In episode 15 of MSP Insider, host Jeffrey Newton sits down with Jesse Miller, founder of Power PSA Consulting, for a no-BS conversation about why most MSPs fail at cybersecurity sales. Through candid discussion, Jesse reveals why obsessing over security tech stacks instead of business risk is killing your margins, how his own first security program "bled cash" until he changed his approach, and why "comfort zone thinking" is the true barrier to MSP growth.

Key Topics Covered:
• Why technical cybersecurity stacks alone are impossible to sell profitably
• How to transition from technical expert to strategic risk advisor
• The critical difference between vCIO and vCISO conversations with clients
• Why "professional perfection" mentality kills MSP cybersecurity programs
• How to structure security offerings that clients actually understand and buy

Timestamps:
0:00 - Introduction to cybersecurity challenges for MSPs
4:03 - Jesse's journey from technical expert to strategic advisor
10:17 - Why most MSPs get stuck in their comfort zones
16:35 - The critical difference between vCIO and vCISO services
22:06 - Why "professional perfection" kills cybersecurity programs
31:22 - Building flexible frameworks vs. rigid security packages

Whether you're struggling to make cybersecurity profitable or looking to expand your existing security practice, this episode delivers practical advice about what it really takes to sell and deliver security services that clients actually value and pay for.

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