Why Compliance is the Next Big Opportunity for IT Channel Partners

If compliance feels overwhelming right now, you’re not imagining it. New regulations covering cybersecurity, data protection, AI, and more are emerging—from the latest PCI DSS updates to the EU AI Act. As a result, compliance is actively shaping the IT channel, influencing how we do business, how we anticipate industry shifts, and how we support our partners and customers with the right solutions to stay ahead. Navigating compliance in 2025 means staying aligned with regulatory requirements, but it’s a balancing act, because at the end of the day we all still have a job to do: delivering the right solutions, tailoring services to customer needs, and being a trusted partner in the channel.

With new regulations coming into force and the mounting challenge of understanding cybersecurity, AI governance, and data integrity requirements, it’s more important than ever to stay ahead. Let’s explore the key compliance trends of 2025: how partners can stay agile, deliver solutions that meet regulatory demands, and turn compliance into a competitive advantage

The Agility Advantage of Smaller Partners

Smaller channel partners face growing pressure from complex customer environments, resource constraints, and fierce competition for skilled talent. However, their agility provides a unique advantage. Unlike larger enterprises, they can quickly adapt to evolving customer needs, position themselves as trusted advisors, and identify emerging vendors—particularly those offering AI-powered and automated solutions. This flexibility positions them well to meet compliance and security challenges.

AI adoption plays a critical role in maintaining a competitive edge. By embracing AI, smaller partners can deliver exceptional managed services with fewer resources, keeping costs low and service quality high. This approach ensures they remain competitive in a crowded market.

Tackling the EU NIS2 Directive

The EU NIS2 Directive reinforces the need for robust cybersecurity measures, urging businesses to adopt a more comprehensive approach to risk management. Essential security practices such as multi-factor authentication, regular cybersecurity training, incident response planning, and strong supply chain security are no longer optional but essential.

A key principle underlying the directive is the Identify, Detect, Protect, Respond, and Recover framework. While most organisations focus heavily on detection and protection, recovery is sometimes a weak link. A lengthy recovery period following a breach can be as harmful as failing to detect the threat in the first place. The integration of automation into threat detection and response processes is becoming more important for meeting compliance requirements.

The EU AI Act: Compliance Meets Innovation

The EU AI Act introduces new obligations for organisations deploying AI solutions, emphasising transparency, accountability, and risk management throughout the AI lifecycle. These requirements extend to all aspects of AI implementation, from data sourcing and model training to real-world deployment.

To address compliance risks, managed service providers may consider introducing AI governance roles, such as “AI Managers as a Service.” These specialists help organisations navigate AI regulations without requiring full-time in-house expertise. While compliance with AI regulations may introduce additional costs, the long-term benefits—such as enhanced customer trust, clear documentation, and ethical AI practices—can significantly outweigh the initial investment. Rather than viewing compliance as a regulatory burden, partners should position it as an opportunity to strengthen customer relationships and stand out in the market.

Automation and AI: Key Enablers of Compliance

AI and automation are proving indispensable for managing compliance complexity. From automating repetitive processes to monitoring security events and ensuring adherence to evolving standards, these technologies help organisations streamline compliance efforts while minimising human error.

A practical starting point for partners is experimenting with AI-driven automation in their own operations. Deploying custom AI models for routine tasks can enhance efficiency and demonstrate real-world use cases to customers. Additionally, as security threats become increasingly sophisticated—driven by AI-powered cyberattacks—manual security interventions alone will no longer suffice. 

Emerging Regulations and the Importance of Proactivity

Beyond the EU NIS2 Directive and AI Act, upcoming regulations such as the EU Cyber Resilience Act and the latest iteration of PCI DSS (v4) will further impact global compliance strategies. To stay ahead, partners must establish sustainable compliance programs that adapt to evolving regulations. Key actions include assigning ownership of compliance initiatives, continuously monitoring third-party providers, and refining policies to align with new regulatory requirements.

For PCI DSS compliance specifically, best practices include developing clear security policies, establishing performance metrics, and maintaining ongoing security awareness through continuous monitoring and regular testing. These principles can serve as a strong foundation for broader regulatory adherence, too.

Turning Compliance into a Market Advantage

While regulatory compliance may appear daunting, it also presents a significant market opportunity. Forward-thinking channel partners can leverage compliance frameworks as a differentiator, demonstrating transparency and expertise to customers. Establishing internal AI evaluation teams can enhance both operational efficiency and credibility, positioning the business to meet evolving customer expectations.

Innovation is as important as ever when it comes to compliance. Many organisations continue to rely on legacy systems to address compliance challenges, but evaluating emerging vendors and solutions is essential to staying ahead. As AI continues to transform the IT channel, partners that proactively adopt new technologies and regulatory strategies will be well positioned for success.

As compliance regulations continue to evolve, channel partners must proactively adapt their strategies to meet new requirements while leveraging these changes as opportunities for differentiation. Those who invest in AI, automation, and thoughtful compliance frameworks will successfully tackle the compliance complexities of 2025. They'll also position themselves as leaders in the IT channel for years to come.