The latest Partner Ecosystem Multiplier (PEM) study conducted by Canalys highlights something many of us in cybersecurity already know: the real value of security solutions is unlocked after the initial deployment. For partners leveraging OpenText Cybersecurity SMB solutions and the Secure Cloud platform, the study found that every $1 invested in OpenText can generate up to $6.73 in additional revenue opportunities.
That is not just ROI. It is a revenue engine.
Check out the report HERE
Why This Matters for SMB Partners
Small and mid-sized businesses (SMBs) have long been considered a challenging market for cybersecurity providers. Budgets are tight, technology stacks are diverse, and hands-on support is often required. The study shows that the OpenText ecosystem flips this script, giving partners the tools and backing to not only compete but thrive in enterprise-level engagements.
Here are the highlights:
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76.8% of the value comes after the initial sale.
Managed services, integrations, and ongoing support are where the real revenue lives. -
Manage services alone contribute 58.6% of the multiplier.
Long-term service delivery is not just an add-on. It is the backbone of sustainable growth. -
Microsoft plus OpenText is a winning combination.
84.6% of partners in the study reported bundling Microsoft solutions with OpenText, giving them stronger and more integrated offerings.
The Flywheel Effect: From Setup to Long-Term Value
The Canalys report breaks partner activity into a Partner Ecosystem Flywheel, mapping how value is created across six stages: Advise, Design, Procure, Build, Adopt, and Manage.
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Early stages like Advise and Design set the foundation.
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Midway, Adopt ensures customers actually use and benefit from their investments.
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The biggest payoff comes at Manage, where recurring services such as monitoring, updates, and strategic support keep customers protected and partners profitable.
It is a shift away from one-off projects and into relationship-driven revenue. By year three, 35% of the multiplier value appears, showing how important it is for partners to stay engaged long after the initial deployment.
The Partner Journey: From Focused to Expert
Not every partner hits that 6.7x ROI immediately. The study outlines four partner maturity levels:
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Focused – Primarily resale and basic integration (multiplier ~$0.37)
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Multi-category – Expanding into some managed services (multiplier ~$1.76)
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Progressive – Stronger portfolio, including design and build (multiplier ~$4.28)
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Expert – Comprehensive services across the lifecycle (multiplier ~$6.73)
The takeaway is clear. Even smaller partners can move up the stack by investing in services, standardizing on bundles, and leveraging OpenText’s strong support system.
What This Means for the Community
For SMB-focused partners, this study is proof that cybersecurity is no longer just about protecting clients. It is about building long-term value.
Those who:
- Expand beyond resale into managed services
- Bundle and integrate OpenText with platforms like Microsoft
- Prioritize training, adoption, and customer success
…are the ones capturing the real growth potential.
Or as one MSP in the study put it:
“Getting our company as deeply integrated with all of our offerings as possible is how we cross-sell and up-sell, and how we have captured consistent growth.”
The numbers speak for themselves. Partners who fully engage with the OpenText ecosystem are not just selling solutions, they are building sustainable businesses. The 6.7x ROI is not a one-time win. It is the result of leaning into long-term relationships, bundled integrations, and ongoing service delivery.
In short: when partners thrive, customers thrive, and so does security.
