Episode 143


The Game of Risk


by | Feb 28, 2023 | Marketing, MSP, Sales

The MSP Business School Team

Don’t let risks in your sales process trip you up! Find out what threats need to be taken care of right away, and how best to handle them.

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About This Episode

In this episode, our team discusses The Game of Risk here at MSP Business School.

2:20 – Brian suggests that organizations engage with customers to understand risk and take the next step in risk management by introducing frameworks to them to manage their organization. Cyber liability insurance can be a challenge for some organizations, so it is important to engage with customers and understand risk during the sales process.

3:11 – Robb said that he’d like to define a little bit better about “What are we talking about when we’re talking about risk? Are you talking about it as it relates to the insurance side? Are you talking about the hacking side? What exactly do you mean when you say the global word risk?”

7:21 – Brian explains that there is a challenge of not all risks needing to be solved right due to the cost justification versus the percentage opportunity of risk. For example, if a customer has 3 to 4 risks, it could be that they have a realistic budget and are looking to protect to the best of their capabilities. 

12:12 – Robb inquires how to coordinate the sales process between the sales rep, the owner, and the sales LED. He is blown away by the variety of ideas discussed.

17:19 – Brian emphasized the importance of having a good cyber security posture for businesses. There are a lot of different frameworks and regulations that are industry-based, so it is important to focus on cyber frameworks. These frameworks are groups of controls that businesses can define and measure against over time.

21:12 – Brian explains that CIS is geared towards non-targeted companies that don’t have security professionals on staff. It focuses on protecting and detecting the first 3 identities, then moving up to implementation where they usually have security professionals, and then dealing with vendors that are the companies that support us publicly.

24:53 – Robb stated that the ads of services are picking up for code management, and they are seeing a lot of interest and opportunity on the upper side as well. There is a lot of opportunity out there right now.

27:54 – Brian’s most important idea is to understand the risk and not focus on fear or uncertainty in doubt. He emphasizes that not all risks are equal and not all risks need to be attended to immediately.


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