Making AI Real For SMBs: Practical Paths To Value With Microsoft Copilot
“AI is taking off because businesses are really under pressure to get more done with fewer people,” said Lynda Mahabir, lead partner success manager at OpenText.
That pressure is increasingly landing on solution providers, who are being asked to help SMB customers adopt AI quickly without introducing new security, compliance or governance risks. During a recent OpenText webinar, Mahabir outlined how Microsoft Copilot is giving partners a practical way to move customers from early AI experimentation to scalable, governed deployments.
Mahabir said many employees are already using consumer AI tools at work, often without IT oversight, which has accelerated concerns around shadow AI usage. “Copilot directly integrates with the Microsoft 365 apps that we use every day, and it’s grounded in business data,” she said. Because Copilot respects identity and permissions and operates within Microsoft 365 security and compliance frameworks, partners can position it as a more secure alternative to unmanaged AI tools.
For SMB-focused partners, Copilot’s packaging and pricing also change the sales conversation. “For MSPs, this means AI is no longer a separate expensive premium project,” Mahabir said. Instead, Copilot becomes part of existing Microsoft 365 agreements, allowing partners to attach AI to renewals, upgrades and managed services without adding complexity.
Beyond individual productivity gains, Copilot agents open the door to automating repeatable business processes across sales, finance and operations. Mahabir encouraged partners to guide customers through AI adoption with a focus on outcomes rather than features. “AI adoption is most successful when treated as a journey,” she said.
For solution providers, Copilot represents an opportunity to reduce tool sprawl, strengthen customer security postures and build long-term services revenue around AI, productivity and governance.
Learn more about how OpenText supports partners with Microsoft Copilot.