Why IT Companies Are Missing Out on CMMC Revenue

by Jacob Acker | Mar 13, 2025 | Compliance, Cybersecurity Maturity Model Compliance

The demand for CMMC (Cybersecurity Maturity Model Certification) compliance is growing rapidly as defense contractors and suppliers scramble to meet the Department of Defense (DoD) requirements. Yet, many IT service providers—especially MSPs (Managed Service Providers) and MSSPs (Managed Security Service Providers)—are missing out on a major revenue stream because they haven’t developed the capability to offer CMMC compliance services.

The Growing Market for CMMC Compliance

CMMC compliance is now a must-have for companies working with the DoD. Thousands of businesses in the defense supply chain must meet CMMC requirements, and they need IT providers who can help them navigate the complex process.

The issue? Many IT companies don’t have the knowledge, resources, or personnel to deliver these compliance services. Instead of capturing this lucrative market, they are referring clients elsewhere—or worse, losing business to competitors who have adapted.

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Why IT Companies Are Missing Out

1. Lack of In-House CMMC Expertise

CMMC compliance isn’t just about cybersecurity—it’s about understanding a structured compliance framework. Many IT service providers are well-versed in cybersecurity best practices but lack knowledge of CMMC’s specific controls, documentation requirements, and assessment processes.

Without an in-house compliance expert, IT companies struggle to provide CMMC assessments, gap analyses, or readiness plans.
Building a CMMC compliance practice from scratch requires training, hiring, and certification costs—resources many IT providers are hesitant to allocate.

2. Losing Clients Who Need Compliance Solutions

Companies in the DoD supply chain need both IT services and CMMC compliance. If your IT company doesn’t provide CMMC services, your competitors will—and once a client finds an all-in-one provider, they may move all of their business there, including standard IT support.

IT firms that fail to offer CMMC compliance alongside cybersecurity services risk losing long-term clients.
Competitors who bundle compliance with IT services are securing multi-year contracts while others are left behind.

3. Assuming CMMC is Too Complicated to Offer

Many IT companies assume that offering CMMC services is too complex or that they must become a C3PAO (Certified Third-Party Assessor Organization) to enter the market. This misconception leads to IT providers avoiding the opportunity altogether.

The reality? You don’t need to become a C3PAO to generate revenue from CMMC.
IT companies can partner with a specialized CMMC compliance provider like ICS Data (i.e. Cyber Harbor) to offer CMMC services without the need to build an in-house compliance team.

How IT Companies Can Capture CMMC Revenue

If your IT company isn’t offering CMMC solutions, you’re leaving money on the table. The good news? You don’t need to develop a CMMC practice from scratch.

1. Partner with a CMMC Compliance Provider

Instead of turning away CMMC opportunities, team up with a dedicated compliance provider. A partner like Cyber Harbor can handle CMMC assessments, documentation, and certification prep under your brand, allowing you to offer CMMC services without the overhead.

2. Offer CMMC Compliance as a Service (CaaS)

By bundling CMMC compliance with your IT services, you can offer a recurring revenue model where clients pay for continuous monitoring, policy updates, and compliance management.

3. Target the Right Clients

IT companies should proactively market CMMC services to:

Existing clients in the DoD supply chain who must meet CMMC requirements.
New prospects in manufacturing, aerospace, and government contracting who need compliance solutions.

Don’t Let CMMC Revenue Slip Away

CMMC compliance is a high-growth market, and IT providers that adapt will win bigger contracts, strengthen client relationships, and grow revenue.

If you don’t have the internal expertise to offer CMMC, ICS Data (i.e. Cyber Harbor) can help. Partner with us and start monetizing CMMC compliance today—without the complexity.

Contact us to learn how to add CMMC compliance to your service offerings today!

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Why West Michigan Manufacturing Companies Trusts ICS Data for CMMC Compliance

by Jacob Acker | Jan 15, 2025 | Compliance, Cybersecurity Maturity Model Compliance

Achieving Cybersecurity Maturity Model Certification (CMMC) 2.0 compliance is critical for West Michigan manufacturers working in or with the defense industry. At ICS Data, we combine decades of industry expertise with a client-first approach to provide unparalleled support on your compliance journey.

1. Expertise Rooted in Manufacturing

With over 30 years of experience as a Managed Service Provider for the manufacturing sector, we understand the unique challenges you face. Uptime, reliability, and profitability are priorities that cannot be compromised—even as you meet complex compliance requirements.

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2. Affordable, Tailored Solutions

Compliance doesn’t have to mean skyrocketing monthly costs. We deliver solutions customized to your needs, avoiding cookie-cutter approaches that don’t fit your operations. Our focus is on maximizing the value of your existing resources and team while implementing cost-effective technical controls.

