With Matt Koenig, VP of Channel Sales at Nodeware
Cybersecurity is no longer a “nice-to-have” — it’s essential. But for many MSPs, selling it effectively (and confidently) is still a challenge.
In this episode, I talk with Matthew Koenig, VP of Channel Sales at Nodeware, about how MSPs can position themselves as trusted business partners, not just tech vendors, and make the cyber sales process both effective and enjoyable.
We cover:
🔹 Why the $109B SMB cyber market is the opportunity of the decade
🔹 How to run business-driven Discovery conversations
🔹 What to include in a Security Assessment — and how to present it
🔹 Why bundling your cyber offering beats line-item pricing
🔹 How trust, storytelling, and confidence help you close deals
🔹 Tips for aligning cyber services with compliance and insurance needs
Whether you’re struggling to start the conversation or looking to take your cyber sales to the next level, this episode gives you actionable insights — and shows that selling cyber doesn’t have to be scary.
🎧 Listen now to learn how to sell cyber — and have fun doing it!
Hosted by Madhur Duggar, Senior M&A Advisor at Excendio Advisors, specializing in MSP M&A, valuations, and exit preparation.
Madhur Duggar is a Senior M&A Advisor at Excendio Advisors and focuses on IT Services
Reach out to Madhur by email or 212.731.4230
Book an Appointment with Madhur on LinkedIn
Check out Excendio Advisors and our amazing content at www.excendio.com
Reach out to Matt Koenig on Linkedin