Security
AI SECURITY UNLOCKS CHANNEL GROWTH
As adoption accelerates, customers are asking how they can use AI securely. And this is where the channel is uniquely positioned to step in, says Gerasimos Marketos, Chief Product Officer at Hack The Box.
A
rtificial intelligence has moved from experimentation to everyday business reality at a remarkable speed. Organisations of
every size are now embedding AI-powered tools into workflows, adopting generative AI assistants and exploring automation to boost productivity. For customers, the potential benefits are clear, and for the channel, however, AI represents both a challenge and a significant commercial opportunity. As adoption accelerates, customers are asking how
they can use AI securely. And this is where the channel is uniquely positioned to step in. Recent workforce intelligence from Hack Te
Box, drawing on data from more than 700,000 cybersecurity professionals across 251 countries, shows a sharp rise in demand for AI security skills. AI penetration testing now ranks among the most popular global training interests, while practitioners are rapidly upskilling in areas such as prompt
36 | July/August 2026
injection, model exploitation and agentic AI hijacking. Tese are not abstract concerns. Tey are emerging as important AI security risks that organisations need to understand and manage. While customer awareness of these risks varies by
maturity, organisations are certainly aware that AI introduces new risks alongside new capabilities. Tis means organisations are looking for trusted advisers who can help them understand where those risks lie and how to manage them effectively. Te challenge here is that customer demand is
developing faster than channel expertise. Many MSPs and resellers are still building their own understanding of AI security at the same time as customers are seeking guidance. Tis creates a risk that partners who delay investing in skills and knowledge could find themselves unable to answer customer questions, support AI-related projects or compete with rivals that have already developed specialist expertise.
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