Deep Dive: How MSPs Win Healthcare Clients

[00:00:00] Speaker A: All right, and welcome back to the show. Here's what I've got coming up for you. Today we're going to do a sector deep dive covering how you can win more healthcare clients. The five questions your MSP's website must answer or prospects will go elsewhere. And my special guest today reveals the scary implications for MSPs when your clients buy cyber liability insurance and also how to turn it into a revenue stream. Welcome to episode 343, powered by MSP [00:00:31] Speaker B: marketingedge.com Paul Greens MSP Marketing Podcast. [00:00:36] Speaker A: Let's talk about one of the most attractive client verticals that any MSP can go after. Healthcare practices. And when I say healthcare, I mean private practices specifically. So doctors, dentists, dental surgeons, optometrists or opticians as they're known here in the uk. Veterinarians, we call them vets here in the uk. Physical physiotherapists, cosmetic clinics, all of that kind of stuff. The kind of practice that owner operated or partnership run. I mean, somewhere that's got a reception desk, clinical staff and a growing pile of technology holding the whole thing together. Now this is not about hospitals or large health networks. This is about those small to medium sized healthcare practices that need IT support and they're probably getting it from someone who maybe doesn't really understand their world. And that is your opportunity. So first of all, a heads up that this podcast is consumed all around the world and obviously there are lots of different healthcare systems out there. So for example, here in the UK, most doctors and what we call general practitioners, GPs, they work within the National Health Service, which is run by the government. So this means I'm not going to dive into specific details or specific laws for any particular country. Instead I'm going to talk generally about how you can reach all of these kind of clients, whichever country you're in. Because even though there are different laws and different systems around the world, these healthcare professionals all think and feel and act pretty much along the same lines. So why do MSPs love healthcare practices so much? Well, let me count the reasons. First of all, they're almost entirely recession proof. People don't stop going to the dentist when the economy wobbles. They don't stop taking their dog to the vet. I mean, they might cut back on the extra spend, such as having having all their teeth replaced with those weird looking teeth that Hollywood people have, but they still maintain the basic essentials. So these businesses have a good solid base of revenue still coming in, no matter what's happening to the economy in Fact, these are businesses typically built on recurring appointments, loyal patients and services that can't be postponed indefinitely. Second, they are deeply dependent on technology. The appointment system, the patient records, the digital imaging, the billing software, the online prescribing, the payment processing. It's all technology, right? And all of it needs to work all day, every single day, because when it doesn't work, the consequences are immediate and painful. A dental practice that can't access its patient management system on a Monday morning isn't just frustrating, it's losing appointments and revenue and it's letting its patients down. And that's the kind of downtime that gets you fired as their IT provider and the kind of risk that makes them incredibly motivated to find someone they can genuinely trust. A side note, I work with dentists in a previous business, one that I sold 10 years ago, and here in the UK, they call Helping the patient's chair time. That's all the dentists want. They want chair time, they want the patient in the chair, they want their fingers and metal things in the patient's mouth. That makes them happy because they're earning money and anything other than chair time is losing them money. So it's really good for you to get into the mind mindset of what is most important to the healthcare professional that I'm talking to here. Third, then, they are regulated, very heavily regulated in some areas. So sure, different countries and regions have different specific rules, but the principle is the same everywhere. Healthcare practices handle very, very sensitive patient data. They have legal and ethical obligations to protect it. In the us, dental and medical practices have very specific compliance requirements around patient data. In Australia, Canada and the uk, there are equivalent frameworks and even veterinary practices, which in some places aren't covered by the same strict health data regulations, but they still handle client personal data and payment information, and they're increasingly expected to protect it properly. Compliance is both a burden and a gift for you as an msp. It's a burden for the practice owner because they have to meet it, and it's a gift for you because it creates a constant, legitimate reason to have conversations with them. Fourth, then, and this one matters, they talk to each other. Healthcare professionals within a specialty are a very tightly networked community. Dentists know other dentists, veterinarians know other veterinarians, they all attend the same kind of conferences and belong to the same professional