“The Client” (anonymized), a growing Managed Service Provider (MSP) managing 2000+ endpoints, was facing a profitability crisis. Their “Security Upgrade” projects were massive, one-time engineering efforts that burned out their best staff and left clients with static configurations that eventually drifted into insecurity.
Every time The Client onboarded a new customer, their engineers would spend weeks manually building Intune policies and configuring Defender. It was expensive, error-prone, and unscalable.
“We were charging $15k for a project that cost us $12k in labor to deliver,” admitted the owner. “And six months later, the client would complain that their security score had dropped because nothing was being maintained.”
The MSP partnered with Waypoint Tech Advisors to shift from a CAPEX Project Model to an OPEX Subscription Model. Instead of building from scratch, they now “lease” the WaypointX Baseline for each of their tenant environments.
The MSP now deploys the exact same WaypointX Gold Image to every client. This eliminated 90% of the “engineering discovery” phase and reduced onboarding time from 4 weeks to 4 days.
Clients no longer pay for a decaying snapshot of security. They pay a monthly fee for a Living Baseline. If Microsoft releases a new threat definition or feature, WaypointX updates the baseline, and the MSP pushes it to all clients instantly.
The MSP successfully converted 80% of their client base to the new model. They reduced their delivery costs by half, while simultaneously increasing the lifetime value (LTV) of each customer through the new recurring revenue stream.
