GTIA ChannelCon 2025 Nashville: Compliance is the wake-up call that MSPs needed

GTIA ChannelCon 2025 was all about building client trust. As I reflect on my experience at this year's event in Nashville, I can't help but feel energized by the conversations that unfolded ― and more importantly, the urgent reality check that the security and managed service provider industry received.

One of the most compelling sessions I attended featured Rob McDonald, Chief Product Officer at Cytracom, who delivered a masterclass in compliance reality. His message was crystal clear: The old security playbook isn't just outdated — it's dangerous.

"Multi-mobile, multi-surface attacks today are different than past attacks," McDonald emphasized, and he's right. We're operating in an increasingly unpredictable environment where hybrid cloud, endpoints and decentralized infrastructure create a perfect storm of vulnerability. The more technology we spread across locations and vendors, the higher our likelihood of getting hit with malware.

What struck me most was his point about eroding trust in centralized SaaS platforms. MSPs have positioned themselves as the trusted intermediary between our clients and technology vendors, but are they truly prepared for the tough, security-aware questions to come their way?

"Where is my data? Who owns it? Who is storing it?" These aren't hypothetical questions anymore — they're real conversations happening in boardrooms across America. And if you don't have solid answers, you're behind the curve.

During the session, I watched as MSPs shifted uncomfortably in their seats when McDonald painted three scenarios for small and medium-sized businesses (SMBs) that headed down the path of unmanaged data sprawl: provide two bad outcomes, one good. The message was unmistakable: MSP clients need to come to the realization that they're opening themselves up to unnecessary risk, and they need to arrive at the conclusion that MSPs are vital to guiding the conversation.

Here's the reality that hit home for many of us at ChannelCon: SMBs account for 43% of all cyberattacks. Over the years, government regulations have been trickling down to smaller and smaller organizations. The days of flying under the regulatory radar are over.

Additionally, cyber insurance is evolving from a safety net into what McDonald called "a forensics business." Insurance companies now demand operational maturity, proof and validation. They want to see cybersecurity frameworks in place, and not just promises.

I had several conversations with fellow attendees who shared stories of clients being blindsided by compliance and cyber insurance requirements they never saw coming. The writing is on the wall — successful exploitation attempts against SMBs are increasing, and the compliance responsibility is shifting squarely onto their shoulders (and yours).

One of McDonald's most powerful metaphors resonated throughout the entire conference: moving "from checkboxes to compass." Framework adoption is no longer about ticking boxes but creating a navigation system that guides you through insurance requirements, compliance mandates, and the increasingly complex threat landscape.

As McDonald put it, "When businesses are in trouble, they look to you for authority, peace and calm." That's a profound responsibility, and one that requires us to Evolve from reactive service providers to proactive security partners.

What became clear throughout ChannelCon is that we're witnessing a fundamental shift in how SMBs view security. They're more aware, more concerned and more willing to invest – but only if MSPs can articulate the value proposition effectively.

GTIA ChannelCon 2025 delivered a powerful message: a wake-up call wrapped in actionable intelligence. MSPs must have the preparedness to answer and successfully articulate the value of their services in the face of heightened compliance and cyber insurance requirements. The sessions, conversations, and connections made it clear that we're entering what could be called the "Age of compliance-driven MSPs."

The tide is rising, and as McDonald so eloquently put it, "this is a tide you need to ride in this industry." The question isn't whether compliance will become central to our service offerings – it's whether we'll lead that charge or get swept away by it.