associations. They send referrals to each other's practices. One happy healthcare client, treated well and looked after properly can easily open the door to three or four more clients. The referral flywheel in this sector is powerful. So how do you actually reach these people and win them? Well, let's get into the practical stuff. The first thing to understand is that the owner of a private healthcare practice is not primarily thinking like a business owner, they're thinking like a clinician. A dentist's identity is as a dentist, not as a small business owner. So when you talk to them about technology, you have to translate everything into the language of clinical practice. Not uptime percentages, but. But time their patients spend waiting because the system is down. Not endpoint protection, but whether their patient records are safe, not disaster recovery, but whether they could open the practice on a Monday morning after something went wrong on a Friday. Does that make sense? I mean, this is the same principle we always talk about in this podcast, it's features versus benefits. But in healthcare, it matters even more because the emotional stakes are higher. A practice owner who loses patient data isn't just losing data. They're potentially losing their registration, their reputation, and the thing they've spent their career building. So lead with that, but not in a scary ambulance chasing kind of way, but in a calm, understanding, we know your world kind of way. The second thing to understand is where to find them. Healthcare practices are locally rooted businesses, typically. So the dentist that you're targeting is almost certainly in your geographical area. And that means local marketing tactics work brilliantly here. Local LinkedIn outreach to practice owners and practice managers. Google business profile optimization so that you come up when someone searches for, let's say IT support for dental practices in the area. And attending local professional networking events where practice owners gather. Do you know what? Even a direct mail to a list of local practices, which you can often build yourself pretty easily from online directories and professional registers. That could work as well. Or you could just use Google Maps for that. One of the most effective things you can do is, is to create a vertical specific page on your website. Something that says at the top, something like IT support for dental practices or technology for veterinary clinics. Make sure you do a different page for each vertical. So one for dentists, one for veterinarians, one for doctors. When a practice owner lands on a page that speaks directly about their world and the specific imaging software that they use and the scheduling systems that they rely on and the compliance requirements that they face, well, something just clicks. And that's why you should actually name systems, name systems that these healthcare professionals regularly use, especially if you have experience of working with them, because then they think, oh, these people actually understand us. That feeling of being understood is so much more powerful than any list of [00:08:13] Speaker C: services that you could put on the page. [00:08:16] Speaker A: Third, create content specifically for this audience. So a short guide called something like the five Biggest IT Mistakes that Dental Practices make, or a blog post about what happens to a practice's patient data if a laptop gets stolen or a video walking through what a cyber incident response plan looks like for a small healthcare practice. Now, this content does two things. A it attracts the right people to your website and your LinkedIn, and b it positions you as the expert who understands their world before you've ever spoken to them. Fourth, and I can't stress this enough, get one client in the sector first. Even if it takes a little longer, even if the first one comes through a referral or a favor, get in, get that first client. Get your first dental practice or veterinary clinic as a client. Then look after them like over service them. Learn the sector from them, learn about the tools that they rely on and the language that they use and their stresses in internally. And then go build a case study around that person. Get a testimonial from them because you can use that as the foundation for everything else that you do in this vertical. One genuine client story from inside the sector is worth a hundred claims that you make on your website because the real story proves that you've actually done it. And when another practice owner like them reads about a practice that sounds just like theirs and the problems that they had that you solved, that, that's the moment they're most likely to book in [00:09:45] Speaker C: to talk to you. [00:09:47] Speaker A: Healthcare is a long game, like all good verticals, but it is a very, very good game to play. The practices are stable, the compliance pressure is real and ongoing, the technology dependency only is growing year on year, and the referral networks are tight enough that one great relationship can seed a dozen more. So if you don't currently have healthcare practices in your client base, this is a vertical worth some serious attention. [00:10:14] Speaker B: Paul Greens MSP Marketing Podcast Good news [00:10:18] Speaker A: if you've been intending to