Ask Intronis: How to use compliance as an MSP sales tool

Posted by Courtney Steinkrauss on May 16, 2016 8:30:00 AM

Q: I’m an MSP business owner, and we service a variety of small business customers in our area, providing IT services to schools, healthcare providers, and other local small businesses like law firms. My salesperson is struggling to bring in new customers since he’s running into the competition on almost every deal. I need to find a way to differentiate my MSP. How can I help my sales guy to win against the competition and close more business?

Given the situation you’re in, we think there’s one clear thing you can do to differentiate your MSP from the competition—focus on supporting compliance. You’re looking for business from healthcare, education, and legal businesses, and they all need to satisfy different compliance regulations. This opens a huge opportunity for you to win their business as an MSP who understands compliance rules, helping them meet requirements and prepare for an audit. You should get your team up to speed on regulations like HIPAA, FINRA, and PCI DSS.  

Some small business prospects you speak with might not understand the value of having a compliance expert managing their IT services. Others don’t care about being compliant; it’s simply not an issue for them. But there are also many small businesses that don't know how to be compliant but need to be especially if they’re in one of these highly regulated industries. In these cases, MSPs offer real value to the business.

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Topics: HIPAA and Healthcare IT, Ask Intronis

MSPs need to distinguish between politics and economics of compliance

Posted by Mike Vizard on Feb 11, 2016 11:00:44 AM

Now that primary season is officially upon us, the usual bombast concerning the number of regulations being enforced by the Federal government is sure to be a hot button issue. But no matter how anyone working at a managed service provider (MSP) may personally feel about those regulations, there’s no denying they're good for business.

Whether it’s the Health Insurance Portability and Accountability Act (HIPAA) or the Dodd-Frank Act, organizations of all sizes are being required to manage data much more responsibly and aggressively than ever before. The leaders of the organizations affected by these regulations might not always appreciate being required to comply with them, but the fact of the matter is these organizations are now spending more money managing their data than ever before.

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Topics: HIPAA and Healthcare IT, Compliance

How to use Compliance-as-a-Service to set your MSP business apart

Posted by Stuart Crawford on Nov 4, 2015 9:00:00 AM

It seems like every day I get a call from a stressed out IT service provider asking how to differentiate themselves from their competition. After all, in a world where 99.9 percent of IT service organizations all say the same thing and offer similar services, how do you create separation and win new business opportunities?

In a recent article on MSPMentor, Carrie Simpson from Managed Sales Pros offered some very timely advice — Go Niche! And I couldn’t agree more. This is something we stress over and over to our clients here at Ulistic. The few that actually heed the advice and go deep into one vertical are rewarded with industry leadership and a more well run managed IT services organization.

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Topics: HIPAA and Healthcare IT, Compliance

Health care IT security: What IT service providers need to know

Posted by Courtney Steinkrauss on May 5, 2015 9:00:00 AM

Data breaches are on the rise in the U.S., increasing 27.5 percent in 2014, and health care companies in particular need to start being more vigilant. Earlier this year, Anthem, a major health insurance company, experienced a cyber attack that made 80 million Americans’ sensitive information available to hackers. It serves as an important lesson on just how critical data protection can be.

As an IT service provider, it’s your responsibility to help protect your health care customers from the threat of cybercriminals attempting to gain access to patients’ confidential information. But health care businesses also need their service providers to be aware of key regulations about how health care information is handled. To position yourself as an expert in health care IT, there are a few things you need to know.

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Topics: HIPAA and Healthcare IT, Cyber Security

43 percent of data breaches last year involved healthcare data

Posted by Manny Veiga on Aug 28, 2014 9:35:51 AM

Healthcare data is more valuable than ever to cybercriminals and identity thieves, according to a recent analysis of breach data.

The Washington Post's Health Reform Watch blog recently reviewed data from a number of sources, which revealed an expanded view of the threat to healthcare data over the past several years.

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Topics: HIPAA and Healthcare IT

Why many healthcare providers don't trust MSPs

Posted by Manny Veiga on Apr 14, 2014 1:18:00 PM

Some MSPs would tell you trust is everything in the IT channel, and perhaps no sector presents a bigger challenge for services providers looking to earn customer trust than healthcare.

A recent report from the Ponemon Institute demonstrates just how big a hill providers must climb to earn their healthcare clients' trust. 

The Fourth Annual Benchmark Study on Patient Privacy and Data Security found that 40 percent of healthcare providers are "not confident" in the ability of their contractors and subcontractors to manage sensitive patient information.

An additional 33 percent of respondents were only "somewhat confident" that their business associates could handle this data.

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Topics: HIPAA and Healthcare IT

DIA 2014: Earning your dental clients' trust through HIPAA compliance

Posted by Neal Bradbury on Apr 8, 2014 1:29:00 PM

Las Vegas, here I come!

Tomorrow through Saturday, I’ll be heading to the Tropicana hotel for the Dental Integrators Association 2014 Annual Conference, where IT professionals from around the country will have the opportunity to come together and discuss challenges and opportunities that new technologies bring the dental industry.

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Topics: HIPAA and Healthcare IT

Beyond HIPAA: A spotlight on health care data backup and management

Posted by Manny Veiga on Feb 27, 2014 11:00:00 AM

Health care providers have had an uphill battle to fight trying to upgrade to modern technologies while staying compliant with HIPAA. Underscoring that challenge, a new study from the Healthcare Information and Management Systems Society (HIMSS) revealed inconsistencies and weaknesses in the way hospitals currently manage and archive their data.

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Topics: HIPAA and Healthcare IT

Webinar: How MSPs can help their clients stay HIPAA compliant

Posted by Neal Bradbury on Feb 12, 2014 9:05:00 AM

By Neal Bradbury, Co-Founder and VP of Channel Development

We’ve talked a lot about HIPAA on this blog and at live events, but I still hear a lot from IT solution providers who are confused about their responsibilities under the law. On top of that, there are some MSP partners who aren’t quite sure what steps they need to take to protect their own clients.

I hope to clear up some of that confusion and answer some of your burning HIPAA questions in a Channel Expert Hour webinar tomorrow, February 13, at 2 p.m. ET. Register to join us for “3 Imperatives to Ensure HIPAA Compliance for your Customers.”

I’ll be joined by Chris Johnson of Untangled Solutions, who is an Intronis partner that has really grabbed the HIPAA opportunity by the horns and turned his managed services business into a go-to healthcare IT consulting firm.  You can read more about Chris’s successes in healthcare IT in this Partner Story.

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Topics: HIPAA and Healthcare IT

4 risk factors that will challenge healthcare MSPs this year

Posted by Manny Veiga on Jan 7, 2014 11:10:00 AM

Large-scale data breaches plagued the healthcare industry in 2013, and researchers say the new year may only bring more threats. In fact, a new study out from Experian predicted that incidences of breaches to data and patient privacy will surge in 2014. What are the risk factors driving these threats, and how can IT managed services providers working in the healthcare industry stay on top of them?

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Topics: HIPAA and Healthcare IT

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