Inside the MSP market in 2026: tackling profitability, complexity and the shift to services

Sophos’ Naveed Malik joins CRN to discuss the trends shaping MSP growth, the pressures on profitability, and how the move to as-a-service is redefining how partners deliver value

Managed service providers (MSPs) are entering 2026 facing a more complex and competitive environment than ever before.

Rising customer expectations, the continued evolution of cybersecurity threats and the accelerating shift toward service-based delivery models are all combining to reshape how MSPs operate, grow and differentiate.

In this CRN executive interview, Naveed Malik, Head of EMEA MSP at Sophos, joins Matt Harris to discuss:

• The current state of the market
• Importance of recurring, predictable revenue streams
• How MSPs are being forced to rethink commercial and operational strategies
• The shift towards as-a-service
• Actionable advice for MSPs

Watch the full interview above to hear Malik’s insights on the MSP market – and the practical steps MSPs can take to remain competitive in 2026 and beyond.

This article is sponsored by Sophos