MSP models have ceased to be an option and have become a necessity within the IT channel. That is the conclusion of the MSP Forum 2026, organized by MuyCanal with the participation of IONOS Cloud, Samsung and IT Sales Institute, where experts, manufacturers and partners discussed managed technology and recurring revenue.
The event left a clear message: putting boxes is no longer enough. Clients demand support, tailored services and long-term relationships. Those who know how to specialize, package their offering and differentiate their services will have a decisive advantage in a global managed services market that is aiming for 500 billion dollars. Cybersecurity, the sovereign cloud and AI are the great drivers of this growthbut profitability will only come if the channel changes its mentality and truly commits to the model.
Hybrid cloud and data sovereignty are the focus of much of the debate. With 73% of companies already operating in multicloud environments, the MSP becomes the key actor to provide coherence and control, especially in an increasingly demanding regulatory context, with regulations such as NIS2 or DORA setting the pace. Choosing the supplier well and avoiding vendor lock-in are two of the strategic decisions that matter the most in this scenario. In this sense, IONOS Cloud stressed that Data sovereignty does not depend on where the information is stored, but on who keeps it and under what conditions.
Training and differentiation are, according to the speakers, the two great pending challenges. Many partners remain unprofitable on a regular basis, not because of a lack of demand, but because of a poorly planned transition. Specialization in specific verticals, combined with a standardized offer and automated processesis the path that the IT Sales Institute and Samsung point out to take the definitive leap to the next level.
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