Partner Content - AI-Powered Partnerships: How OpenText Is Turning MSPs into Economic Multipliers
Due to the commoditisation of IT services, a highly competitive market, and the need to differentiate and specialise, standing out from the crowd can be challenging for MSPs.
OpenText is redefining the role of Managed Service Providers (MSPs), transforming them into business solutions providers who drive strategic outcomes rather than simply reselling technology. With its deep integration with Microsoft and a focus on AI-powered services, OpenText is helping partners unlock significant economic value.
From MSPs to business solutions providers
Mike DePalma, VP of Business Development at OpenText, is leading the charge in reshaping how MSPs approach their business. “The phrase ‘MSP’ is already obsolete,” DePalma shared at the 2025 XChange NexGen conference. “You guys are now business solutions providers. You’re providing business outcomes.”
This shift is critical to standing out in the AI era, where traditional margins from hardware and software reselling are shrinking. According to OpenText’s Cybersecurity 2025 Global Managed Security Survey 92% of MSPs say interest in AI is already driving business growth, and nearly all expect that trend to continue through 2025[i]. However, fewer than half of surveyed MSPs feel fully confident guiding customers on AI tools.
DePalma emphasised that partners must focus on delivering strategic value through AI implementations and helping clients achieve measurable business results. He cited an example of an MSP who used Microsoft Copilot to automate prenuptial agreement drafting for a law firm, saving tens of thousands annually. “That’s really where AI is going to be—it’s going to be about the knowledge that the folks have in this room to see how AI is going to impact those small businesses out there,” he said.
Economic multipliers
OpenText’s partner ecosystem is proving to be a powerful economic force. According to DePalma, the top 24% of OpenText partners—those who fully integrate with its tool stack—are seeing returns of $6.73 for every $1 spent. These partners are making the most of OpenText’s partner ecosystem—leveraging design services, integrations, and strategic bundling to multiply revenue and strengthen their business.
Rich DePierro, CEO of 2 Dog Digital, shared a real-world success story: “OpenText had [a client] back up in about 20 minutes after their previous IT provider cut services. That customer lost $20,000 an hour when they couldn’t work. Now they’re our largest customer across 27 states.”
OpenText’s flexible product trials and lack of long-term lock-in also empower MSPs to experiment and deliver tailored solutions without risk, further enhancing partner profitability.
Strategic partnership with Microsoft
OpenText’s role as a Microsoft Cloud Solution Provider (CSP) is a cornerstone of its partner strategy. DePalma highlighted how OpenText bundles email protection, cloud-to-cloud backup, encryption, and archiving seamlessly with Microsoft 365. “Email security is a must-have no matter what. It’s an easy entry point and brings enterprise-grade products into the SMB space,” he explained.
This integration simplifies procurement and management through OpenText’s Secure Cloud portal, allowing partners to oversee Microsoft licenses and client tenants with ease. “The product needs to be great, but it is also designed for MSPs to manage,” DePalma added.
Looking ahead
As AI adoption accelerates, MSPs must evolve to meet new demands. OpenText is equipping partners with the tools, training, and strategic mindset to lead this transformation. This is particularly crucial when serving the SMB market, in which organisations may lack the resources or internal expertise to get the most from cutting-edge technologies. “What SMBs are looking for is the expertise from [MSPs]. To me, that’s the differentiator,” DePalma emphasised.
By embracing AI, leveraging Microsoft integrations, and focusing on business outcomes, OpenText partners are not just surviving—they’re thriving as economic multipliers in a rapidly changing tech landscape.
[i] OpenText Cybersecurity 2025 Global Managed Security Survey: AI Redefines MSP Strategy - OpenText Blogs
This article is sponsored by OpenText.