Episode 29 · December 08, 2025
Episode 29 - Selling Cybersecurity Without Fear In The AI Era
With Brian Gillette and Dor Eisner
In Episode 29 of The MSP Sales Podcast, Brian Gillette sits down with Dor Eisner (CEO & Co-Founder of Guardz) for a grounded, myth-busting conversation about selling cybersecurity in an AI-shaped world.
Too many MSPs feel pressured to become “cyber experts” overnight while many clients think cybersecurity is either too technical or too expensive to take seriously. Dor explains why both sides are looking at the problem the wrong way, and how MSPs can simplify, educate, and lead with confidence.
Together, they explore:
➡️ Why MSPs overestimate how much clients want to know about cybersecurity
➡️ How AI is already reshaping threat landscapes
➡️ A practical path for MSPs who feel “outgunned” by the pace of innovation
➡️ Why selling cybersecurity is really about risk reduction
➡️ The common fears that stall customer decisions
Whether you’re an MSP owner, vCISO, or someone trying to meaningfully add cybersecurity to your stack, this episode will help you communicate value more clearly, close deals more confidently, and protect clients more effectively.
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.
Dor Eisner
Dor is the Co-Founder and CEO of Guardz, a cybersecurity company dedicated to protecting small and medium-sized businesses in an increasingly digital world. With more than 20 years of experience in cybersecurity, he previously served as VP of Business Development at IntSights (acquired by Rapid7) and began his career in the IDF’s elite 8200 Unit, where he led a team for five years. Dor’s deep expertise and passion for safeguarding organizations continue to drive Guardz’s mission to empower MSPs and deliver accessible, innovative security solutions.