AI is officially a daily reality that’s embedded in workflows across industries. As businesses rush to adopt AI tools to boost productivity, they are also confronting the critical challenge of how to use them safely and responsibly. For service providers and consultancies, this creates a significant opportunity. The growing demand for AI discovery, control, management and governance opens new service categories, enabling you to move from IT support to strategic advisor and build a new, recurring revenue stream.
Our recent webinar, “Turning AI Governance into Revenue: How Service Providers Build Scalable Offerings,” provides a detailed playbook for capitalizing on this shift. This session moves from the high-level drivers behind the demand for AI governance to a practical guide on packaging, pricing, and scaling these new services.
If you missed the webinar, we’ve distilled the key insights here to help you turn this emerging challenge into your next big revenue engine.
Watch the Full Replay of Turning AI Governance into Revenue
Meet the Experts
The webinar brings together a panel of industry leaders who share their direct experience in cybersecurity, business strategy, and service delivery:
- Erin McLean, Chief Marketing Officer at Cynomi, moderates the discussion.
- Roy Azoulay, Co-founder and Chief Information Officer at Cynomi, offers deep expertise in engineering, cybersecurity, and business development.
- Phil Bindley, Field Chief Information Security Officer at Inner City and a Cyber Advisory Excellence Award winner, provides virtual CISO services across diverse markets.
Together, they provide a comprehensive view of the AI governance opportunity, blending strategic insights with on-the-ground, actionable advice.
The Unspoken Demand for AI Guardrails
Most of your clients are already leveraging AI, whether it is visible to you or not. The challenge is that they are operating without effective safeguards. Phil Bindley explains, “A lot of people have adopted AI, but they’re not really sure about it from a security and a governance perspective.”
Clients aren’t necessarily asking for complex frameworks like ISO 42001 or the NIST AI RMF by name. What they are asking for is permission and reassurance. Bindley puts it this way: “What they want more than anything is… reassurance that they are using this in the best practice, in a safe way, that they’re not going to leak a lot of their IP out into a public LLM.”
The demand for AI governance is fueled by three powerful drivers:
- Daily integration: AI tools are embedded in everyday workflows, creating a constant, dynamic need for oversight that one-off projects can’t address.
- Regulatory pressure: The EU AI Act and new state-level regulations in the U.S. are making AI governance a formal compliance requirement.
- Supply chain mandates: Your clients are increasingly required by their own customers and partners to demonstrate responsible AI usage.
This is where your role as a service provider becomes essential. AI is not a static technology that can be secured once. As Roy Azoulay explained, “AI usage is changing every day, it’s dynamic, it needs to be catered to daily. Your ongoing client relationships position you perfectly to provide the continuous management this new reality demands.”
From Discovery to Delivery: A Partner’s Journey
Consider the MSP that built its business on traditional IT services. Today, its clients are asking how to safeguard sensitive data when using ChatGPT or other AI tools. Those questions represent a clear opportunity to expand your services, shifting the discussion from reactive troubleshooting to proactive security program management.
The journey starts with a structured discovery process. Use focused conversations to map current AI adoption, surface hidden risks, and identify where clients lack written usage policies or technical safeguards. This initial phase establishes you as a trusted advisor and becomes a defined, revenue-generating engagement that paves the way for standardized service delivery.
With that foundation, you can segment your offerings into a tiered model:
- Foundational package for low-maturity clients: Deliver baseline policy creation, employee awareness training, and a targeted risk assessment to provide immediate value.
- Growth package for mid-maturity clients: Add automated monitoring, enforceable technology controls, and regular governance reviews to strengthen their security posture.
- Advanced package for mature clients: Integrate comprehensive alignment with accepted frameworks like the NIST AI RMF, ensure audit readiness, and provide CISO-level oversight for regulatory or customer validation.
This structured approach drives efficiency and enables every client, at every maturity level, to progress along a defined AI governance roadmap. As Phil Bindley emphasized, “We have to enable the businesses to use this, but we have to enable them to use it safely.”
Actionable Takeaways for Building Your Offering
Transitioning to AI discovery and governance services is a strategic decision that drives measurable value and sustainable growth. Drawing from the expert guidance in our webinar, here are four steps you can act on now:
- Start the conversation: Don’t wait for clients to come to you with a crisis. Proactively ask about their AI usage in your next quarterly business review. Use their answers to introduce the concept of AI governance as a strategic imperative.
- Package your discovery process: Create a standardized, fixed-fee “AI Readiness Assessment” as your entry-level offering. This makes it easy for clients to say yes and gives you the data needed to propose a larger, ongoing engagement.
- Leverage Existing Frameworks: You don’t need to reinvent the wheel. Use established standards like ISO 42001 and the NIST AI RMF to structure your services. This adds credibility and ensures your guidance is based on industry best practices.
- Focus on Business Outcomes: Frame your services around enabling innovation, protecting intellectual property, and ensuring compliance. Sell the result: safe and profitable AI adoption, not just the process.
AI governance is the next opportunity to capture for service providers. By embracing this shift, you can deepen your client relationships, create new recurring revenue, and establish your firm as a forward-thinking leader.
Watch the Replay to Get Your Playbook
Access the full, step-by-step playbook for building, pricing, and scaling your AI governance services. Watch the complete webinar replay for expert guidance, proven frameworks, and actionable strategies.
👉 Watch the full replay of Turning AI Governance Into Revenue now.