get a free copy of my MSP Marketing Wall Planner, but you haven't yet taken action, our fulfillment center emailed us last week to say they were running low on copies, so we've just had a ton more printed and I'm not quite sure of the exact number, but it means that we have plenty of them for for you if you want to get one. It's a free planner that goes on your office wall, giving you 36 marketing actions that you can take to start generating leads for your MSP and it does not cost you a single penny to get one. You don't even have to enter a credit card. There are no catches at all. Pinky promise. If you want one completely free, just go to mspwallplanner.com or if you're watching this on YouTube right now, scan the QR code that's on the screen. A few weeks ago, an MSP showed me their brand new website and they were really proud of it. And I could completely see why, because it looked great. Really clean layout, nice colors, modern fonts, and they'd got AI to mostly put it together, but guided by humans visually, it absolutely did the job. And that was my problem with it, because although it looked professional, it didn't really say anything. There was no positioning, no emotional pull, no clear sense of what made this MSP different from their many, many competitors. There was no obvious reason for any prospect to land on it and think, ah, yes, this is the one for me. Now, AI is brilliant at creating websites, but what it still can't do is create meaning or connection or intent. And here's the thing, plenty of MSPs have exactly the same problem. Even when they haven't used AI to build their site, the website looks good, or at least acceptable on the surface. But behind the scenes, it's not. Converting traffic into leads, into sales appointments. And that's the only job a website actually has. So let me give you something practical that you can use right now. When a prospect lands on your website, they subconsciously ask a small number of questions. And of course they don't write them down, they don't consciously think them through. But if those questions are not answered quickly and clearly, they're not going to give you feedback or fill in a form to tell you what was missing. They're just going to leave. They'll go and look at another MSP instead. So here are the five questions that matter the most. Question one. Is this. Actually, for a business like mine, prospects want to recognize themselves almost immediately. If your website feels like it's for any business anywhere, then it kind of ends up feeling like it's for no one in particular. A strong website makes it super obvious who you work with, what size of business you're geared towards, and the kinds of problems that you specialize in. Solving specific feels safe, generic feels risky. Question 2. Do these people understand my world? This isn't about technical brilliance or listing every tool in your stack. It's about showing that you understand the realities your prospects live with every day. The pressure, the downtime the security worries, their frustrated staff, and the risk to their reputation if something goes wrong. If your website talks more about your technology than their problems, then you've missed the point. Prospects don't want it. They want fewer headaches. Understand this and show it on every single page of your website and you could be one of the most successful MSPs on the planet. Question 3 Can I trust these people? Trust isn't created by saying you're trusted. It's created by evidence, social proof, client stories, real examples from real people with real opinions. All of those do far more work than marketing claims ever will. If your website has no proof that anyone has ever actually been helped by you and given you money to do it, then the message you're sending is we sound good, but you're taking a leap of faith. And honestly, most buyers won't take that leap. Question 4 roughly how much is this going to cost me? And this is where so many MSP websites fall down. No one expects an exact price on a website, but complete silence on the subject creates anxiety. Your site should help prospects understand what affects the price, what a basic package looks like versus a comprehensive package, and and whether you're even in the right ballpark for their budget. Trust me, mystery does not increase conversions. Clarity does. And Question five what do I do next? You'd be amazed how many MSPs websites forget this part entirely. After reading any part of any page on your site, it should be absolutely blindingly obvious what the next step is, why they should take it, and what will happen when they do. We call this your call to action. And if your call to action is vague or kind of hidden somewhere at the bottom of one page, or just on your Contact Us page, or even if it's just a bit too timid, then prospects hesitate and hesitation kills momentum. The best call to action is your live calendar. Ask them for a 15 minute video call. If they're a B2B prospect for CO managed, you need a longer call because that's a much longer in depth call there you should ask for a 30 minute call, but put your live calendar. Embed it on the page. In fact embed it on every single page. And if it's a long page with lots of content and pictures and videos, [00:15:54] Speaker C: then you might have that two or three places throughout that