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Episode 50 - How Top MSPs Position vCISO Services (Guest: Erin McLean)
No mid-market CEO is waking up in a cold sweat hoping they can cut you a check for a list of cybersecurity frameworks and automated compliance reports.
Most clients aren't looking for a "vCISO." They're looking for someone who can reduce risk, guide better decisions, and help them navigate an increasingly complex cybersecurity landscape.
The problem? Many MSPs are still selling technical expertise instead of business outcomes.
In this episode, Brian Gillette sits down with Erin McLean to explore how top MSPs position and sell vCISO services in a way that clients actually understand and value. They discuss why language matters, how to shift from technical conversations to strategic ones, and what it takes to become a trusted security advisor.
We cover:
→ How to position vCISO services as strategic business guidance
→ Common mistakes MSPs make when selling cybersecurity
→ How to communicate value without overwhelming prospects
→ What separates trusted advisors from the
Whether you're launching a vCISO offering or refining an existing one, this episode will help you rethink how you position security, communicate value, and win more strategic client relationships.
--------------------------------------------------------------------------------------------
Learn more about Shawn via his LinkedIn.
Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format!
It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.
Get it now at Amazon.com https://a.co/d/hJKoFxg
.
.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen
View all episodes
By Brian Gillette
5
99 ratings
No mid-market CEO is waking up in a cold sweat hoping they can cut you a check for a list of cybersecurity frameworks and automated compliance reports.
Most clients aren't looking for a "vCISO." They're looking for someone who can reduce risk, guide better decisions, and help them navigate an increasingly complex cybersecurity landscape.
The problem? Many MSPs are still selling technical expertise instead of business outcomes.
In this episode, Brian Gillette sits down with Erin McLean to explore how top MSPs position and sell vCISO services in a way that clients actually understand and value. They discuss why language matters, how to shift from technical conversations to strategic ones, and what it takes to become a trusted security advisor.
We cover:
→ How to position vCISO services as strategic business guidance
→ Common mistakes MSPs make when selling cybersecurity
→ How to communicate value without overwhelming prospects
→ What separates trusted advisors from the
Whether you're launching a vCISO offering or refining an existing one, this episode will help you rethink how you position security, communicate value, and win more strategic client relationships.
--------------------------------------------------------------------------------------------
Learn more about Shawn via his LinkedIn.
Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com
Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format!
It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values.
Get it now at Amazon.com https://a.co/d/hJKoFxg
.
.
#MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen
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