Ep. 225 Inside the Win: From CapEx to OpEx — Turning a Firewall Refresh into a Managed Cybersecurity Win

In this episode of Inside the Win, Jason Kaufman sits down with Senior Field Solutions Engineer Joshua “Haas” Hazelhorst to unpack a real-world cybersecurity win. Learn how engineering expertise and creative partner playbooks turned a stalled, capital-intensive firewall refresh into a fully managed, 100% Opex service — delivering stronger security, predictable monthly revenue, and a delighted customer. We break down vendor deal-registration pitfalls, SD‑WAN vs. next‑gen firewall tradeoffs, financing challenges, and how to position partners as trusted advisors.

What you’ll get from this episode:

• Practical tactics to convert transactional hardware deals into recurring managed services
• How to navigate vendor registrations and partner politics without losing the deal
• Real examples of financing options and operational considerations for small customers

Who this episode is for:
Technology Advisors, MSPs, solutions architects, and cybersecurity leaders who want to increase MRR, reduce sales friction, and deliver real risk reduction for customers.