Protecting Data and Models: Cybersecurity Insights and Pricing Strategies for AI Solutions

The discussion centers around the intersection of artificial intelligence (AI), cybersecurity, and monetization strategies, emphasizing the dual challenges of protecting data and AI models while also effectively pricing these solutions. Experts Bryant Tow and James D. Wilton explore the urgent risks posed by AI, including threats to company data and the integrity of AI models. They highlight the importance of aligning technical depth with business value, particularly as AI adoption accelerates across industries.

Bryant Tow, Chief Security Officer at Leapfrog Services, emphasizes the need for organizations to conduct an AI readiness assessment to understand their specific use cases and the necessary infrastructure. He argues that data classification and retention policies are crucial for effective cybersecurity, as they help organizations determine what data needs protection and how to manage it. Tow also discusses the importance of governance and user training in ensuring that AI tools are used appropriately and securely.

James D. Wilton, founder of Monovate, adds that pricing strategies for cybersecurity solutions should reflect the varying levels of protection and the perceived value by different customer segments. He suggests that companies can create premium bundles for advanced features while also considering the architecture of their offerings to justify pricing. Wilton highlights the need for businesses to articulate the value of their services, especially in a landscape where clients may be hesitant to invest due to cost-cutting measures.

The conversation also touches on the skills gap in the cybersecurity workforce and the potential for outsourcing as a solution. Both experts agree that effective communication between security leaders and go-to-market teams is essential for conveying the value of cybersecurity solutions to clients. They conclude that organizations must continuously demonstrate the benefits of their services to prevent customer fatigue and ensure ongoing investment in cybersecurity measures.

In this live episode of The Business of Tech, we bring together two powerhouses from very different sides of the tech equation:

🔹 James D. Wilton, co-founder of Monevate and expert in SaaS pricing strategy and value capture
🔹 Bryant Tow, veteran cybersecurity executive and strategic advisor

Together, we’ll explore how pricing strategy and cybersecurity intersect—and why understanding value is the key to winning in both.

We’ll cover:
💰 What IT providers can learn from SaaS pricing models
🧠 How to talk risk in a way that drives business decisions
📊 Aligning service pricing with perceived—and real—value
🔐 Why security needs to be seen as a business asset, not a cost
🚀 Opportunities to differentiate through smarter packaging and positioning

This conversation is for MSPs and IT providers ready to rethink their go-to-market strategy through both risk and revenue lenses.