Welcome back to the MSP Security Playbook, presented by Heimdal Security — your partner in unified, AI-powered cybersecurity solutions. This podcast helps managed service providers (MSPs) cut through the noise, eliminate inefficiencies, and build stronger, more profitable security businesses.

In this episode, host Jacob Hazelbaker sits down with Ross Brouse, president and COO of Continuous Networks. Ross, a seasoned MSP leader with over 25 years of experience, shares how MSPs can break free from bloated “Frankenstacks” and instead lead with simplicity, strategy, and security rooted in risk frameworks.

They explore how to communicate cybersecurity in ways clients actually understand, especially in complex, regulated industries like healthcare. Ross introduces his creative “Taco” branding approach, his team’s unique Cyber Score Assessment, and why talking risk — not tech — is the real key to client engagement and retention.

Plus, don’t miss this week’s Threat Briefing with Heimdal Security cybersecurity advisor and former cybercrime Detective Sergeant Adam Pilton, spotlighting a highly targeted trust exploit in Salesforce systems and what you can do to safeguard your clients today.

If you’ve ever struggled with tool sprawl, agent fatigue, or justifying your stack to clients — this one’s for you.

If you enjoy this episode, leave us a review and share it with a fellow MSP. Have a burning question for the MSP Hot Seat? Send it our way!

Chapter Markers:

(01:42 ) Threat Briefing: Salesforce impersonation scam by UNC6040 and the dangers of trust-based exploits

(05:44 ) Speaking the Client's Language: From HIPAA misperceptions to why clients don’t get IT

(10:01 ) Where MSPs Go Wrong: Frankenstacks, tool bloat, and forgetting the client’s workflow

(12:13 ) Culture & Simplicity: Operational clarity as the key to airtight security

(16:00 ) Advice for New MSPs: Start with a framework and never let money lead your stack

(21:23 ) Talk Risk, Not Tech: The universal language of decision-makers

(22:43 ) MSP Hot Seat: All-in-one or best-of-breed? Ross weighs in on integration strategy

Useful Links:

Connect with Ross Brouse on LinkedIn

Visit Continous Networks Website

Explore Heimdal’s platform at heimdalsecurity.com

Follow Jacob for more cybersecurity insights on LinkedIn

For more from Adam connect via LinkedIn