How to turn compliance pressure into better client conversations
More clients are asking compliance questions—and more MSPs feel stuck in the middle.
CMMC deadlines are approaching. NIST CSF 2.0 is showing up in more conversations. Automotive cybersecurity rules are now enforced. Some clients don’t even realize these requirements apply to them yet, but they will.
MSPs who understand how to talk about compliance are standing out. Instead of competing on tools and features, they’re guiding clients through uncertainty and becoming the trusted advisor clients are willing to pay more for.
In this session, Alex Spigel shares what she’s seeing on the ground working with MSPs every day. As COO of Choice Cyber Solutions, Alex helps MSPs prepare clients for CMMC, automotive cybersecurity requirements, and other emerging frameworks, without turning the MSP into a compliance consultancy. She recently broke down these approaches on Pax8’s podcast, focusing on practical, repeatable ways MSPs can lead compliance conversations with confidence.
You’ll learn which 2026 compliance changes matter most for MSPs, how to recognize opportunities before your competitors do, and how to guide prospects toward solutions without fear-mongering or overpromising.
This session is about understanding compliance well enough to lead the conversation, so when clients feel pressure, they turn to you.
Key Learnings
- Which 2026 compliance changes are creating the most client questions—and why CMMC isn’t the only one to watch.
- How to position yourself as a compliance guide instead of a vendor.
- Simple conversation starters that help clients understand why timing matters.
- How to spot compliance requirements clients don’t realize apply to them yet.
- Which compliance-related services MSPs can offer today without new staff or certifications.
