Greg Jones: How Vendor Policy Shifts and AI Automation Are Changing MSP Growth Strategy

The episode highlights a structural shift in the MSP sector characterized by consolidation at the top and fragmentation at the low end, driven by a rise in niche MSPs entering the market and ongoing acquisitions by larger providers. This shift is outlined in discussion of industry data sourced from the Kaseya State of the MSP report, as well as Greg Jones’ observations regarding both market entry trends and the increased prevalence of hyperscale consolidation activity. According to the Kaseya report, there has been a reduction in the proportion of clients spending $25,000 a year or more with MSPs—from three quarters of the market to four in ten within a year—indicating a trend towards smaller client engagements. In parallel, 48% of surveyed MSPs identified AI as their clients' top need, but only 13% reported being able to charge for AI, pointing to a significant value capture gap. These figures were referenced during a discussion on monetization challenges and the changing expectations around AI service delivery. Further supporting this structural change, the episode details Kaseya’s shift towards more transparent contract terms and new commercial offerings such as FLEXSpend and catastrophic loss prevention. These policy changes are described by company leadership as attempts to address longstanding provider grievances and increase flexibility, but the discussion also reinforces the persistence of operational risks related to contract renewals and alignment between vendor strategy and MSP needs. For operators, the implications center on growing exposure to contract risk, complexity in billing and service models, and the challenge of capturing new sources of value such as AI services. The evolving mix of small and consolidated players in the MSP landscape puts further pressure on vendor selection, contract diligence, and process accountability, especially where new technologies are marketed ahead of proven monetization strategies. Supported by:ProofpointGoTo (LogMeIn)   💼 All Our SponsorsMSP Radio is supported by our partners: ABC Solutions · CometBackup · Guardz · HaloPSA · LogMeIn · Mailprotector · OpenText · Pax8 · Proofpoint · Rythmz · ScalePad · TimeZest · Transit AI · USecureSupporting the IT services community through insights, analysis, and transparency. 🚀 Join Business of Tech PlusGet exclusive access to investigative reports, vendor analysis, leadership briefings, and more.👉 https://businessof.tech/plus 🎧 Subscribe to the Business of TechWant the show on your favorite podcast app or prefer the written versions of each story?📲 https://www.businessof.tech/subscribe 📰 Story Links & SourcesLooking for the links from today’s stories?Every episode script — with full source links — is posted at:🌐 https://www.businessof.tech 🎙 Want to Be a Guest?Pitch your story or appear on Business of Tech: Daily 10-Minute IT Services Insights:💬 https://www.podmatch.com/hostdetailpreview/businessoftech 🔗 Follow Business of Tech LinkedIn: https://www.linkedin.com/company/28908079YouTube: https://youtube.com/mspradioBluesky: https://bsky.app/profile/businessof.techInstagram: https://www.instagram.com/mspradioTikTok: https://www.tiktok.com/@businessoftechFacebook: https://www.facebook.com/mspradionews Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.