Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

Why Your "AI Is Unsafe" Pitch Is Failing

18 Aug 2026 · 1 min

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In this monologue, Wes Spencer explains why Managed Service Providers (MSPs) struggle when they open a sales conversation with the claim that "AI is changing everything and is super unsafe, so you should use my tools." He outlines the typical client reactions: outright dismissal, defensive resistance to perceived vendor upselling, and fatigue from repeated pitches tied to the salesperson’s recent conference purchases. Spencer emphasizes that clients are savvy, have encountered similar pitches before, and are not easily convinced by fear‑based arguments. The segment serves as a critique of the fear‑based AI safety sales angle and hints that MSPs need a more nuanced, value‑focused approach.

Chapters

So it's a tough sell for you as an MSP to walk into the business and make your pitch this: AI is changing everything and it's super unsafe. Therefore, you should use my tools instead of what they're using. They're going to say, shut up, nerd. Go away. We already have this in place. We're already using it. Off you go. Nice try. Or they're going to cross their arms and say, why is it that every time you come into my business, you just want to talk about selling me something you just bought? Did you just go to a conference and get a big annual commit on something and now you got to have me go defend it? Right? Clients are They're smart. They get it. They're like, I've been down this road before. You know, like, I'm not, I'm not falling for this one.