TLDR: OpenText’s Vice President of Business Development, Mike DePalma, emphasizes that Artificial Intelligence (AI) is rapidly becoming a ‘tidal wave’ for Managed Service Providers (MSPs), necessitating a shift from traditional service models to monetizing AI solutions for clients. OpenText is focusing on enabling MSPs with enterprise-grade AI and cybersecurity tools, supported by a revamped partner program and new cloud-based offerings.
OpenText is positioning Artificial Intelligence (AI) as a pivotal force set to reshape the landscape for Managed Service Providers (MSPs), according to Mike DePalma, the company’s Vice President of Business Development. DePalma describes AI as a ‘tidal wave’ that will profoundly impact how MSPs operate and generate revenue, moving beyond conventional break/fix or SaaS models to focus on delivering and monetizing AI solutions for their clients.
In a recent discussion, DePalma articulated OpenText’s strategic focus on empowering MSPs to navigate this shift. ‘We’re past the break/fix era. We’re past just selling SaaS. Now it’s how do I deliver and monetize AI for my clients? That’s where we’re focused,’ he stated. This commitment is underpinned by OpenText’s ‘MSP-first mindset,’ which grants partners access to enterprise-grade resources, including advanced cybersecurity capabilities like pen testing and remediation, while maintaining crucial flexibility.
OpenText is actively rebuilding its partner program, aiming for a launch towards the end of the year, following extensive consultations with MSPs and external experts to identify key drivers for their success. The revamped program prioritizes sales enablement, offering tools, content, and co-brandable materials. Higher partner tiers will receive enhanced support, particularly with end-user-facing content and automation, addressing historical gaps in this area. DePalma highlighted the company’s differentiator: bringing enterprise-grade security down to the SMB market through the MSP channel, managed via a unified ‘single pane of glass’ interface, and supported by flexible options like free trials.
Further solidifying its AI commitment, OpenText recently launched Cloud Editions (CE) 25.3, a major release designed to redefine how organizations leverage AI, cloud, and cybersecurity. This release introduces a new generation of AI-powered assistants, developer productivity tools, cloud-native platforms, and cybersecurity enhancements. Notably, it integrates Threat Detection & Response (TDR) into OpenText Content Management, utilizing behavioral analytics and AI to detect insider threats and anomalous behavior, thereby reducing the risk of data breaches. OpenText also unveiled AI-powered Document Presentment for SAP Solutions, aimed at delivering accurate, personalized, and timely communications at scale.
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OpenText’s vision for 2025, as discussed at OpenText World 2024, underscores its significant investment in cloud, AI, and security to drive ‘safe, intelligent automation.’ The company is emphasizing AI governance through tools like Prompt Studio and expanding its focus on DevSecOps for secure application pipelines, demonstrating a comprehensive approach to integrating AI across its offerings and enabling its partners to capitalize on this transformative technology.
