Episode Details

By Doug Green “2027 is already here.” MSPs are entering a period of greater accountability, where technical expertise alone may no longer be enough. In this Technology Reseller News podcast recorded at MSP Summit, Charlene Ignacio of Fornix explains why compliance, cybersecurity insurance, breach planning and stronger business processes are becoming essential parts of the MSP model. Fornix works with MSPs, MSSPs and channel vendors to help build stronger relationships and identify new growth opportunities. At MSP Summit, the company is also hosting its MSP Village, bringing together vendors and service providers in one shared space designed to encourage direct conversations between the channel and the companies supporting it. Ignacio says the MSP lifecycle has changed dramatically. Many MSP owners began as what she calls “accidental entrepreneurs” — technologists who left corporate jobs, started businesses and then had to learn sales, marketing, finance, operations and compliance along the way. That model is becoming more difficult to sustain. “Being a business owner and being a technician have to get aligned,” Ignacio says. Compliance requirements, cybersecurity insurance, breach response planning and customer expectations are all increasing the level of accountability placed on MSPs. Ignacio argues that MSPs can no longer rely on informal processes or assume customers will overlook gaps in governance. “The Wild Wild West is going away,” she says. As security incidents increase and customers become more aware of risk, MSPs are increasingly expected to demonstrate that they have documented processes, appropriate controls and a clear plan for what happens when either the MSP or its customer experiences a breach. That creates both pressure and opportunity. MSPs that invest in the business side of their operations — including compliance, vendor selection, documentation and risk management — can position themselves as more mature and trusted providers. Ignacio will expand on those themes during her MSP Summit session on the MSP lifecycle, bringing MSPs and vendors together to discuss what partners should be preparing for as they move into 2027. Visit Fornix to learn more about its channel programs and MSP community initiatives.