page. [00:15:57] Speaker A: So it's so obvious for them that the next step is to book a discovery call with you. So here's a quick challenge for you then after those five Open your website right now or if you're driving, do it later, read it as if you've never seen it before and then ask yourself honestly, does my website clearly answer all five of those questions or does it just look nice? Because a good looking website without any substance is just decoration. And decoration doesn't grow your msp. [00:16:26] Speaker B: The MSP MSP Marketing Edge Member Update [00:16:31] Speaker A: so this podcast episode's been released on the 9th of June 2026 and that means that brand new content drops tomorrow for the members of my MSP Marketing Edge membership. On the 10th of every month release new content both for our B2B membership and our co managed it membership. So tomorrow we'll drop into the portal all of the content for July 2026 and what we do is give our members a three step marketing system that they can use to generate leads and all of the content that they need to implement that system. So that's videos, blogs, Google business profile updates, LinkedIn, newsletters, other social content including posts, more videos, images, PDFs, carousels, inf graphics. Plus there's a full marketing campaign including a physical postcard to mail out emails for you to send and a script [00:17:23] Speaker C: for your telephone person. [00:17:25] Speaker A: There's also a guide and a printed newsletter for you to send to your hottest prospects. And this is just some of the new marketing content that we drop on the 10th of every month. So if you fancy some of that for your MSP, just be aware that we only work with one MSP per area for each of our two memberships, B2B and Co managed. And you can check if your area is locked or available by entering your postcode or your zip [email protected] Membership Paul [00:17:54] Speaker B: Greens MSP Marketing Podcast I learned something [00:17:59] Speaker A: that I really didn't know from interviewing today's guest, and I wonder if you're about to go on the same learning journey. It turns out that there are actually implications for your MSP if your clients buy cyber liability insurance elsewhere. Did you know that? Well, the good news is that my guest is going to explain what those implications are right now and also how you can mitigate them more effectively and more exciting than that. He's also going to talk about how cyber liability insurance can be turned into a new revenue stream for you. [00:18:32] Speaker D: This is Justin Rymuth with techreg, the technology risk underwriting group. Cool. [00:18:35] Speaker C: And thank you so much for being [00:18:36] Speaker A: here on the podcast, Justin, because we're talking about something which, bizarrely, in seven odd years of doing this podcast, I don't think we've ever looked at before. [00:18:44] Speaker C: Which cyber liability insurance. And you and I are going to talk about sort of the state of [00:18:50] Speaker A: where it is as just as we're [00:18:51] Speaker C: coming up to the middle of 2026, we're going to talk about the state of where it is. What you know, is insurance a good [00:18:57] Speaker A: thing for business owners to buy? Should msps be selling it, recommending it? But we're not going to talk about [00:19:03] Speaker C: specific policies or specific laws or specific countries. This is going to be something for [00:19:07] Speaker A: every MSP everywhere in the world to [00:19:08] Speaker C: just understand the state of the cyber liability insurance market as things stand right now. [00:19:14] Speaker A: So just tell us very briefly about [00:19:16] Speaker C: you and I. I'm very aware that asking an insurance broker to tell us their, their backstory is a dangerous thing to do, but give us a brief idea of you and how you got into being one of. I think you're one of the world's premier experts at cyber liability insurance. Is that right? [00:19:33] Speaker D: Well, I don't know if I'm going to carry that title, but. But no, yes. [00:19:37] Speaker C: Well, I, I said, I said it, not you, so it's okay. [00:19:41] Speaker D: But yes, no. So I actually grew up after graduating college and got into the IT side. I think some people say I was an msp, I was not. But we, I had. This was pre y2k when the world was going to blow up. It didn't. Then came the advent of the offshore model. I had two partners, we had a couple large clients in Verizon and ABC Radio. We did not want to go that direction, so got out of the IT business and I got involved in insurance in January of 2004. And for the first couple years I probably like a lot of agents or agencies. I did the landscape or the bakery, the manufacturer, the wholesaler, the home, the auto. But to me it was rather a little bit boring. And I was sitting down with a client in 2008 that owned an IT company and he said, hey, do you specialize in it? Seem to know a lot about it. So kind of pulled the two worlds together. And today Tech Rug stands for technology Risk Underwriting Group. We are actually a cover holder in Lloyd's of London. So essentially, just from a high level, we're basically an insurance company. So that's a little bit about Tech Rug and my background. [00:20:38] Speaker C: That's so cool. Actually, Lloyds of London, just as a side