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Artificial intelligence threats accelerate cybersecurity vendor switches and benefit managed security service providers
67% of cybersecurity leaders plan to increase budgets within 12 months. Average spending exceeds $770,000 as buying cycles compress to just seven months.
A new survey of 500 cybersecurity decision-makers across the U.S., U.K., France, and Germany shows that 67% plan to increase security spending within the next 12 months, while 62% intend to work with a new cybersecurity provider. The findings, published by The Hoffman Agency in its "Fast Decisions, High Stakes" report, reveal that AI-driven threats are compressing buying cycles and shifting how organizations select vendors - creating a sharp window of opportunity for managed security service providers.
"Describing cyberthreats as 'evolving' is common enough to be a cliché," the report's authors wrote. "But this is different - it could be a revolution. As a result, many organizations will be reviewing their cybersecurity vendors and the solutions they provide and asking some difficult questions of their current providers."
The buying cycle condenses
The traditional procurement timeline is shrinking. The survey found that the average duration from identifying a cybersecurity need to making a purchase is seven months. A closer look shows 40% of buyers complete the process in three to six months, and 15% finish in three months or less. Only 15% take 13 months or longer. With average security technology spend exceeding $770,000, the report's authors described this pace as striking for decisions of that scale.
The top reasons for switching providers include the pressure to respond to threats more effectively (55% of respondents) and the need to secure AI systems (38%). The report also referenced Anthropic's Claude Mythos Preview model as an example of fast-advancing AI capabilities that can discover and exploit security flaws, reinforcing the urgency.
MSSP spending set to rise
The data offers a direct revenue opportunity. Florie Lhuillier, head of cybersecurity and senior vice president at The Hoffman Agency, said: "The fact that 62% of organizations are looking for a new provider or to switch providers in the next year is good news for MSSPs, as those looking to increase sales are fishing in an abundant pool." She added that 23% of respondents plan to invest in an MSSP in the next 12 months, while 30% are looking to replace their existing one. "This represents a direct and immediate commercial opportunity."
With buying cycles compressing, Lhuillier pointed out that "buyers need rapidly deployable, pre-integrated solutions. By bundling the top cybersecurity solutions that organizations want to buy, such as AI security, security operations, and identity access management, into a managed offering, MSSPs will be able to meet buyers' needs quickly and generate recurring revenue."
Vendor selection: speed and evidence
The survey surfaces clear rejection triggers. A lack of evidence that a vendor has delivered success for businesses causes 44% of buyers to walk away; slow responses push away 37%. Buyers also engage vendors much earlier than the shortlisting stage - 65% make contact before that phase, signaling that they are hunting for responsive partners who can help shape requirements.
"Industry analysts and direct peers being mentioned as the top three sources for both awareness and selection stages mean MSSPs need to ensure to be mentioned in analyst reports and peer conversations," Lhuillier said. Integration and value for the spend, more than raw cost, have the largest impact on final selection, so providers that offer a unified, easy-to-integrate management platform gain an edge.
Why this matters for executives and strategy
For AI for Executives & Strategy leaders, this report signals a market shift where speed of deployment and proof of outcomes outweigh long sales cycles and vendor relationships built on legacy trust. The compressed timeline means that executive sponsors who can quickly align budget, security architecture, and vendor evaluation will capture the most competitive terms. The trend also reframes MSSPs as strategic partners rather than commodity outsourcers, especially as a third of respondents cite the security talent gap as a reason to seek external help. Decision-makers should expect providers to bring pre-built integrations and sector-specific case studies, and they should structure RFPs to test response speed and evidence of delivery rather than feature lists alone.