Heimdal, a top-tier provider of unified cybersecurity solutions, has launched Episode 2 of its podcast series, The MSP Security Playbook. This episode features guest Paul Green, a renowned MSP marketing expert, who offers strategic advice on client relationship building, marketing best practices, and how MSPs can effectively justify cybersecurity investments.

This episode provides actionable takeaways for managed service providers (MSPs) looking to boost both their growth and client retention in a competitive cybersecurity landscape.

Insights from Paul Green on MSP Growth & Retention

• A Three-Step MSP Marketing System

  • Build Audiences: Identify and grow a targeted list of potential clients.

  • Grow Relationships: Nurture these contacts through consistent, value-driven communication.

  • Convert Relationships: Turn long-standing trust into signed clients, acknowledging that sales cycles can take years.

• The “Only You” Rule

  • Focus your time only on the tasks that only you can do.

  • Delegate, outsource, or automate the rest to maximize efficiency and growth.

• Client Retention is the New Growth

  • MSP clients are generally slow to onboard and slow to leave.

  • Invest early in building strong relationships, as they’re vital for long-term success.

Hot Seat Segment: Justifying Security Investments

• Many MSPs struggle to convince clients to invest in robust cybersecurity solutions.

• Paul Green shares messaging strategies to help MSPs communicate the real business impact of cybersecurity.

• Key tip: Position security as an essential business continuity and trust factor, not just a technical upgrade.

Strategic Quote from the Episode

“Your goal with all of your marketing is to get the right message in front of the right person at the right time. Because it could be another 10 years before they’re ready to switch again.” – Paul Green

Episode 2 of The MSP Security Playbook underscores Heimdal’s mission to empower MSPs with strategic insights that go beyond technical know-how. With expert advice from Paul Green, this episode provides practical frameworks for building scalable marketing systems, improving client retention, and defending the value of cybersecurity investments.

MSPs looking to grow sustainably will find this episode a must-listen resource for enhancing their service offering and securing long-term success.

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