Let’s talk about something that’s been on my mind a lot lately, how we—as MSPs and MSSPs—can step up our game in this wild, fast-changing world of generative AI (GenAI) and data security. Over the last 20 years, I’ve built, scaled and seen firsthand how the landscape has shifted. Today, data isn’t just important, it’s the heartbeat of everything we do. And with generative AI exploding onto the scene, the stakes have never been higher.
So, let’s dive into how MSPs and MSSPs can maximise the value we deliver to clients and unlock new revenue streams by embracing governance, risk and compliance (GRC) and data security as part of our go-to-market (GTM) offerings. Oh, and spoiler alert: If you’re not thinking about AI and data security together, you’re already behind.
Why Data Is the New Gold (and Why It's Risky Business)
GenAI is everywhere. It’s writing code, creating content, automating workflows and even predicting business outcomes. But here’s the thing: All of this magic is powered by data. And where there’s data, there’s risk. Clients are more aware than ever of the dangers of data breaches, compliance failures and unethical AI practices. They’re not just looking for someone to manage their IT infrastructure, they want a partner who can help them navigate this complex, data-driven world.
From my experience building MSSPs, I’ve learned that clients don’t just buy technology, they buy trust. And in the era of GenAI, trust is built on two things: Keeping their data secure and ensuring they’re compliant with ever-changing regulations. That’s where GRC and data security come in.
Why GRC and Data Security Are Non-Negotiables for MSPs
1. Clients Expect More (and They Should)
- Let’s be real: Basic IT support just doesn’t cut it anymore. Clients want MSPs who can handle the heavy lifting when it comes to data security and compliance. By integrating GRC and data security into your offerings, you’re not just selling a service; you’re selling peace of mind. And trust me, peace of mind is worth a lot.
- 2. New Revenue Opportunities Are Everywhere
Here’s the fun part: GRC and data security services are high-margin. Think about it: Risk assessments, compliance frameworks, continuous monitoring, incident response. These are all services clients are willing to pay a premium for. And when you bundle them with your existing offerings, you’re not just adding value; you’re boosting your bottom line. - 3. Future-Proof Your Business
Regulations like GDPR, CCPA and HIPAA aren’t going away. If anything, they’re getting stricter. And with AI-specific regulations (looking at you, EU AI Act) on the horizon, MSPs that specialise in GRC and data security will have a massive advantage. Staying ahead of the curve isn’t just smart, it’s survival. - 4. Stand Out in a Crowded Market
Let’s face it: The MSP market is crowded. But here’s the thing most MSPs are still focused on the basics. By offering GRC and data security services, you’re not just another provider; you’re a strategic partner. And that’s how you build long-term relationships (and keep clients from jumping ship). -
The Bigger Picture: MSPs & MSSPs as Enablers of Responsible AI
Here’s the thing, GenAI is here to stay, and it’s going to keep evolving. As MSPs and MSSPs, we have a unique opportunity to be the enablers of responsible AI adoption. By integrating GRC and data security into our offerings, we’re not just protecting data; we’re helping clients use AI in a way that’s ethical, transparent and compliant.
And let’s not forget: This is a chance to lead. The MSPs and MSSPs that embrace GRC and data security today will be the ones shaping the future of the industry tomorrow.
Final Thoughts: It's Time to Step Up
Look, I’ve been in this game for over 20 years, and I’ve seen a lot of trends come and go. But this? This is different. Data is the new currency, and GenAI is the engine driving everything forward. If you’re not thinking about GRC and data security as core parts of your GTM strategy, you’re missing out, big time.
So, what’s next? Start by assessing your current offerings. Where can you add value? What tools and training do you need to deliver these services effectively? And most importantly, how can you position yourself as the go-to partner for clients navigating this brave new world?
The future of managed services is here, and it’s all about data, security and AI. Let’s make sure we’re leading the charge.
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Ronan Murphy Is the founder of Smarttech247, a publicly traded MDR player, Getvisbility.com, a DSPM SaaS provider and a member of Ireland’s AI Advisory Council.
