{"id":10614,"date":"2026-06-09T09:00:00","date_gmt":"2026-06-09T08:00:00","guid":{"rendered":"https:\/\/www.infinigate.com\/uk\/?post_type=news&#038;p=10614"},"modified":"2026-06-08T15:40:35","modified_gmt":"2026-06-08T14:40:35","slug":"powering-the-future-of-msps-what-were-seeing-in-the-market-opportunities-and-the-challenges","status":"publish","type":"news","link":"https:\/\/www.infinigate.com\/uk\/news\/powering-the-future-of-msps-what-were-seeing-in-the-market-opportunities-and-the-challenges\/","title":{"rendered":"Powering the Future of MSPs: What We\u2019re Seeing in the Market, Opportunities and the Challenges"},"content":{"rendered":"\n<p><strong>Craig Gordon, VP Sales, Infinigate Cloud &amp; Gordon Lyon, Sales Director at Infinigate UKI<\/strong><\/p>\n\n\n\n<p>At Infinigate, our role is simple: we exist to help MSPs build profitable, scalable, and future-ready cloud businesses.<\/p>\n\n\n\n<p>We\u2019ve got over 25 years\u2019 experience in cloud and cybersecurity distribution, so we\u2019ve seen the MSP model evolve from reactive IT support into a strategic, business-critical function and so our support model has evolved with it.&nbsp;Today, we\u2019re celebrating MSPs as being Infinigate&#8217;s fastest growing customer group, playing a pivotal role in end user business continuity, security, and productivity.<\/p>\n\n\n\n<h2 class=\"wp-block-heading wp-block-heading\" id=\"h-the-state-of-the-msp-market\">The State of the MSP Market<\/h2>\n\n\n\n<p>The MSP market is at a real inflection point right now. Demand for managed services is accelerating, the complexity of delivering secure outcomes keeps rising, and AI is reshaping the landscape on both sides of the equation, creating new threats while opening up new opportunities.<\/p>\n\n\n\n<p>The MSPs that come out on top will be the ones who embrace automation and AI in practical ways, sharpen their specialisms to clearly differentiate in a crowded market, and build the right partnerships across the wider ecosystem to extend capability without adding overhead. That\u2019s exactly where Infinigate Cloud comes in: helping MSPs scale faster, reduce complexity, and confidently capture the next wave of growth. Generative AI is already one of the biggest shifts we\u2019ve seen in the last decade and MSPs are right at the centre of it.<\/p>\n\n\n\n<p>We\u2019re seeing:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>A percentage of organisations are already using MSPs to deliver GenAI initiatives<\/li>\n\n\n\n<li>Enterprises are turning to MSPs due to lack of in-house AI skills and need for speed to market<\/li>\n<\/ul>\n\n\n\n<p>This year, we\u2019ve really noticed some key opportunities that MSPs are leveraging. With compliance continually evolving, especially within the UK, secure data and governance has become a massive growing opportunity. Along with governance, we\u2019re seeing that AI is being utilised more than ever to bring new opportunities to the channel, including AI-lead service desk and automation and cybersecurity and threat detection. Generative AI isn\u2019t just a technology shift but it\u2019s a services opportunity, allowing MSPs to move further up the value chain.<\/p>\n\n\n\n<h2 class=\"wp-block-heading wp-block-heading\" id=\"h-resellers-driving-to-becoming-msps\">Resellers driving to becoming MSPs<\/h2>\n\n\n\n<p>We\u2019ve seen more resellers driving to become powerhouse MSPs. This&nbsp;trend reflects the channel&#8217;s shift from transactional sales to recurring services. As margins on traditional product sales tighten, partners are increasingly focusing on managed services, cybersecurity, and cloud solutions to build predictable revenue and stronger customer relationships.<\/p>\n\n\n\n<p>For the channel, this means:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Greater emphasis on recurring revenue and customer outcomes.<\/li>\n\n\n\n<li>MSPs becoming more influential trusted advisers.<\/li>\n\n\n\n<li>Distributors providing more enablement, automation, and service support.<\/li>\n\n\n\n<li>Vendors adapting programmes to service-led business models.<\/li>\n<\/ul>\n\n\n\n<p>Overall, it&#8217;s driving the channel towards higher-value, longer-term customer engagements rather than one-off product sales.