3. Policy-First Approach

When possible, we prioritize addressing policy over implementing technical controls. This strategy ensures compliance is achieved without unnecessary investment in new systems—saving you time and money while leveraging your current infrastructure.

4. Comprehensive Coverage

Our solutions cover all 110 NIST Controls, giving you peace of mind that your business is fully prepared to meet CMMC 2.0 standards. Whether you’re aiming for Level 1, Level 2, or higher compliance, we provide the tools and expertise you need.

5. Dual-Layered Gap Analysis for Maximum Insight

Our gap analysis process is led by both a Certified CMMC Professional (technical resource) and a Certified CMMC Assessor (policy resource). This dual-layered approach ensures you receive a thorough evaluation of your compliance gaps and clear guidance on how to address them effectively.

Partner with ICS Data in 2025

When it comes to CMMC 2.0 compliance, ICS Data is the trusted partner for West Michigan businesses. We understand your industry, deliver tailored solutions, and offer the expertise needed to navigate the complexities of cybersecurity compliance—all while keeping your operations running smoothly.

Contact us today to start your CMMC compliance journey.

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CMMC 2.0 – Now Live in 2025

by Jacob Acker | Jan 10, 2025 | Compliance, Cybersecurity Maturity Model Compliance

As of 2025, Cybersecurity Maturity Model Certification (CMMC) 2.0 is officially live, marking a significant step in strengthening cybersecurity across the defense supply chain. For businesses working with the Department of Defense (DoD), compliance with CMMC 2.0 is no longer optional—it’s a necessity. We’re here to help you navigate this essential transition.

What is CMMC 2.0?

CMMC 2.0 simplifies and refines the original framework, focusing on protecting sensitive data while reducing compliance burdens. The model introduces three certification levels, each tailored to the type and sensitivity of information a contractor handles. Whether your organization processes Controlled Unclassified Information (CUI) or Federal Contract Information (FCI), CMMC 2.0 ensures the proper cybersecurity standards are in place.

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Why It Matters in 2025

Compliance with CMMC 2.0 is now a contractual requirement for DoD contractors and subcontractors. Failing to meet these standards could result in lost contracts or being excluded from bidding opportunities. Moreover, the implementation of CMMC 2.0 underscores the DoD’s commitment to securing the defense industrial base against evolving cyber threats.

How We Can Help

At ICS Data and Cyber Harbor, we specialize in guiding organizations through the complexities of cybersecurity compliance. Our team provides:

Readiness Assessments: Evaluate your current cybersecurity posture against CMMC 2.0 requirements.
Compliance Strategies: Tailored roadmaps to achieve certification efficiently.
Continuous Support: Tools and expertise to maintain compliance and safeguard your systems.

Stay Ahead of the Curve

The rollout of CMMC 2.0 is a critical opportunity to strengthen your organization’s cybersecurity while staying competitive in the defense industry. ICS Data and Cyber Harbor are your trusted partners in achieving compliance and protecting your business from emerging threats.

Contact us today to get started on your CMMC 2.0 journey.

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Who is responsible for CUI markings?

by Jacob Acker | Dec 12, 2024 | Cybersecurity Maturity Model Compliance

What is Controlled Unclassified Information (CUI)?

CUI refers to sensitive data that, while not classified, still requires protection. It includes unclassified information created or owned by the government that necessitates safeguarding and controlled dissemination under applicable laws, regulations, or government-wide policies.

Why is CUI important?

CUI policy standardizes markings across the government, replacing agency-specific labels like FOCO and SBU, to indicate required handling under laws and policies. The DoD CUI Registry provides details on categories, markings, policies, and examples, though not all categories apply to the DoD.

Understanding the roles and responsibilities of CUI markings.

Handling Controlled Unclassified Information (CUI) requires careful attention, and marking it correctly is a critical part of the process. But who is responsible for this task?

In most cases, the organization or individual that creates or manages the CUI is responsible for ensuring it is properly marked. These markings indicate how the information should be handled and protected.

For federal contractors, this responsibility often extends to subcontractors or third parties who interact with the CUI. It’s essential that everyone involved understands their role in maintaining compliance.

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Federal guidelines, such as NIST SP 800-171, provide a framework for how CUI should be marked and handled. Following these standards helps protect sensitive information and ensures accountability.

Organizations can reduce risks by offering proper training and establishing clear policies for managing CUI. These steps not only safeguard data but also help avoid compliance issues.

By knowing who is responsible and following best practices, your team can maintain security and compliance with confidence.

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Outlining the CMMC Process: Gap Analysis and SPRS Score

by Jacob Acker | Apr 6, 2023 | Cybersecurity Maturity Model Compliance

Perform a Gap Analysis

What’s a gap analysis and why is it necessary?

Great question…

A gap analysis is the process of identifying the gaps between your organization’s current cybersecurity practices and the practices required by the CMMC framework.

