AI Won't Replace MSPs, But It Will Change How They Grow Their Business
Artificial intelligence may transform how businesses operate, but it is unlikely to replace the MSPs guiding customers through that change. Instead, the technology is reshaping how solution providers generate revenue, strengthen customer relationships and deliver value, according to executives from OpenText Cybersecurity, Ntiva Inc. and Hatz AI who spoke at XChange August.
During the keynote session, Driven by Partnership: How MSP Collaboration, AI Services, and Cybersecurity Drive Growth, Michael DePalma, vice president of business development at OpenText Cybersecurity, joined Steven Freidkin, CEO of Ntiva Inc., and Jimmy Hatzell, CEO and co-founder of Hatz AI, to discuss how MSPs can capitalize on growing demand for AI services while helping customers adopt the technology securely and responsibly.
The panelists argued that AI should be viewed as the next major channel opportunity, not a threat to MSPs.
"AI is just the next wave," Freidkin said.
Like cloud computing and cybersecurity before it, AI is creating new opportunities for partners that can guide customers through technology change.
Hatzell said MSPs are uniquely positioned to lead AI adoption because businesses increasingly need help understanding and implementing the technology.
"People [will] need more help tomorrow than they do today," Hatzell said.
The discussion also focused on monetization. Rather than relying on traditional product margins, MSPs can build recurring revenue through AI governance, security oversight, training, spend management and optimization services.
"You can make recurring revenue if you can provide recurring value to the customers," Hatzell said.
Both executives emphasized that successful AI initiatives depend on trust and user adoption as much as technology.
"A good trusted advisor, a good partner, a good relationship is what this whole journey is about," Freidkin said.
AI is not replacing the channel. Instead, it is creating new opportunities for partners that combine AI services, cybersecurity expertise and trusted customer relationships to drive growth.
For more information, visit OpenText.com