MSP Guide to Selling Dynamic VLAN Assignment
For MSPs interested in providing dynamic VLAN assignment security for their customers, this solution selling guide is intended to kickstart their sales strategy. Dynamic VLAN assignment is an advanced network-based method of security that can dramatically step-up any client’s network defenses. VLANs can be created to logically segment users and IT resources into separate areas. These areas can be used to keep high security areas away from the general user base, as well as to limit the spread of a breach should a network be compromised.
As an example of this, a sales person would not be placed on the VLAN for developers with source code. By separating departments and isolating their access privileges, an organization’s security can be significantly improved. Furthermore, VLANs give IT organizations a way to manage and control performance of the network as well. Let’s explore the value MSPs can offer by selling dynamic VLAN assignment to their clients.
Deepening Security & Client Relationships
Dynamic VLAN assignment, which is also known as VLAN steering, VLAN tagging, or VLAN attributes, is an automated process of placing users into the appropriate VLAN at the time of their connection to the network. A user’s credentials are authenticated through a RADIUS server to an identity provider, and, if successful, a RADIUS reply attribute is passed to the WiFi access point or the switch to place the user in the proper VLAN. While this process is seamless to the end user, historically, there has been significant work on the part of the IT team to implement VLAN assignments, which is often why it was not used. Times and technology are changing for the better though.
With a cloud hosted RADIUS platform that supports dynamic VLAN attributes, managed service providers (MSPs) in particular have an opportunity to leverage this functionality as a service to their clients. MSPs can generate a number of revenue opportunities with this cloud hosted VLAN assignment functionality, including the setup of the network itself, the policy creation with the client to determine the security posture, and then the on-going management of user assignment.
The Opportunity to Differentiate
The bottom line is that this network security feature can be leveraged to create a deeper relationship of security with existing customers as well as winning new business. Small to mid-sized businesses (SMBs) have become primary targets for cyber attacks, and MSPs are looking to instill security by leveraging best practices and industry-standard tools. In the U.S. in 2018, 58% of malware attack victims were identified as SMBs, and 2019 has been appropriately called “The Year of Cyber Insecurity.” For MSPs, this is an opportunity to build trust with clients in all kinds of verticals, and solidify a deep, long-lasting business relationship.
JumpCloud’s Directory-as-a-Service platform offers dynamic VLAN assignment as a core part of its cloud RADIUS capability. MSPs simply point their client’s WAPs to the JumpCloud RADIUS servers and assign users to the proper VLANs. User identities will be automatically authenticated with the onboard directory service thereby eliminating a number of the integrations required historically (e.g. endpoint to WAP, WAP to RADIUS server, RADIUS server to identity provider). The MSP (or client) is required to create the VLANs within the network. JumpCloud’s cloud-based dynamic VLAN assignment capability is available in both the One Protocol and Pro versions of the platform.
Outline of Selling Guide
Lean on the following suggested outline to position the value of dynamic VLAN assignment services to your clients.
Service: Cloud-based dynamic VLAN assignment
- Segment users with the appropriate IT assets to increase security
- Contain infected endpoints / compromised users
- Tightly control and manage performance and bandwidth usage
- Cloud-based dynamic VLAN assignments without the heavy lifting
- SaaS-based RADIUS server and integrated directory service, with no infrastructure on-prem
- Broad compatibility with networking equipment
Step-up your network security without any need for on-prem hardware
Our Partner Program is Here to Help
Want to work together on a co-marketing campaign? Have a specific request for marketing material? Partner Support Team a note and we’ll be happy to help you strategize, plan, and prepare to sell your services, whether that includes dynamic VLAN assignment or not. We can help you setup joint calls, create non-technical content, or even conduct a webinar together. If you’re ready to see the product in action for yourself, sign up for a free account and apply to be a Partner today.
JumpCloud’s Partner Program empowers IT Service Providers with central identity management from the cloud. Fine-tuned for MSPs with cloud security offerings or clients transitioning to the cloud, Directory-as-a-Service can be easily bundled at the center of any product stack to make your business, and your clients’ businesses, as efficient and scalable as possible. Make Work Happen™ for your clients while improving the bottom line for your business.