{"podcast":{"title":"The MSP Sales Podcast","slug":"the-msp-sales-podcast-7028645","podcast_index_feed_id":7028645,"rss_url":"https://feed.podbean.com/mspsalespodcast/feed.xml","website_url":"https://mspsalespodcast.podbean.com","image_url":"https://pbcdn1.podbean.com/imglogo/image-logo/18817570/PodcastCover_Front_1400pxSM_b82i6v.png","author":"Brian Gillette","episode_count":48,"summary":"The MSP Sales Podcast digs into the philosophy, strategy, sales training, and techniques that allow a managed service provider to meet their maximum sales potential. For managed service providers who want to scale, we’ll discuss the critical systems that must be in place for every MSP to succeed. We’ll be joined by industry specialists in the IT industry to offer their expert insights. Hosted by Brian Gillette, his own unique and proven empathy-driven sales philosophy has helped generate millions of dollars in revenue for IT providers who deliver managed services including network security, backup, monitoring, compliance, and more.","last_synced_at":"2026-06-23T02:19:05.586393+00:00","page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645"},"episode":{"title":"Episode 43 - The Cyber Insurance Shield: De-risking Your MSP (w/Guest: Andy Runyan)","slug":"episode-43-the-cyber-insurance-shield-de-risking-your-msp-w-guest-andy-runyan","published_at":"2026-05-25T13:00:00+00:00","page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-43-the-cyber-insurance-shield-de-risking-your-msp-w-guest-andy-runyan","show_page_url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645","url":"https://mspsalespodcast.podbean.com/e/episode-43-the-cyber-insurance-shield-de-risking-your-msp/","audio_url":"https://mcdn.podbean.com/mf/web/hwhvbf3fwighqumm/Episode_43_-_Andy_Runyan8sets.mp3","summary":"If you are like me you hate talking about insurance. You do not like the checkboxes. You do not like the technicalities. You certainly do not like the liability. For a long time it felt like cyber insurance providers were just looking to make the MSP the scapegoat. But the market has matured. In Episode 43 of The MSP Sales Podcast Brian sits down with Andy Runyan from UKON Insurance to break down the real relationship between MSPs, cyber liability, and security sales. Andy explains why hiding from the insurance conversation is actually increasing your E&O risk. He also explains why playing the \"cowboy consultant\" and giving unlicensed advice is even worse. Instead of avoiding the topic smart MSPs are using insurance requirements to force the hand on security controls and they are turning local agents into massive referral engines. We cover: → Why you should never ignore cyber insurance (and why you can't fill out the application for them) → The real reason claims got denied during the ransomware explosion → Why \"sub-limits\" are leaving your clients massively underinsured → The critical difference between cyber warranties and cyber insurance → How to use tabletop exercises to sell Incident Response (IR) planning → Why local insurance agents are the ultimate untapped referral source If you want to stop getting stuck in the crossfire of liability and actually use compliance to drive revenue this episode is for you. _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comLearn more about Andy Runyan on LinkedIn 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 forma…","meta_description":"If you are like me you hate talking about insurance. You do not like the checkboxes. You do not like the technicalities. You certainly do not like the lia…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3681,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-msp-sales-podcast-7028645/episodes/episode-43-the-cyber-insurance-shield-de-risking-your-msp-w-guest-andy-runyan/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-msp-sales-podcast-7028645/episode-43-the-cyber-insurance-shield-de-risking-your-msp-w-guest-andy-runyan.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}