note, it's. It has this most amazing building in London and anytime, in fact, I don't know if you come to London on a regular basis, Justin, but if ever you do and you get to actually go to the Lloyds of London building. It's got these weird sort of spiral staircases on the outside and it's, it's kind of a modern and an old building at the same time. It's, it's. Yeah, it's a, it's a fascinating building to look at. Goodness knows what happens inside. I guess people make a lot of money because we all know that insurance companies make a lot of money. So let's look at cyber liability insurance. And so I've been in the channel since 2016 and if I cast my head back 10 years, there was the murmurings of people, people should probably start to think about cyber liability insurance. And now I guess it's a much more mature market. [00:21:23] Speaker A: So when do you think was the [00:21:25] Speaker C: kind of the tipping point at which it actually became something that the ordinary businesses really should look at? [00:21:31] Speaker D: January 2020. So, you know, up until that point, you know, a lot of, a lot of MSPs bought, you know, Arizona missions insurance for, you know, typical type of claims that they've seen in the past. So it would be breach of contract. My tech didn't install MFA writer, they screwed the backup up. So it was typically there for, you know, an error, omission or negligence. And in 2020 was the year of the ransomware attack against the MSP. So they would hit the RMM and then, boom, start shutting down all their clients. So that was really where I think, you know, both from a. Hey, I all of a sudden now instead of maybe looking at the cyber liability errors and omissions insurance, I've got to take it to also, you know, really hardening up the systems internally. So that was the month in the year because I was on a couple claims calls. [00:22:14] Speaker C: Yeah, no, that's amazing that you've actually got it right down, narrowed to something that happened well, I mean, six years ago now. And if I think about some of the early criticisms that I've, that I remember from msps who had clients who had cyber liability insurance, some of the early criticisms were it's never going to pay out because you've got all of these caveats and all of these things you have to do. And actually, is the market more mature now because businesses are more aware of cybersecurity than they were sort of pre2020 or is that still sometimes a bit of an issue and you need to be careful which policies you're looking at? [00:22:47] Speaker D: Yeah. So if it's for the MSP's clients, you know, last year in 2024, about 1% of the policies globally that were issued were cyber. That's going to double by 2030. So you have the larger enterprise clients that get cyber. I mean the large banks, the large hospitals, they get it. Really where a lot of the purchasing is going to come from is the SMB market. So MSPs are going to have to assist with that, making sure that the right security is in place. I think where sometimes an msp or an MSP's client can get into trouble on the cyber is misrepresentation and reporting problems. So a lot of times if it's, we get this all the time where the MSP's client doesn't want to check with the MSP and the question will be, do you have MFA? Well, the client thinks, yes, I've got MFA on my email. But the carrier could be asking remote access routers, switches, other areas they don't think to check with the MSP and that leads to a misrepresentation. The other problem is that for some reason a lot of clients, if there's an instance in the cyber policy, it's called unauthorized access. So if somebody's in the network that's not supposed to be, they're reporting provisions in the policy. So kind of as a rule of thumb, within 60 days you have to let the carrier know that this event took place place. If you try to turn in on the 65th day, there will be no coverage. The other thing is a lot of people might remember the 60 days, but let's say they renew, you know, April 1st and this happens on March 3rd. Well, you actually have to report it before you renew. So I think those two things in the past, you know, have been why some people think maybe why the policies don't pay, but I think through education it's getting better. [00:24:20] Speaker C: Yeah, no, that makes perfect sense. And I guess actually I can see there where the end clients, it makes real sense for them to work much more, you know, in a much more integrated way with their MSP to, because obviously the MSP can be on top of those sort of things for them to make sure that their, their reporting is, is correct. And you know that they, they understand that we all hate the terms and conditions of insurance, but we all understand why insurance companies do them because they're, they're, they're not charities. Right. They're there to make a profit as well. [00:24:47] Speaker A: So do you, do you see? [00:24:48] Speaker C: Because obviously you, you work with MSPs and as well as with, with, with the businesses on this, do you see increasingly that MSPs are recommending that their clients go and buy insurance policies? Are they reselling them or introducing them? [00:25:01] Speaker A: Are they, in fact, using them as a way of. [00:25:03] Speaker C: Of, of helping the client protect or protect the client from themselves? Because