As AI dominates technology conversations, many MSPs are scrambling to understand how to incorporate the technology into their service offerings. However, there’s a crucial stepping stone that often gets overlooked: data management.
Effective data management is becoming essential for MSP service delivery. It has also emerged as a lucrative vertical for forward-thinking channel pros.
A Fundamental Shift in Priorities
AI’s rapid evolution requires MSPs to develop entirely new skill sets and methodologies.
Bob Coppedge
“When we first started, it was all about the T: technology,” explained Bob Coppedge, CEO of Simplex-IT. “Now, if you look at the last three big things that have happened to the industry — big data, security, and AI — all three of those are capital I. They’re all about information.”
The opportunity in data management extends far beyond traditional storage and backup.
Will LaForest, global field CTO at Confluent, emphasized maximizing value through data reuse and governance. For example, customers in medical device manufacturing can detect and correct problems in real time through data streaming, he said. Another client reported six-figure daily cost savings by feeding cleaner data into its analytical tools.
This is also an important step to harnessing AI opportunities, said Dave Sobel, owner of MSP Radio and new owner/publisher of Small Biz Thoughts. “Now, you can query your data. Generative AI can understand, it can go forth, do natural language processing, and can actually have some level of intelligence. … The problem is that your data has to be ready.”
Building the Right Capabilities
For MSPs looking to develop data management capabilities, the path forward begins with understanding internal strengths and their clients’ needs. Service providers should align their offerings with their core competencies, whether that’s technical optimization or business analysis, Coppedge recommended.
Adi Polak
It’s important to establish proper governance from the start, according to Adi Polak, director of advocacy and developer experience engineering at Confluent.
“Things like data quality, I want to make sure I validate that the information I have in this event is actually going to help me later on when I’m building the reports,” she said. This foundation becomes crucial as organizations scale their data operations.
Beyond the ‘Ninja Technical Capabilities’
Of course, advanced technical skills play a key role in data management. However, to be successful, you must also build your consulting muscle.
“The real value now is business analysis skills,” Sobel said. “I don’t want to dismiss the ninja technical capabilities that are possible, but at the same time, a lot of technology is being commoditized in its delivery.”
He recommends a methodical approach, starting with basic consulting. “Have good conversations with your customers. Ask, ‘What do you wish you knew about your customers? What were the decisions around collecting this data? What are you not able to get out of it?’”
Dave Sobel
These conversations help identify patterns that can be systematized into scalable services.
The technical implementation should also be strategic. LaForest emphasized the importance of avoiding point-to-point integrations, instead creating a “central nervous system” for data. This approach allows organizations to publish data once and consume it many times instead of relying on separate data transfers.
Current and Future Opportunities
The market is particularly ripe for MSPs serving regulated industries. Legal, financial services, healthcare, and manufacturing are obvious use cases, said Sobel.
Almost every business needs to know more about its customers. This makes data management broadly relevant, he added.
Will LaForest
Data streaming and real-time analytics are becoming crucial for business operations, LaForest pointed out. In some cases, real-time data processing has greatly reduced the time it takes to merge IT systems during acquisitions and has enabled faster partnership integrations in the hospitality industry, he shared.
The Bottom Line
Overall, data management can deliver significant business value while positioning MSPs for future technology trends. Success requires a shift in mindset from pure technology management to business enablement. This involves developing new skills and capabilities.
The opportunity is particularly timely given the rapid advancement of AI capabilities, Sobel noted.
MSPs who can help clients prepare their data infrastructure for this AI-driven future will be ready for the next evolution of managed services.
Featured image: Kiattisak — stock.adobe.com
