What if identity became your next managed service?
Backup used to be "included." Then MSPs packaged it, priced it, and BDR became one of the most profitable recurring lines in the stack. Identity is at the same inflection point. Five questions will tell you whether you're ready.
Are your clients using SaaS apps outside M365?
If yes:
Entra does non-Microsoft SSO and MFA, but the question is how much effort does it take to run it per-app, per client? A vendor-neutral layer you manage from one console turns identity sprawl into an efficient service you own.
If no:
A true Microsoft-only stack has less identity to fragment, so this may be less pressing today. Worth noting the friction tends to show up with growth, but if your clients stay in the Microsoft estate, you’re in a genuinely simpler spot.
Are clients asking about cyber insurance or compliance requirements?
If yes:
Insurers and auditors now mostly want the same things: strong MFA on every app, documented offboarding, detailed audit trails. Delivering these is billable work.
If no:
That’s a good position to be in, and some clients may stay that way. But for clients in regulated industries or carrying cyber insurance, those requirements tend to arrive on an audit or renewal questionnaire with a tight deadline—and you’ll often be the one answering.
Do you have standardized offboarding across apps for clients?
If yes:
You're ahead of most MSPs—and the natural next step is automating so it runs reliably every time.
If no:
Orphaned accounts are likely accumulating across your client base. Each one is a potential breach vector or compliance failure. Automated lifecycle management (which ensures rapid, comprehensive provisioning and deprovisioning across all client apps) is one of the highest-value capabilities in a managed identity service.
Are you running the identity work you already do (MFA, SSO, offboarding) as a service?
If yes:
Then you already know its value. Done well, it becomes some of your most durable revenue because it protects clients from real threats and gets easier to manage the more you systematize it.
If no:
You’re doing the work anyway—it’s just unpackaged effort. Running it as a service turns that into recurring revenue while making security and offboarding cleaner for everyone.
Do you have the in-house expertise to deliver IAM services today?
If yes:
You're ready to scale. 🚀
If no:
That's the most common hesitation we hear, and it's the one we've spent the most time solving. ZeroTek's onboarding co-delivers your first client deployments alongside your team. Most partners are deploying independently after two clients.
Every MSP is already doing some of this work. So, the question isn’t whether you qualify, but how far you’ve taken it.
If you’re doing identity work across clients but not running it as a service (most MSPs):
You're sitting on a service line you're not billing for. The infrastructure exists. The demand exists. The gap is operational: a platform that lets you deliver it consistently across every client without building an identity and access management team in-house.
If you’re just starting to see the demand:
You're early, which is the right time to build. The MSPs who figured out BDR early didn't wait until every client was asking. They built the practice and brought clients along.
If your clients are mostly Microsoft-only and stable:
A comprehensive IAM service may not be your next move, and that's fine. But keep it in your back pocket. The market is moving toward identity-led security, and the friction of stretching Entra across a growing client base only grows with you.
See what an identity service line
looks like on your actual book
Book a working session and come with your top five clients in mind. We'll model the math together—your users, your packaging, your pricing.