ZEBRA SYSTEMS: 5 situations that motivate a transition to the MSP model

Transitioning from break-fix to the MSP model is one way IT providers can innovate their services, retain or acquire customers, and increase the productivity of their business

PRAGUE, January 27, 2026 – ZEBRA SYSTEMS, a distributor of N-able solutions in the Czech and Slovak markets, has presented five reasons why IT service providers should consider transitioning to the managed services provider (MSP) model right now. According to the experience of N-able, a provider of leading MSP solutions on the market, these reasons are becoming increasingly urgent with the implementation of new security regulations and the growing need for a broader portfolio of security tools.   

According to last year's MSP Horizons Report prepared by N-able, the global managed IT services market reached approximately USD 610 billion by the end of 2025. Nearly 60% of MSP providers last year expected their total managed services revenue to grow by 20% or more. Key growth drivers include a focus on endpoints, demand in cybersecurity, and automation.

More and more IT providers understand that MSP services represent a proactive approach that is important not only for the success and growth of their own company, but also in their dealings with end customers. Transitioning from break-fix to the MSP model is one way IT providers can fundamentally innovate their services, retain or acquire customers, and increase the productivity of their business.

N-able has identified 5 situations in which the benefits of the MSP model begin to outweigh the alternatives:

1. New regulations or security threats – Security threats and new regulations such as NIS 2 are constantly emerging, which is a clear signal to update IT service agreements. MSP contracts tend to be much more flexible in such cases.
2. Structural changes at the customer – If there are changes in the customer's structure, size, or business focus, traditional services may have difficulty scaling precisely according to the customer's needs.
3. Demand for new services – To meet customers' changing needs, it is important to continuously develop and expand the service offering. Within MSP platforms, adding further services, for example in response to new security requirements, is much easier.
4. Contract expiry – This is a critical moment in every business relationship, often implying a number of changes. Proactive contract management within an MSP partnership strengthens mutual trust and is an important factor in maintaining a long-term partnership.
5. Uncompetitive pricing models – Pricing models play a key role in the competitiveness and profitability of IT services businesses. If the pricing models in use are no longer competitive or do not meet industry standards, it is high time to change the service delivery model.

“By integrating an MSP model based on recurring revenue, MSP providers can benefit not only from financial stability, but also from several other advantages,” said Ondřej Šabata, Sales Engineer for N-able solutions at ZEBRA SYSTEMS.  “On the one hand, the proactive MSP approach increases customer loyalty, and on the other, predictable revenue enables more accurate demand forecasting, allowing MSPs to scale their operations effectively. Thanks to the higher productivity of MSP tools, they also reduce the need to complicatedly search for new, qualified employees.”

Learn more about transitioning to MSP services in this webinar.