Security Clients Seek Strategic Guidance From Providers
As managed detection becomes commoditized, firms see a 95% interest rate in standalone strategic advisory services.
Updated on Oct. 29, 2026 in Cybersecurity
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Managed security clients are increasingly demanding strategic guidance beyond technical support, with 95% expressing a willingness to pay for advisory services. Currently, however, only 28% of managed service providers offer virtual chief information security officer capabilities to meet this gap.
Why it matters
A persistent cybersecurity talent shortage and the complexity of managing business risk are driving companies to seek high-level strategic oversight from their service providers. This shift signals a transition where managed detection services are increasingly viewed by providers as commoditized.
While 56% of clients require strategic guidance, only 28% of providers offer virtual chief information security officer services. Providers currently rely on quarterly business reviews and governance, risk, and compliance tools to document controls, failing to address high-level strategic planning.
The details
Managed service providers typically attempt to address compliance requirements by deploying governance, risk and compliance tools — software designed to manage organizational risk and regulatory adherence. Strategic advisory, however, remains largely confined to manual processes like quarterly business reviews. This disconnect exists because standard managed detection and response services focus on technical issue resolution rather than long-term risk strategy.
Timeline
2023: Global chief information security officer employment reached 32,000.
2024-2025: Unfilled cybersecurity jobs reached a projected 3.5 million.
August 2026: A research firm surveyed 400 industry leaders.
2026: Total worldwide employment of chief information security officers stands at 35,000.
The Tech Race
This pivot reflects a broader industry movement away from the commoditization of standard managed detection and response services. Providers are now racing to offer high-level virtual security leadership to differentiate their offerings in a market where basic technical support is no longer sufficient.
Businesses struggling to hire full-time security leadership due to the talent shortage can expect more providers to roll out vCISO services as a paid add-on. Those seeking to reduce business risk should look for providers moving beyond standard portal dashboards toward dedicated advisory workflows.
The takeaway
The gap between standard security monitoring and strategic business risk planning is becoming a primary revenue opportunity for service providers. Stakeholders should monitor the adoption rate of standalone advisory services against the benchmark of 83% of clients who indicate interest in this model.
Further reading
Explore more analysis of security trends in the Cybersecurity section.
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Is paying your IT provider for strategic security advice a better investment than hiring internal staff?
