# EP120 – Selling Cybersecurity to Clients Who Think They're Not a Target with Adam Pilton

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Text version: https://stenobird.com/podcast/it-s-a-numbers-game-5444783/ep120-selling-cybersecurity-to-clients-who-think-they-re-not-a-target-with-adam-pilton.md
Podcast: [It's a Numbers Game](https://stenobird.com/podcast/it-s-a-numbers-game-5444783)
Published: 2026-01-11T16:00:00+00:00
Episode link: https://09c50608-3af9-4380-ae1e-9bdeebb68b70.libsyn.com/ep120-selling-cybersecurity-to-clients-who-think-theyre-not-a-target-with-adam-pilton
Audio file: https://traffic.libsyn.com/secure/09c50608-3af9-4380-ae1e-9bdeebb68b70/EP121_-_Selling_Cybersecurity_to_Clients_Who_Think_Theyre_Not_a_Target_with_Adam_Pilton2.mp3?dest-id=3337619
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Duration seconds: 2081

## Resource

In this episode, Adam Pilton from Heimdal discusses his role in educating and supporting MSPs and small businesses on cybersecurity. He shares his unique perspective drawn from a 15-year career in law enforcement and as a Cyber Essentials auditor. The conversation covers the importance of storytelling, recognising and mitigating risks, maintaining cybersecurity standards like Cyber Essentials, and building trust-based client relationships. Practical strategies for engaging clients and the necessity of continued education on cybersecurity threats are also highlighted. 00:00 Introduction and Guest Welcome 00:25 Adam's Background and Role at Heimdal 02:26 Challenges Faced by Small Businesses in Cybersecurity 06:52 Importance of Storytelling in Cybersecurity 12:18 Cyber Essentials and Frameworks 24:50 Client Relationships and Trust 31:55 Conclusion and Contact Information Connect with Adam Pilton LinkedIn by clicking here – https://www.linkedin.com/in/adampilton Read Adam Pilton's newsletter at – https://www.linkedin.com/newsletters/the-cyber-detective%E2%80%99s-notebook-7389285479634075648/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/ MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

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