By Rebecca Gibson |
The role of managed service providers (MSPs) is evolving rapidly.
“Twenty years ago, MSPs provided basic break-fix solutions and systems integration services, then we moved to the MSP 2.0 era where they offered traditional managed IT services and support,” says Jason Myers, a cybersecurity strategist for MSP business at OpenText Cybersecurity. “Now, we’re moving into the MSP 3.0 era and they can’t just sell product licences; they must become trusted consultants who develop integrated security strategies tailored to their customers’ specific business needs. They must advise customers how they can use technologies like AI to solve business challenges, while also guiding them through the process of setting up cybersecurity and governance controls to protect data and systems.”
However, before they can do this MSPs must first overcome barriers like high labour costs, a lack of skilled talent, and tool and vendor sprawl.
“Most MSPs are managing multiple cybersecurity tools from different vendors for their customers, which is expensive and complicated,” says Myers. “Each tool generates telemetry, so MSPs are constantly inundated with security notifications and suffering from alert fatigue, and they don’t necessarily have employees with the skills to keep up with changing customer needs.”
MSPs can overcome these challenges by collaborating with a partner like OpenText Cybersecurity, which was one of the first indirect cloud services providers to join the Microsoft Cloud Solution Provider programme.
“We have a best-in-class solution for almost every aspect of cybersecurity, covering businesses left, centre and right of boom,” says Myers. “We’ve built on the more than 30 years of IT and enterprise document management expertise of our parent company OpenText to develop all the tools MSPs need to help customers rapidly detect and respond to cyberthreats to minimise the risk of attacks, or recover quickly if a breach occurs.”
The company’s Secure Cloud platform streamlines cybersecurity operations into one unified system, while other solutions simplify processes such as endpoint detection and response (EDR).
“Our new EDR solution covers endpoint sensors, network devices, firewalls and switches, and incorporates a cloud-based security information and event management solution with over 500 integrations to products from vendors including Microsoft,” says Myers. “It also offers security orchestration and automated response capabilities, allowing MSPs to create playbooks to trigger specific automated actions when certain threats are detected. This eliminates alert fatigue and relieves the pressure on MSPs.”
OpenText Cybersecurity goes beyond simply selling MSPs products and licences, says Myers.
“We can assist MSPs with setting up workflows and alerts, ensuring compliance and building security solutions on top of productivity tools like Microsoft 365,” he explains. “Through our partnership with Microsoft, we can also help MSPs navigate Microsoft’s vast product suite and provide expert support with unlocking rebates and financial incentives, and more. For example, we helped one MSP establish security and governance processes when it implemented Microsoft Copilot for a US law firm, which used the tool to reduce time and staffing needs by automatically creating a questionnaire for individuals seeking prenuptial agreements.”
In addition, OpenText Cybersecurity hosts regular Microsoft 365 Copilot, Modern Work, and Azure sales and technical bootcamps. “We show MSPs how they can help customers optimise their Microsoft environments,” says Myers. “MSPs can also use the free security audit in our Secure Cloud platform to pinpoint potential vulnerabilities in customers’ Microsoft 365 environment.”
MSPs also benefit from the experience and expertise of OpenText Cybersecurity’s teams.
“Our account managers have an average of 12 years’ experience and some formerly worked for MSPs,” says Meyers. “They fully understand the pain points both MSPs and their customers face, and take a consultative approach to show them how our cybersecurity product and services can resolve these issues.”
MSPs also have 24/7 access to security operations teams in the UK and USA, and a skilled team of ethical hackers. “These teams constantly monitor for new threats and can identify the root cause of issues customers are experiencing,” says Myers. “We have dedicated teams carrying out penetration testing, vulnerability assessments, digital forensics and incident response work too.”
Beyond access to expertise, one of the biggest benefits of partnering with OpenText Cybersecurity is the flexibility of its offering, says Myers: “We want to be as easy as possible for MSPs to work with – and we want to earn their business every month. We offer free trials of our solutions and we don’t trap them into long-term contracts or have minimum licence requirements. They can opt for our full cybersecurity stack, a small bundle of our solutions or just purchase one product licence – and they can scale these tools as their business needs evolve. MSPs can also choose various levels of management for each solution.”
According to the 2025 OpenText Partner Ecosystem Multiplier study conducted by Canalys, MSPs leveraging the company’s solutions and Secure Cloud platform can achieve up to 6.7 times the return on every dollar invested.
“MSPs with the strongest returns are those who embrace a services-first strategy and take full advantage of our product bundles, integrations and support,” says Myers. “Our Secure Cloud platform and cybersecurity portfolio provide the foundation MSPs need to deliver the trusted security their customers require, while our collaboration with Microsoft empowers them to simplify their own operations and accelerate recurring revenue growth.”
Learn how OpenText Cybersecurity’s partnership with Microsoft can help MSPs to increase security for customers, while reducing cost and complexity
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