Jesse Miller | The Hidden Goldmine MSPs Are Overlooking

Update: 2025-11-11

Description

In this episode of the MSP Business School podcast, host Brian Doyle welcomes Jesse Miller from PowerPSA Consulting to discuss the importance and structuring of vCISO programs in MSPs. Jesse shares his journey from a CISO of an MSP to founding PowerPSA Consulting, emphasizing the need for MSPs to offer vCISO services to enhance client value and expand recurring revenue. This engaging discussion explores the primary hurdles MSPs face in implementing and monetizing these services, delivering actionable insights and practical advice for listeners.

Jesse Miller elaborates on how MSPs can become proactive by incorporating vCISO programs into their offerings. He highlights the significance of market research to tailor these programs to client needs and explains the importance of detailed client interviews for developing unique value propositions. The conversation dives deep into key issues like effectively packaging and pricing vCISO services, the role of cyber insurance in driving the demand for these services, and leveraging vCISO offerings as a strategy to outpace competitors. Jesse's experiences and advice provide a roadmap for MSPs aiming to build successful vCISO programs.

Key Takeaways:

Monetizing VCISO Programs: It's crucial for MSPs to effectively package and promote vCISO services, positioning them as essential rather than optional to clients.
Market Research and Target Clients: Conducting detailed interviews with existing clients helps in creating a tailor-made vCISO program that aligns with client needs and expectations.
Cyber Insurance as a Catalyst: Rising demands from cyber insurance work as a significant factor pushing the necessity for robust vCISO programs.
Opportunity for Growth: vCISO services can be an entry point into new markets and clients, offering a competitive edge over other MSPs.
Elevating Strategic Partnerships: Providing vCISO services allows MSPs to transition from being viewed as commodities to strategic partners with their clients.