The Cybersecurity Defenders Podcast #261 - Scaling MSP & MSSP Services with Hannah Lloyd, Co-Founder / CRO of enhanced.io
Oct 29, 2025
Hannah Lloyd, Co-Founder and CRO of enhanced.io, brings over a decade of channel sales expertise to the conversation. She recounts her journey from English major to cybersecurity leader and discusses how MSPs can ethically monetize security solutions. Key topics include the rising demand from insurance and compliance, successful MSP strategies, and effective marketing in the age of AI. She also highlights future opportunities in co-managed services and urges listeners to stay curious and engaged in the cybersecurity community.
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From English Degree To Cyber Channel Founder
- Hannah started in sales after university with no technical background and learned on the job amid engineers and MSP customers.
- Her company split into cybersecurity and staffing, then later merged to offer a combined cyber stack and services.
Sell Outcomes, Not Shiny Tools
- Selling cybersecurity must focus on business outcomes rather than feature lists to avoid 'shiny tool syndrome.'
- MSPs should position security as ethical, trust-building advisory work rather than opportunistic upsell.
Insurance Is Forcing Cyber Adoption
- Insurance requirements are increasingly driving customers to adopt specific cyber controls and tools.
- MSPs can capture that demand by delivering those capabilities more cheaply and with the necessary network access.