it's just struck me, actually, if an insurance policy says you must have ABC in order, and they're good, basic, solid cyber security fundamentals, then there's another reason why the client would have to say to the msp, can you help me to make sure I stay at this level? [00:25:20] Speaker A: Does that make sense? [00:25:21] Speaker D: Yeah, and I think it's really all of the above, you know, so kind of piece by piece, you know, obviously, I think the MSPs need to educate their client before you go answering questions, you know, please check with us. And that would be true in any profession. You know, you're not going to start, you know, thinking you can write off stuff on your taxes, not check with your accountant. You know, so the MSP is really that trusted advisor. You know, the other things that MSPs, you know, have to pay attention to is, you know, overstepping their boundaries. So you have to remember that the contract is between your client and the insurance company. So, you know, getting to an event takes place. You know, the first thing that your client has to do once you told them that maybe someone was in the network that shouldn't have, is report that to the carrier. A lot of times the MSP can go ahead and start doing the work where you could get into trouble. And we've seen it. You could potentially deny your client's coverage because you didn't have authorization to do what you were about to do, to do. And we just came off a event where we saw where a carrier went back. At an msp, they call it segregation, where they said, hey, had our client called us and we launched this Sentinel One product, we feel that it would have been a $15,000 claim. This was 106,000. So you're going to pay us the difference. So. [00:26:41] Speaker A: And they said that to the msp, [00:26:43] Speaker D: they sent him a letter, which was forwarded. Yeah, to us. [00:26:46] Speaker C: Wow. Wow. [00:26:47] Speaker D: So segregation is. It's not on a lot of people's radar, necessarily, but in terms of insurance, I mean, it is Risk Management 101, you know, I mean, if a pipe burst in your office, first thing you go and look and who was the last person to touch the pipe? Right. You're going to try to get someone else to potentially pay for that claim. And again, I always educate MSPs, you know, the insurance policy that your client has is an Insurance contract and it has things like pre tendered costs are not covered, meaning that if you start going and doing things and you want the insurance company to pay you, you have to have approval to do so. [00:27:24] Speaker C: So as, as you're saying this, Justin, it strikes me that there are possibly MSPs listening to this or watching this on YouTube that have just broken out in a cold sweat because actually that, I mean that, that adds even more complication to an even more to. To an already complicated situation. [00:27:39] Speaker A: Do you see this a lot or [00:27:40] Speaker C: do you think this is something that's going to raise its head in the MSP world more and more in the years ahead? [00:27:46] Speaker D: It's going to raise its head, you know, and it's just right now, you know, as we just discussed, you know, the number of policies in 2024 doubling in 2030. So you're going to start see this, you know, more and more of a problem. And don't take my word for it, if you Google cyber liability segregation, I did it about three months ago and six of the 10 results were law firms that are hired by the insurance companies and they say specifically to go at MSPs and their vendors. [00:28:10] Speaker C: So wow, okay, interesting. [00:28:13] Speaker D: I think this isn't a scary thing, it's more of a knowledge thing, you know. [00:28:16] Speaker C: I agree. Oh, I agree. And let's be honest, MSPs are used to liability and used to risk and used to complication. But it's another thing to think about, isn't it? [00:28:25] Speaker A: So if you could wave a magic [00:28:27] Speaker C: wand, as someone who deals with this day in, day out, would you have it that the MSP is. I was going to say controlling. I don't know if that's the right word, but would you have it that the MSP is recommending to the clients? Right. We recommend you get cyber liability insurance. We recommend this company, you have free choice, of course, because obviously the MSPs can't sell insurance themselves. But in doing so and introducing their clients to partners they prefer, does that then ensure that they're at least getting told when policies have been renewed, when there are new terms and conditions coming in that even as I asked that question, it strikes me that that's just the most sensible way to do it. [00:29:03] Speaker D: Yeah, and I think, I think there's, there's kind of two pronged approaches. One you alluded to, you know, are they requiring, meaning the MSPs, their clients carry cyber. So a lot of MSAs, master services agreements that we see from our MSPs that are in place with their clients, it tells the client hey, is your MSP will carry this insurance? Could be general liability workers comp in the US Cyber liability, original missions, but it also asks the client to carry cyber liability insurance. So I think that I would put that in contract so that you have a fallback or a safety net. And the other part of it is, you know, the MSP is the CIO of many of these organizations. So