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.
Episode Hosts
Brian Gillette
Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships.
Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs.
Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.
He is the host of The MSP Sales Podcast and author of the book, "How to Sell a Sh*tload of Managed Services: Without Selling Your Soul"
Andy Runyan
Andy Runyan, CCIS, is the Director of Cybersecurity Risk Solutions at UKON (formerly FifthWall Solutions) a wholesale brokerage specializing exclusively in cyber insurance and tech errors and omissions (E&O), where he focuses on cyber insurance, risk management, strategic alliances, and supporting MSPs with cybersecurity and insurability challenges.
Andy has been active in the cyber insurance space since 2019, and is a frequent speaker and commentator on topics such as ransomware, social engineering, AI-powered fraud, and evolving cyber claims trends. A native of Arkansas, he is also an avid baseball enthusiast who played college baseball and currently coaches youth travel baseball with the East Coast Sox.
Andy is known for his practical, educational approach to helping organizations better understand and manage cyber risks in an increasingly complex threat landscape.