Managed service providers (MSPs) are increasingly being asked to do more than manage technology. Customers now expect support with cybersecurity strategy, compliance and security investment decisions, according to Sophos' 2026 MSP Perspectives Report.
► Demand for cybersecurity leadership is reshaping the MSP market
► Compliance services are creating new opportunities for customer engagement and growth
The report estimates that almost half of customers (46%) reply on their MSP for 'CISO-level' guidance, including understanding risk, prioritising security investments, demonstrating compliance and assessing their security posture.
The need for MSPs to deliver technology deployment and day-to-day support is now matched by customer demand for strategic cybersecurity guidance. This trend is expected to continue, with 84% of MSPs anticipating increased demand for CISO-related services. By providing ongoing insight into risk, security posture, and investment priorities, MSPs have an opportunity to build higher-value customer relationships and expand their advisory role.
Compliance becomes a growth opportunity
While 99% of MSPs already provide some level of compliance support, Sophos highlights significant room for expansion. Only 6% of respondents offer all seven compliance services included in the study.
With compliance influencing 50% of customer purchasing decisions, these services can help MSPs start valuable conversations around risk reduction, security strategy, and technology investment.
Scaling remains a challenge
Many MSPs are using platforms and automation tools to support cybersecurity and compliance services, but operational complexity remains a barrier to growth.
More than half (53%) use multiple tools to manage security and compliance activities, while only 31% can fully automate reporting. In addition, 55% still rely on manual effort to consolidate information, creating inefficiencies that make scaling more difficult.
Why a unified approach matters now
According to Sophos, effective assessment, benchmarking and reporting will be critical as MSPs expand their cybersecurity offerings. AI is expected to play an increasingly important role in reducing repetitive, data-intensive work and improving operational efficiency.
The report found that 81% of MSPs believe a single platform for security, compliance, and reporting would save more than 30% of their team's time. Across all respondents, the average expected time saving was 53%.
To help address these challenges, Sophos has introduced CISO Advantage, an AI-driven platform that combines assessment, analysis, reporting, maturity benchmarking, and roadmap development in a single system. The solution is designed to help MSPs identify security gaps, support customer risk discussions, and deliver cybersecurity services more efficiently.
You can download the full Sophos 2026 MSP Perspectives Report to learn more. TD SYNNEX also provides technical and business development support across the Sophos portfolio.
