In response to the growing security imperative Espria has centralised cyber as a core component of every solution it provides, according to Greg Hawthorn, Managing Director – MSP.
The UK security market is fast-moving and with cyber threats constantly evolving and regulations tightening businesses are more security-conscious than ever, observed Hawthorn. “However, many organisations are still playing catch-up, especially SMEs that may lack the in-house expertise to manage security effectively,” he stated. “For MSPs, this presents a great opportunity to offer security-first managed services that don’t just tick compliance boxes but actively reduce risk and protect business continuity.”
According to Hawthorn, security was considered ‘important’ three years ago, but now it’s the priority. “We’ve moved from offering security as an add-on to making it an integral part of every service we deliver,” he added. “We’re replacing the core of our internal toolsets and we’ve standardised the way we deliver solutions and services, such as Zero Trust, MDR (Managed Detection & Response) and automation, ensuring our clients stay ahead of threats. Looking towards the end of 2025, our goal is to continue to offer complementary services while embedding AI into our delivery model, helping us make services more accessible to smaller businesses through scalable, cost-effective models.”
Automation matters
Espria’s R&D is centred on automation and the company has invested in a new automation team while aligning its services to the Cloud Adoption Framework. “Automation is key because managing security incidents manually is unsustainable,” said Hawthorn, who noted that partners investing in automation, and shifting their mindset from selling security to delivering resilience are scaling faster.
“We’re also investing in more intelligent MDR solutions through our partnership with Sophos, giving us the ability to proactively monitor and neutralise threats before they become critical issues,” he added. “This means better efficiency, fewer false positives and more value for channel partners, helping them deliver enterprise grade security without the hefty price tag.”
The fastest moving security market trends include AI-driven threats, supply chain vulnerabilities and the rise of sophisticated ransomware-as-a-service (RaaS), observed Hawthorn. “Bad actors can now literally outsource their attacks,” he added. “The solutions we offer, particularly around Zero Trust with products like Microsoft’s GA solution and proactive threat intelligence, are aligning with these emerging risks. For MSPs, this shift is creating new revenue streams as clients increasingly look for managed security services that are predictive and adaptive rather than just reactive.”
Demand centres
In terms of the most profitable security services and those with the most future potential, Hawthorn reports ‘great demand’ for Espria’s MDR and Secure Access Service Edge (SASE) offerings, vulnerability management and compliance-driven security solutions. “With regulations tightening (such as GDPR, NIS2, Cyber Essentials+) businesses are willing to invest in security-as-a-service models that ensure continuous compliance,” added Hawthorn. “Looking ahead, the biggest growth potential for MSPs lies in cloud security, AI-driven threat response and managed identity & access management (IAM).”
According to Hawthorn, AI and automation are going to be game changers. “This is where we are spending our development time,” he added. “Beyond that, we’re focusing on driving our SASE, MDR and passwordless authentication. As hybrid working becomes the norm, secure cloud access and endpoint security are areas where MSPs can truly differentiate themselves.”
But to make the most of these opportunities MSPs need to bridge the knowledge gap, which Hawthorn says is a ‘major challenge’. “Many still view security as a complex, standalone discipline rather than something that should be baked into all IT services, taking a ‘secure by design’ approach,” he commented. “Vendor complexity is also a barrier. Security stacks can be overwhelming and MSPs need solutions that are scalable, simple and integrate seamlessly.”
Education
Hawthorn also noted that the SME market can be a challenge to navigate, and that Espria’s clients rely on the business as a partner to help them manage these challenges. “More education is needed,” added Hawthorn. “The top MSPs stay ahead by upskilling their teams and educating clients on the evolving threat landscape. Continuous education wins, and security is not optional. The best partners don’t sell security as an add-on, they embed it in every service. Moreover, close vendor ties help bridge knowledge gaps and craft great solutions.”
As well as calling for greater vendor collaboration Hawthorn pointed out the benefits of more standardisation in the UK security channel market. “Too many security solutions operate in silos, creating complexity for MSPs,” he stated. “The industry needs to make interoperability and simplicity a priority so resellers can focus on delivering value rather than wrestling with fragmented toolsets. Businesses don’t just want firewalls and antivirus software, they need a trusted partner who keeps them safe, compliant and operational in an ever-changing threat landscape. Position yourself as that partner and you’ll win the security-first game.”