For the past three years, we’ve been tracking the evolution of managed security services through our Global Managed Security Survey. This year’s survey of over 1,000 highlights a critical moment for MSPs.

In 2025, the industry is no longer wondering if AI will transform cybersecurity and service delivery. It is asking how fast providers can evolve to meet the moment.

While MSPs are under immense pressure, they also face unprecedented potential. AI is accelerating everything, from customer expectations to internal operations. But the foundational question remains: are MSPs equipped to scale with this demand?

AI Is Driving Demand Faster Than Some MSPs Can Prepare

A full 92% of MSPs say interest in AI is already driving business growth, and nearly all expect that trend to continue through 2025. But that momentum is outpacing readiness. Fewer than half of surveyed MSPs feel fully confident guiding customers on AI tools, particularly autonomous agents, where the gap between hype and hands-on deployment is widening.

This readiness gap is especially stark when compared to last year’s findings. In 2024, 90% of respondents said they felt ready to support AI-related security needs. This year, that number drops to less than 50% when it comes to actual deployment readiness. The signal is clear: the AI surge is real, and MSPs are moving from talking about AI to operationalizing it – fast.

Copilot is Catalyzing AI Conversations with SMBs

One of the most cited drivers of AI momentum is Microsoft Copilot. A combined 95% of MSPs report that their customers are either exploring or actively adopting it. For MSPs, Copilot represents more than a tool. It is a catalyst. From reducing manual workflows to accelerating decision-making, it is reshaping how SMBs think about productivity and security.

MSPs that can build scalable, repeatable services around Copilot will be the ones best positioned to turn AI curiosity into long-term revenue.

Tool Fatigue is Real, And the Simplicity of Bundled Solutions is Winning

As SMBs adopt more tools, MSPs are being asked to manage mounting complexity. Expensive licensing, steep learning curves, and vendor sprawl top the list of customer frustrations.

In response, demand for bundled, integrated security offerings is rising. Seventy-one percent of MSPs say their SMB customers prefer all-in-one packages that combine prevention, detection, and response. And 78% rate ease of integration as more important than vendor count or even price.

Service Expansion is the New Engine of Growth

Ninety-five percent of MSPs plan to expand managed service offerings in the next year, and 57% are already doing so.

Their priorities are clear. New services must integrate easily with existing stacks, offer high attach rates with core offerings, and apply across a range of SMB verticals. These findings are echoed in the 2025 OpenText Partner Ecosystem Multiplier (PEM) study, which shows that partners embracing service expansion, particularly in long-term management, can unlock a revenue multiplier of $6.73 for every dollar of OpenText sold.

This kind of growth is being realized by partners who align tightly to customer needs, invest in vertical relevance, and deploy a managed services mindset.

Why the Right Partner Makes All the Difference

While not part of our annual Managed Security Survey, the OpenText PEM study offers valuable insight into what MSPs need to succeed when navigating the exact challenges raised in this year’s findings, from Copilot adoption to service expansion and AI readiness.

In the PEM study, partners repeatedly emphasized the importance of long-standing relationships with their OpenText sales and enablement teams. One MSP described their contact as “always available, and very knowledgeable,” noting that a five-year partnership felt more like a strategic collaboration than a vendor transaction.

This continuity and depth of experience matter. Especially when MSPs are building new offerings around tools like Copilot, or rethinking how they deliver AI-powered security to their SMB customers.

From Complexity to Clarity

In the face of this perfect storm, OpenText Cybersecurity is helping MSPs scale through simplicity. Our Secure Cloud platform reduces friction, our flexible pricing models, including bundled offerings, unlock new revenue streams, and our experienced team ensures partners are never navigating these transitions alone.

To learn more about how OpenText helps MSPs drive AI-readiness, simplify operations, and expand services, visit: https://cybersecurity.opentext.com/partners/msp-program/

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