A gap analysis helps organizations identify the areas where they need to improve to meet the certification requirements.

Gap Analysis Process

The process involves reviewing your current policies, procedures, and controls to identify any areas that need to be updated or improved.

We take two to three (2 to 3) virtual or in-person meetings to determine where your company currently stands with CMMC requirements.

What’s the Result of a Gap Analysis?

The result of a gap analysis is a report that highlights the gaps between your current practices and the CMMC requirements. This report can be used to develop a plan to address the gaps and achieve compliance.

That’s where we come in.

Our cyber security professionals review your assessment and provide recommendations through conversations with you about how to make CMMC work best for your company.

Deliverables involved:

Gap Analysis
SPRS Score
A detailed quote for any requested IT or policy services

What’s a SPRS Score?

The SPRS score is a rating system used by the Department of Defense (DoD) to assess the cybersecurity practices of its suppliers.

The SPRS score is based on a cybersecurity assessment questionnaire that suppliers must complete.

The questionnaire evaluates the supplier’s compliance with the cybersecurity requirements outlined in the Defense Federal Acquisition Regulation Supplement (DFARS) and the NIST SP 800-171 cybersecurity framework.

The SPRS score ranges from 0 to 110, with a higher score indicating better compliance. A score of 110 is required for suppliers to be eligible to bid on certain contracts.

In the context of CMMC compliance, the SPRS score is used to assess a supplier’s readiness to achieve certification. The SPRS score can help organizations identify areas where they need to improve to meet the certification requirements. The score is used by the DoD to prioritize suppliers for assessment and to monitor the cybersecurity practices of its suppliers.

Why You Need Gap Analysis and SPRS Score for CMMC?

In summary, gap analysis and SPRS score are important tools for organizations seeking to achieve CMMC compliance. Gap analysis helps organizations identify the areas where they need to improve to meet the certification requirements, while SPRS score is used to assess a supplier’s readiness to achieve certification and to monitor the cybersecurity practices of its suppliers.

How to identify if you need CMMC?

by Jacob Acker | Feb 15, 2023 | Compliance, Cybersecurity Maturity Model Compliance

Identify CMMC

Before we identify CMMC, we must understand Controlled Unclassified Information (CUI).

CUI is an important factor in achieving CMMC, because protecting CUI is a key component of cybersecurity.

The CMMC model is a framework that helps organizations assess and improve their cybersecurity posture. It’s designed to help organizations achieve a baseline level of cybersecurity maturity that aligns with their risk management goals and objectives.

One of the key security controls in CMMC is the protection of CUI. Organizations that handle CUI must ensure that they are safeguarding this information in accordance with applicable laws, regulations, and guidance. This includes identifying and marking CUI appropriately, as well as implementing the appropriate security controls to protect it.

Understanding CUI (Classified Uncontrolled Information)

CUI is a category of sensitive but unclassified information that is regulated by the US government. To ensure that CUI is appropriately safeguarded, specific markings and controls are used to identify it. They are:

1. Banner & Footer Markings

These markings may include a statement indicating that the document contains CUI and should be handled accordingly. For example, a banner marking might read “Controlled Unclassified Information – Do Not Release Without Authorization.” Footer markings may include the specific CUI category and subcategory.

Pro-tip: There is no requirement to add the “U,” signifying unclassified, to the banner and footer as was required with the old FOUO marking (i.e., U//FOUO).

CUI markings in classified documents will appear in paragraphs or subparagraphs known to contain only CUI and must be portion marked with “(CUI).” “CUI” will not appear in the banner or footer.

Last tip – there will be an acknowledgement added to the warning box on the first page of multi-page documents to alert readers to the presence of CUI in a classified DoD document.

2. Category & Sub-Category Markings

These are used to identify the type of information and the level of protection it requires. Categories may include areas such as “Legal,” “Financial,” or “Defense.” Subcategories provide further specificity within each category. For example, within the “Defense” category, subcategories may include “Weapons Systems Design” or “Military Operations.”

3. CUI Basic vs. CUI Specified

CUI Basic refers to information that is not specifically listed in the CUI Registry but still requires safeguarding. CUI Specified refers to information that is specifically listed in the CUI Registry and has a designated category and subcategory. CUI Specified will also be marked with (SP-) on the document.

4. Limited Dessimination Controls

Limited dissemination controls are used to restrict the distribution of CUI to authorized individuals only. This may include controls such as password protection, access controls, or encryption.

5. Portion Markings

Portion markings are used to identify specific sections of a document that contain CUI. This allows individuals to quickly identify which portions of the document are sensitive and require protection. Portion markings may include labels such as “CUI,” “FOUO” (For Official Use Only), or “Limited Distribution.”

Quick side note: if Portion Markings used in one part of the document, they must be used throughout the entire document.

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