<\/p>\n\n\n\n<h2 class=\"wp-block-heading wp-block-heading\" id=\"h-the-challenges-msps-face\">The Challenges MSPs Face<\/h2>\n\n\n\n<p>Despite the strong growth we\u2019re seeing across the market, MSPs are under real pressure. Cybersecurity is becoming more complex as threats evolve and attackers increasingly use AI to move faster and stay harder to detect. At the same time, talent and skills shortages continue to limit how quickly MSPs can scale, while intensified competition and ongoing margin pressure make it tougher to grow profitably. Add to that the day-to-day reality of tool sprawl and operational inefficiency, and it\u2019s easy to see how profitability can get squeezed even as demand rises. Put simply, demand is growing faster than capability, and that\u2019s exactly why distributors play such a critical role in helping MSPs close the gap.<\/p>\n\n\n\n<h2 class=\"wp-block-heading wp-block-heading\" id=\"h-what-we-ve-learned-from-years-working-with-msps\">What We\u2019ve Learned from Years Working with MSPs<\/h2>\n\n\n\n<p>Over the years, one thing has remained consistent:<\/p>\n\n\n\n<p>The most successful MSPs are those that evolve from technology providers into trusted business partners.<\/p>\n\n\n\n<p>What\u2019s changed:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>MSPs are no longer judged on uptime, they\u2019re judged on business impact<\/li>\n\n\n\n<li>Security and compliance are now board-level conversations<\/li>\n\n\n\n<li>AI is accelerating both opportunity and risk<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading wp-block-heading\" id=\"h-how-infinigate-supports-mpss\"><strong>How Infinigate supports MPSs<\/strong><\/h2>\n\n\n\n<p>Infinigate helps MSPs spark faster, more profitable growth by combining partner enablement, best-in-breed technologies, and always-on technical support so you can scale managed services without adding unnecessary operational overhead.<\/p>\n\n\n\n<p><strong>1. Enablement &amp; Growth Acceleration<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Dedicated account management and partner enablement to identify high-margin opportunities<\/li>\n\n\n\n<li>Go-to-market support, vendor alignment, and sales engagement<\/li>\n\n\n\n<li>Training and certification to build in-house capability<\/li>\n<\/ul>\n\n\n\n<p><strong>2. Access to Best-in-Breed Technology<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Curated ecosystem of leading cloud, security, and AI solutions<\/li>\n\n\n\n<li>Marketplace (CORE) enabling fast provisioning, billing, and integration<\/li>\n\n\n\n<li>Support for building bundled, repeatable managed services<\/li>\n<\/ul>\n\n\n\n<p>This allows MSPs to expand portfolios quickly without the overhead of managing multiple vendor relationships.<\/p>\n\n\n\n<p><strong>3. Technical &amp; Operational Support<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>24\/7 expert technical support<\/li>\n\n\n\n<li>Pre- and post-sales solution design<\/li>\n\n\n\n<li>White-labelled services to fill capability gaps<\/li>\n<\/ul>\n\n\n\n<p>This is critical as many MSPs are capacity constrained and facing talent shortages.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Craig Gordon, VP Sales, Infinigate Cloud &amp; Gordon Lyon, Sales Director at Infinigate UKI At Infinigate, our role is simple:&hellip;<\/p>\n","protected":false},"author":62,"featured_media":10617,"template":"","meta":{"_acf_changed":false,"footnotes":""},"technologies":[7],"news-type":[160],"class_list":["post-10614","news","type-news","status-publish","has-post-thumbnail","hentry","technologies-cybersecurity","news-type-blog"],"acf":[],"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Infinigate | United Kingdom","distributor_original_site_url":"https:\/\/www.infinigate.com\/uk","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/news\/10614","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/news"}],"about":[{"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/types\/news"}],"author":[{"embeddable":true,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/users\/62"}],"version-history":[{"count":1,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/news\/10614\/revisions"}],"predecessor-version":[{"id":10615,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/news\/10614\/revisions\/10615"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/media\/10617"}],"wp:attachment":[{"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/media?parent=10614"}],"wp:term":[{"taxonomy":"technologies","embeddable":true,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/technologies?post=10614"},{"taxonomy":"news-type","embeddable":true,"href":"https:\/\/www.infinigate.com\/uk\/wp-json\/wp\/v2\/news-type?post=10614"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}