Managed service providers (MSPs) are operating within hybrid IT models, focusing on areas such as cloud services, security, and data management. This trend is outlined in research conducted by Westcon-Comstor, a global technology distributor.
As organisations adopt hybrid IT as a standard approach, MSPs and specialist partners are adjusting their service offerings to meet demand for managing complex IT environments. These environments typically include a combination of on-premises infrastructure alongside public and private cloud systems.
Cloud migration and ongoing cloud management were identified as key areas of revenue, cited by 23% of survey participants globally. Security and threat management followed at 22%, reflecting increased attention on data protection and workload optimisation across different systems.
Demand for data analytics, governance-focused services, and automation is also increasing. Organisations are seeking greater control and operational efficiency, leading to broader integration of these capabilities within hybrid environments.
The findings come from a Westcon-Comstor survey of over 500 senior decision-makers and technical leaders from MSPs and specialist partners across regions including the UK, UAE, Spain, Australia, and Singapore. The research is part of the Future Ready programme, which supports MSP development through partnerships with cybersecurity and networking providers across EMEA and APAC.
The research also indicates that the technical complexity of hybrid IT environments contributes to business opportunities for MSPs. Respondents identified challenges such as maintaining consistent data flow across platforms and ensuring uniform security. Governance and compliance were also highlighted as ongoing concerns.
MSPs that develop standardised and governed service offerings may be better positioned to generate recurring revenue and manage operational consistency. This can include integrating services such as system integration, identity management, and policy enforcement into managed service packages.
Additional findings suggest an increase in collaborative and long-term partnerships. Around 31% of respondents reported acting as advisors on hybrid technology strategy, while 55% indicated working with other MSPs and specialist firms to expand their capabilities.
