As AI adoption accelerates across the Asia-Pacific (APAC), partners are moving beyond AI experimentation to build managed AI services that generate recurring revenue.
We recently spoke with Pax8 executive vice president and general manager for APAC Lindsay Keating, who said the shift is pushing partners beyond software licensing and automation toward outcome-driven AI services.
APAC partners prepare for AI-driven services
To better understand how the APAC channel is evolving, we asked Keating what she viewed as the biggest changes over the past two to three years within the region’s partner ecosystem.
In response, Keating said one of the biggest shifts has been partners’ adoption of Pax8’s Managed Intelligence Provider (MIP) framework.
She said many businesses are rethinking their strategies and restructuring to prepare for AI-driven services, moving beyond basic workflow automation while looking for new ways to monetize AI transformation rather than simply selling software licenses.
“Since partners attended Beyond Denver 2025, they have rewritten their business strategies and rearchitected their businesses to build an MIP-ready business. They are getting ready to adopt the new era, automating stages from basic workflow automation to fully autonomous AI agents and monetizing the transformation, not just the license,” said Keating.
Pax8 unveiled its MIP program and MIS designed for AI transformation
She also said partners are beginning to build managed services around AI agents, instead of the usual ”process automation” changes expected within organization-wide AI implementations.
”With the launch of our Agent store, we see our partners shifting from AI process automation to agentic intelligence-driven agents, who manage tasks. Managed Intelligence Providers (MIP’s) now build managed services with structured frameworks around these agents with clear solutions and use cases for customers,” she added.
In early June, Pax8 unveiled its MIP Program and Managed Intelligence Services (MIS), designed to provide partners with a framework for delivering outcome-driven AI transformation.
Keating said these changes are also changing what partners expect from enablement programs.
Deeper partner enablement becomes the new expectation
Asked how partner needs have changed in recent years, Keating said APAC partners expect support not only with AI adoption but also with turning those capabilities into measurable business outcomes.
“They [partners] want deeper enablement, practical guidance, and help building services that create measurable outcomes for their customers. Events, education, and peer connection will continue to play a major role in that strategy.”
Keating cited the launch of Beyond APAC 2027 in Sydney, Australia, as one of Pax8’s initiatives to foster deeper regional engagement while creating more opportunities for partners to collaborate and prepare for the future.
More broadly speaking, Keating said Pax8’s partner strategy from this year onwards will center on three priorities: capability, commercialization, and community.
”That means helping them [partners] build skills in AI, cybersecurity, cloud, and automation; turn those skills into repeatable services and revenue streams; and connect with peers, vendors, and Pax8 experts across the region.”
She also pointed to the company’s global Managed Intelligence Provider (MIP) accreditation initiative, as well as its previous collaborations with Global Technology Industry Association (GTIA) and Dynamic Standards International (DSI) on cybersecurity training and accreditation around the SMB1001 standard.
AI changes the compliance conversation for MSPs
Compliance is one area seeing significant change alongside AI adoption. According to Keating, customers across the APAC region want greater confidence that their data is protected, compliant, and used responsibly, even as regulatory requirements continue to vary across markets.
Keating said AI adoption is also prompting customers to ask more questions about data protection, cybersecurity, compliance, and governance.
“Security and compliance must be part of the buying decision, not an afterthought,” Keating emphasized.
According to Keating, customers are paying closer attention to identity and access control, data protection, auditability, and reporting before adopting new cloud and AI technologies.
Keating said this increased focus on security and governance creates opportunities for partners to help customers prepare their environments and navigate the risks associated with AI adoption.
”This shift is pushing MSPs/MIPs and channel partners to move beyond basic technology support and build stronger expertise in AI readiness, cybersecurity, data protection and compliance,” she said. “We need to secure the agents at the edge.”
AI execution creates the next growth opportunity
Looking ahead, Keating said the channel’s biggest opportunity lies in helping organizations move from AI experimentation to practical implementation.
With many SMBs already experimenting with AI, Keating highlighted that many still lack clear strategies for deploying it securely or integrating it in ways that deliver measurable business value.
She said that gap presents an opportunity for partners to expand beyond traditional managed services and help customers operationalize AI.
Keating added that Pax8 is supporting that shift through initiatives including its Agent Store, MIP Program, and Agent Gateway.
“Ultimately, the biggest impact will come from partners helping SMBs close the gap between AI ambition and real-world results. The winners in the channel will be those that can make AI practical, secure, and commercially meaningful for their customers.”