Channel Brief: Nearly one in three SMBs is stuck testing AI

Nearly one in three SMBs using AI is still stuck in the testing phase. That is the part of the Pax8 data that really stands out. Adoption itself has leveled off at 61%, but the number of businesses still sitting on the sidelines has almost disappeared, falling from 9% to just 1.5% in one quarter. So the interest is clearly there. The problem is what happens next. A lot of SMBs have started experimenting, but they do not have the internal expertise, leadership agreement, or governance needed to turn those pilots into something the business can actually use.

And this makes the MSP opportunity much more interesting. These customers are not just looking for another AI tool. They need help working out which use cases are worth pursuing, what the return should look like, how company data is protected, and who is responsible for setting the rules. Only 11% of experimenters have a documented AI policy, while security, privacy and unclear ROI remain major barriers. The MSPs that can help customers move from scattered testing to secure, working deployments will become far more involved in how those businesses operate.

On the other hand, a WatchGuard survey pointed out that 64% percent of employees are using unauthorized AI tools for work, and that tells you how quickly employee behavior is moving ahead of company policy. The survey also found that fewer than 30% of workers believe their organization has an accurate inventory of the software in use, while nearly 40% say their company lacks full visibility into employee applications. So businesses may be talking about AI governance at the leadership level, while employees are already putting company data into tools that IT teams may not even know about.

And shadow AI is only one part of the problem. 76% percent of employees reuse passwords, 70% work on public Wi-Fi, and half access company resources without a VPN. That gives MSPs a much wider role in helping customers understand how technology is actually being used across the business. They need to spot unauthorized tools, tighten identity and access controls, put clear AI policies in place, and keep track of whether risky behavior is getting better. The security stack still matters, but these numbers show that visibility, governance, and user behavior now need just as much attention.

This Week's Tech, Channel, and MSP News

RecordPoint launched a global partner program. RecordPoint moved to a channel-first model for its data and AI governance platform, giving partners reseller, referral, and co-sell tracks. The program includes deal registration, partner marketing funds, enablement across sales and delivery, and access to Microsoft’s co-sell motion. Regulated customers are trying to make AI usable without losing control of the data underneath it, and RecordPoint is trying to put partners in the advisory and implementation seat.

Delinea rolled out Partner Advantage. Delinea launched a new Partner Advantage Program around identity security for humans, machines and AI agents. The program focuses on protected discounts, clear rules of engagement, AI-driven enablement, deal registration and partner tiers. Identity security is moving deeper into non-human identity and AI-agent governance, where customers will need help with discovery, access controls and ongoing management.

Optro launched Partner Connect for GRC partners. Optro, formerly AuditBoard, launched Optro Partner Connect with advisory and solutions-provider tracks, role-based training, certifications, co-sell support, co-branded marketing, and incentives. GRC is becoming more service-led as customers look for help connecting audit, risk, compliance, and AI governance work instead of buying another standalone tool.