MSPs Meanwhile just 19% of respondents in the UK highlighted
governance and compliance requirements as their main challenge (global average: 24%), indicating that this is perhaps less of a concern than in other countries. Te research suggests that MSPs able to address these challenges
through standardised, governed services are better positioned to build recurring revenue and protect margins. Rather than treating integration, identity and policy enforcement as isolated tasks, leading partners are packaging these capabilities into repeatable managed services that deliver predictable outcomes. Other findings point to a UK market that is steadily redefining the
MSP value proposition. One third of UK respondents (33%, versus a 31% global average) now see their primary role as acting as a trusted advisor on hybrid technology strategy, signalling how customer expectations are pushing providers further upstream. Nearly as many (29%, compared with 28% globally) prioritised end to end management of hybrid environments, underscoring a pivot away from project based implementation work and towards sustained operational partnerships. Collaboration is also becoming a structural feature of the market:
58% of UK MSPs (55% globally) said they routinely partner with peers or specialist providers to broaden their capabilities, reflecting a growing recognition that no single organisation can cover the full breadth of hybrid requirements alone. “In the UK, partners are being asked to make hybrid
environments consistent for customers, particularly where data needs to move reliably between platforms,” said René Klein, Executive Vice President, Europe at Westcon-Comstor. “Te MSPs that productise governance and operational management are the
Patrick Aronson, Chief Marketing Officer at Westcon-Comstor.
ones best placed to build recurring revenue and defend margin in a competitive market.” “Our research clearly shows that the opportunity for MSPs lies
in cloud management, security and data governance – with most of the growth still there for the taking,” said Patrick Aronson, Chief Marketing Officer at Westcon-Comstor. “Te partners who capture it will be the ones who own the glue layer spanning automation, security and integration, doing the work that turns hybrid complexity into something a customer can rely on month aſter month. Tat’s the commercial bet Westcon-Comstor is making with Future Ready. We’re giving our partners the capabilities, tools and vendor relationships to get there before their competitors do. Tat’s what distribution is for in 2026.”
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