These are some of the key topics Matt and Danny discussed in this episode:

• Cybersecurity Isn’t More Complex — It’s Just Noisier
  • Threats remain fundamentally the same, but the explosion of tools and alerts creates confusion.
  • The core principles—like reducing surface area and hardening systems—haven’t changed.
• Simplify the Message for Better Customer Buy-In
  • Avoid buzzwords and fear-based selling; stick to consistent, relatable explanations.
  • Clients don’t want hype — they want clarity, trust, and outcomes.
• Technical Teams Need Sales Support to Scale
  • Engineers are great at solving problems but often struggle with follow-up and closing.
  • Pairing sales professionals with engineers improves customer experience and deal flow.
• Global Differences Shape Enablement Strategies
  • UK MSPs tend to underprice and undersell due to cultural norms around communication.
  • U.S. partners are often more comfortable presenting and commanding higher pricing.
• AI in Security: Overhyped, but Useful
  • AI is helpful for validating human decisions and improving workflows.
  • It’s unreliable for making core security decisions due to high error margins.
• Attackers Are Using AI More Effectively Than Defenders
  • AI helps attackers create stealthy, undetectable malware that mimics legitimate behavior.
  • Defensive tools must rely on zero trust to manage risk when intent is unclear.
• Zero Trust as a Foundational Defense
  • Whether it’s malware or backup software, untrusted apps should be blocked by default.
  • Real-time detection and human oversight are still critical to threat response.
• Scaling Requires Two Things: Real Value and Awareness
  • A product must solve a real problem and be part of a full, supported solution.
  • Growth comes from making sure the market knows the product exists—education is key.