How Tularosa Communications raised MRR 25% on its compliance clients
Matt Woller at Tularosa Communications, a small-town New Mexico MSP serving US defense contractors, used Augmentt to meet CMMC controls and raise MRR on those clients by about 25%.
Tularosa Communications turned its defense contractor clients’ CMMC and NIST requirements into billable service, raising MRR on those clients by about 25%.
- About 25% higher MRR on compliance clients
- Microsoft 365 security reviews without signing in to each tenant
- Posture alerts live across every client tenant
Federal compliance obligations arriving through the client base
Tularosa Communications is a rural telecommunications and IT provider in Tularosa, New Mexico, with offices in Alamogordo and Cloudcroft. Alongside fiber internet and hosted voice, it runs a managed service practice and manages Microsoft 365 for its business clients. A good share of those clients are US Department of Defense contractors.
That created two problems. The routine one was scale, since every security check meant signing in to each tenant. The unusual one was that CMMC and NIST requirements were turning security configuration into a documented obligation with a deadline.
Admin account sprawl
Every technician and admin needed a separate account in every client tenant, a burden that grew with each new client.
No single pane for Microsoft 365
Reviewing security settings meant signing in to every tenant individually.
CMMC and NIST requirements
Compliance rules rolling out to defense contractor clients became requirements the MSP had to address.
Alerts nobody reads
Too many alerts defeat the point, so the team needed alerts that signaled a real change in posture.
One console, then the full suite for compliance
One console for every tenant
The team reviews Microsoft 365 security settings for every client without signing in to each tenant, and works from one admin account instead of one per tenant. Woller calls it “easily the biggest thing.”
The full Augmentt Suite for CMMC and NIST
The compliance requirement justified going beyond Secure, so the team added the rest of the suite to cover the specific controls its defense contractor clients must meet.
Evidence clients can see
Instead of only saying on paper that the practice does X, Y and Z, the team shows clients how it’s done in meetings, and clients who want the details can look for themselves.
From asserting controls to showing them
Compliance became a key part of how Tularosa Communications runs both its own environment and its clients’.
Admin access
Every technician needed a separate admin account in every client tenant.
Technicians and admins work across all client environments from one account.
Security alerts
Alerting was held back because too many alerts defeat the point.
Each tenant has a target posture, and the team is alerted only when it drops.
Compliance proof
Controls were described on paper rather than shown.
The team demonstrates its controls, and clients can review the evidence themselves.
Compliance work that became recurring revenue
About 25% higher MRR on compliance clients
Adding the full suite to meet federal control requirements raised recurring revenue on those accounts by roughly a quarter.
Security reviews without per-tenant sign-in
In Woller’s own assessment, the biggest operational gain is reviewing Microsoft 365 security across every client without signing in to each tenant.
Posture alerts across every tenant
After holding back, the team rolled posture alerting out from its own environment to all client tenants.
Procedures that verify themselves
If the standard says everyone has MFA, the team knows whether that’s true, including environments where the rule covers only admins and specific accounts.
It keeps you honest with your own procedures. If we say everybody needs to have MFA, we know they do.”
Frequently asked questions
How does an MSP use Augmentt for CMMC compliance?
Tularosa Communications, a New Mexico MSP whose clients include US Department of Defense contractors, added the full Augmentt Suite to address specific CMMC and NIST controls across its clients’ Microsoft 365 tenants. Augmentt gives the team a single place to set, review, and monitor the security configuration those controls require.
How much revenue can compliance work add for an MSP?
At Tularosa Communications, adding the full Augmentt Suite to meet CMMC and NIST requirements increased monthly recurring revenue for the affected clients by about 25%. That figure comes from Matt Woller of Tularosa Communications and applies to its compliance-driven clients, not to its entire client base.
What are Microsoft 365 posture alerts, and how do they avoid alert fatigue?
Augmentt posture alerting lets an MSP set a target security posture for each tenant and be alerted when that posture drops, rather than alerting on every individual deviation. Tularosa Communications delayed rolling out alerting for exactly this reason, then deployed posture alerts across all client tenants once the alerts reflected real change rather than known exceptions.
Can Augmentt reduce admin account sprawl across Microsoft 365 tenants?
Yes. Before Augmentt, Tularosa Communications needed a separate admin account for each technician in each client tenant. Working through Augmentt, technicians use one account to work across all client environments, which removes the per-tenant account sprawl the team hit early in supporting Microsoft 365.
Does Microsoft offer a native multi-tenant equivalent?
Not in Matt Woller’s assessment at the time of the interview. He notes that the underlying information is available from Microsoft, but that reviewing it means signing in to every tenant individually, and that until Microsoft ships something better, Augmentt is the simplest approach he knows of.
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- A live posture scan on one of your own client tenants, not a canned dataset.
- The client-facing report you could send that account the same week.
- A straight answer on whether the margin works at your client count.
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