I think that they have a fiduciary responsibility to sit down with the client and say, hey, listen, you know there is around a ransomware attack every 11ish seconds. There aren't 11. There aren't house fires every 11 seconds. Right. So if you ask me, should I carry cyber insurance or home insurance, I'd say cyber just the same. I think they need to educate the client that it is a hazardous world out here. And there is insurance that's available if you click on a link you should know and it launches a ransomware track attack. If you get tricked into sending money to someone you shouldn't have, you know, if you're down, do you want business interruption? Do you want the insurance carrier to pay for your lost productivity? So I think having that conversation is extremely valuable for the, for the MSP to have a their client. [00:30:25] Speaker C: Yes, I guess so. And one, one final thought is, can this become a profit generator for MSPs as well? Because obviously the insurance world is a for profit business. It's, it's not a charity, it's, it's there to make money. And if, if, for example, and this isn't a free advert for you, because that's not what we do on the podcast. But if, for an example, an MSP was to work with someone like yourself, would they get introductory fees or referral fees or just a thank you or, or is it more the case that actually you just make sure that they've got what they need to help protect themselves and to protect their clients as well. [00:30:57] Speaker D: Yeah. So I think that you can use the stringent guidelines that the insurance carriers put into place in terms of what that client has to carry. Again, if you're pushing them more and more to cyber insurance and you can't get those, your client to do security awareness training or they hate the dual, you know, the MFA and going through that extra step, they aren't going to get an insurance policy that's worth any weight in gold that they want to pay out without doing some basic things in place. So I think again, you can use, you know, your security stack and maybe align it with the insurance carrier, you know, and what they're, you know, asking their client to carry and you know, that will help push your client going from 8 of 10 services to 10 of 10 services. [00:31:40] Speaker C: Yeah, yeah, that makes sense. Justin, thank you for explaining that to us. That's a whole new, I guess for many MSP is a whole new opportunity, new world, new set of complications, I guess, depending on how you look at it that's just opened up there. [00:31:53] Speaker A: Just briefly tell us what do you [00:31:55] Speaker C: do to help msp? So we know obviously you sell cyber liability insurance and you do that in the US and I believe you're expanding into the UK and Australia market soon. But just tell us briefly what you DO to help MSPs and what's the [00:32:08] Speaker A: best way to get in touch with you? [00:32:09] Speaker D: Yeah, absolutely. So, you know, we're more than just, you know, cyber liability errors and omissions, insurance carriers. So we work with our MSPs on the proper cybersecurity training. So if an incident does, you know, happen, you know, how do you properly tackle that incident? Because there could be 10 ways to get your client out of a situation that they didn't sign up for and then properly write up an incident, you know, an IR report. We help them out on sales training. You know, a lot of MSPs are struggling getting new logos over the last two years. So we were able fortunately to work with several MSPs that have closed banks or gotten into the GRC space that couldn't have before. So we help them out with attorney drafted templates, you know, making sure they got the proper MSA and statement of work. So, you know, to me it's, it's, it's, it's a, you know, it's a big risk management pie. Insurance being one slice of that pie, but you also have to have the other things. So, you know, as you alluded to, we'll be live in the UK and Australia in Q3 of 2026. And you know, just, you know, I appreciate you having us on here because I think what you do is fantastic and the education you give the MSPS is, is excellent. And our website is www.techrug.com. if you go there, you can click the Contact us and we'll get a hold of you. We also have different social media outlets, whether it's LinkedIn, TikTok and Instagram. [00:33:27] Speaker B: Coming up, coming up next week. [00:33:28] Speaker A: Thanks for listening this week, next week we're going to look at a concept that I've been exploring over the last few weeks with a few MSPs that I work closely with. And I think it's time for me to introduce introduce this concept to you. I believe that every MSP now should be a media company and a marketing company. Creating content as a media company and doing more marketing are the two activities that I believe you should focus on more than the delivery of what you do. And I am not downplaying the delivery. Of course. That's super important to keep the business on the right track and retain your clients. But if you want to grow your msp, you've got to be a media company and a marketing company. And look, don't worry about this for now. I'll explain the whole thing in next week's show. [00:34:13] Speaker B: I'll see you then for MSPs around the world. Around the World, the MSP Marketing Podcast with Paul Green.