STEP 6: Expanding and Upselling
Build Trust. Scale Revenue.
Scale as client needs evolve
Build on trust without sounding pushy.
After laying the groundwork with compliance, risk management, and cyber insurance, your clients now see you as a critical partner—not just another IT vendor.
Risks change. Compliance obligations shift. Naturally uncover these upsell opportunities
This is your moment to expand, upsell, and scale your Compliance-as-a-Service (CaaS) - without feeling like a pushy salesperson.
Unlock Expansion Opportunities
- Framework Expansion
Moving from SOC 2 to ISO 27001, CMMC, NIST 800-171, and beyond. - Risk and Security Assessments
Regular evaluations to uncover new gaps and recommend services. Annual Compliance Readiness
Refresh risk assessments, policies, and training to stay audit-ready.- Vendor Risk Management
Help clients manage their vendors' security programs—not just their own.
Master the Art of the Upsell and Cross-Sell
Treat expansion like solving new problems for your clients — not selling services. Show clients how to level up their protection, reduce their risk, and simplify their lives.
Security Framework Expansion
Why it's an easy sell: Clients often need multiple frameworks as they scale or expand into new markets.
Risk Assessment and Policy Review
Why it's an easy sell: Required by most frameworks and insurers to maintain certification and insurance eligibility.
Vendor Risk
Management
Why it's an easy sell: Clients need to demonstrate third-party due diligence for audits and cyber insurance.
Privacy and Data Governance Services
Why it's an easy sell: Data privacy laws are mandatory for many industries & geographies.
Incident Response Plan Testing
Why it's an easy sell: A must-have for SOC 2, ISO 27001, and cyber insurance underwriting.
Audit Readiness
Support
Why it's an easy sell: Prepare clients for audits, improve pass rates and reduce costs.
Understand the Metrics that Matter
To grow your CaaS business sustainably, track the KPIs that matter most.
Time to Revenue
How quickly after onboarding can you upsell additional services?
Time to Value
How quickly after onboarding can your deliver value to clients?
Gross Margins
Compliance services typically deliver 60–75% margins when standardized.
Revenue / Client
Compliance clients often spend 2–3x more than pure IT clients.
Retention Rates
Clients with integrated compliance services are far less likely to churn.
Expand Your Revenue Without Burnout
Growing your Compliance-as-a-Service shouldn’t mean doubling your hours.
Some tips to protect your margins (and your sanity):
Bundle Services
Package compliance offerings into easy-to-buy bundles.
Automate Renewals
Make compliance refreshes an ongoing event, not a one-time project.
Leverage Platforms
Track client activities, risks, and documents in one place to effortlessly scale.
Upgrade Your QBRs to Unlock Growth
Grab your free QBR Template designed to showcase compliance wins, set up expansion conversations, make upselling feel effortless.
Scaling for Maximum Profitability
With the right compliance foundation—and the right tools—you’ll drive more revenue, create stickier client relationships, and build a CaaS practice that runs itself.
