MSPs Racing to Keep Up: AI Demand Surges While Readiness Lags Behind

MSPs Racing to Keep Up: AI Demand Surges While Readiness Lags Behind

Artificial intelligence is transforming the managed security services landscape at breakneck speed, but many MSPs are struggling to match the pace. A new OpenText Cybersecurity Global Managed Security Survey of over 1,000 participants reveals a striking disconnect between AI enthusiasm and operational readiness.

The numbers tell a compelling story: 92% of MSPs report that AI interest is already driving business growth, yet fewer than half feel confident guiding customers through actual AI deployments. This represents a dramatic shift from 2024, when 90% claimed readiness for AI-related security needs.

Microsoft Copilot Becomes the Gateway Drug for AI Adoption

The survey identifies Microsoft Copilot as a major catalyst, with 95% of MSPs reporting their customers are either exploring or actively using the tool. For small and medium businesses (SMBs), Copilot isn't just about productivity—it's reshaping how they think about security and automation.

MSPs who can build scalable services around Copilot deployment and management are positioning themselves to capitalize on this AI curiosity wave.

Key Market Shifts Reshaping MSP Strategy

Tool Fatigue Drives Demand for Simplicity

• 71% of SMB customers prefer all-in-one security packages combining prevention, detection, and response
• 78% prioritize integration ease over vendor count or pricing
• Expensive licensing and steep learning curves top customer frustration lists

Service Expansion Becomes Growth Engine

• 95% of MSPs plan to expand managed offerings in the next year
• 57% are already expanding services
• The 2025 OpenText Partner Ecosystem Multiplier study shows partners can unlock $6.73 in revenue for every dollar of OpenText sold through service expansion

The Bottom Line for MSP Success

The survey reveals that winning MSPs are those who can bridge the gap between AI hype and practical deployment. Success requires simplifying complex tool stacks, building repeatable AI services, and maintaining deep customer relationships.

As one surveyed MSP noted about their OpenText partnership: a five-year relationship "felt more like a strategic collaboration than a vendor transaction." This depth of partnership becomes crucial when navigating rapid AI transformation.

Read the full findings at MSSP Alert