my business. They can change yours too.

Need help building your vCISO practice? Let's connect.