Case Studies
From uncertainty to strategy – How an IT provider took control of NIS2 with support from Gridheart
Background
When the EU's new cybersecurity directive, NIS2, began to take shape, many IT providers quickly realized that something significant was about to change. Our customer, who wished to remain anonymous in this case study, reached out to us for assistance. With customers in the real estate industry, transportation sector, and public sector, it was clear that the new requirements would affect both their own operations and their customers'. But how would they navigate the complex regulation and turn the challenge into an opportunity?
The Customer: An Ambitious MSP with a Community-Oriented Focus
Our customer is a regionally strong and rapidly growing managed service provider (MSP) focused on small and medium-sized enterprises within community-oriented functions. Despite already having a robust service offering, they needed support to manage the requirements of the NIS2 directive and to optimize the packaging of their services for their customers. They specifically sought guidance on how to prepare, communicate effectively with customers, and ensure compliance. As the directive's implementation approached, new questions also arose: How do we secure our supply chains? To whom and how quickly should incidents be reported? What requirements are placed on us – and on our customers?
– “We had good services, but lacked the right tools to explain NIS2 and how it practically affects our customers. That’s where Gridheart played a crucial role,” says the customer's CEO.
The Challenge: From Reactive Operations to Strategic Advisory
For the customer, the introduction of the NIS2 directive meant a significant change. Despite previously having a solid service offering, they faced a dual challenge. They lacked the resources to fully interpret and adapt to the directive, while their customers, who often had limited experience with cybersecurity requirements, did not understand what was needed for compliance. The customer therefore needed not only to align their services with NIS2, but also to guide their customers through the regulations, point out relevant support resources, and ensure effective communication of the requirements.
“We realized that our customers lacked clarity around their needs, and even though we had strong services, we lacked the tools to guide them through NIS2. That’s where Gridheart came in and made a difference,” says the customer.
The Solution: Strategy, Packaging, and Partnership
Together with Gridheart, a three-step initiative was launched:
Educational Workshop – Gridheart organized a workshop for management and account managers, where the directive’s direct impact was explained for them and their customers.
Service Packaging – Based on identified risk areas and directive requirements, Gridheart helped the customer develop service packages that could be more easily communicated to their customers, based on their needs and individual requirements.
Communication Support – Gridheart produced materials, documents, and templates to help the MSP guide their customers and communicate the value of the services and packages effectively.
“Gridheart helped us move from uncertainty to truly supporting our customers and helping them navigate the NIS2 directive. Now they see us as their strategic advisor, not just an IT provider,” says the customer's CEO.
The Result - Strengthened Trust and New Business
The result was stronger customer trust, increased sales of security services – and above all, clear positioning in a time of uncertainty. The new packaging has not only helped existing customers – but also become a door opener in procurements where NIS2 compliance is a decisive factor.
The new service packages strengthened customer trust, boosted sales of security services, and opened doors to new business, especially in procurements where NIS2 compliance is critical. By transforming a regulatory challenge into a strategic opportunity, the MSP has future-proofed its operations and positioned itself as a reliable advisor.
– “Gridheart gave us the tools not only to comply with NIS2, but to use it as a competitive advantage,” says the CEO.
Do you also need guidance?
Gridheart is your partner for NIS2 and the future of cybersecurity, more than just a solutions provider. We are a partner that turns complex requirements into business opportunities, and with our expertise and commitment, we help you navigate tomorrow’s challenges, starting today.