Channel Leaders

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    How outcome-based pricing will change the channel

    RapidScale is urging vendors to adopt pricing models that are directly tied to consumption. Adoption is slow.

    By • March 5, 2026
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    Distributors want in on hyperscaler partnerships

    IT vendors are most likely to directly list their software on cloud marketplaces, but distributors are hoping to be the intermediary.

    By • Updated 16 hours ago
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    Deep Dive

    Investors see insurance brokerages as a model for tech advisor consolidation

    A wave of private equity is flowing into the asset-light, recurring-revenue segment of the channel, which is ripe for scale.

    By • March 3, 2026
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    Broadcom targets telcos with customized private cloud

    The tech giant unveiled VMware Telco Cloud Platform 9 Monday at Mobile World Congress in Barcelona, promising storage and memory cost savings.

    By • March 3, 2026
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    Opinion

    ITAD firms are the new MSPs — and private equity is taking notice

    The IT asset disposition sector is undergoing a wave of consolidation that mirrors what reshaped the MSP market five years ago.

    By Michael Rosholt • March 2, 2026
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    Salesforce pushes partners to prioritize agentic AI outcomes

    The software company retooled its consulting program to encourage secure, compliant and verifiable Agentforce deployments, Salesforce SVP Andrew Kisslo said.

    By • March 2, 2026
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    Deep Dive

    How Microsoft, partners are tackling ‘huge, huge task’ of making security software safer

    The technology giant and third-party security vendors are plotting an ambitious overhaul of how their products interoperate.

    By Eric Geller • March 2, 2026
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    Dell reacts to memory chip crunch as PC, server revenues soar

     “We're compressing discounting,” COO Jeff Clarke said Thursday. “Our quotes are valid for the shortest period of time they've ever been.”

    By • Feb. 27, 2026
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    How RingCentral rewards service partners without leaving sales agents behind

    Rather than mandating professional services like Zoom, RingCentral is matching service partners with sales-only partners to drive high-value deals.

    By • Feb. 25, 2026
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    HP takes ‘targeted pricing actions’ as mass memory chip shortages persist

    The PC vendor saw DRAM and NAND prices spike during the first quarter of its 2026 fiscal year, the company’s interim CEO said Tuesday.

    By • Feb. 25, 2026
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    Structured

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    Sponsored by Structured

    Structured launches AI-native Partner Marketing Execution Platform; Microsoft deploys globally

    Microsoft goes all in on Structured's AI-Native PMEP, activating 550K+ partners globally.

    Feb. 25, 2026
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    Bear Creek Partners backs ARG as new investment wave floods the channel

    A new crop of investors is prioritizing tech advisory platform development over revenue acquisition.

    By • Updated Feb. 23, 2026
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    Palo Alto Networks shrugs off AI worries amid ‘platformization’ push

    “I'm still confused why the market is treating AI as a threat to … cybersecurity,” Chair and CEO Nikesh Arora said Tuesday, during the company’s Q2 2026 earnings call.

    By • Feb. 18, 2026
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    NWN pushes network-as-a-service offering as AI prompts a hardware refresh cycle

    The technology solutions provider has expanded its technology reach and service models over the last six years.

    By • Feb. 18, 2026
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    Proofpoint aims to protect partners in channel revamp

    The cybersecurity company’s biggest program overhaul in three years clamps down on customer poaching.

    By • Feb. 17, 2026
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    Mitel pushes hybrid UC systems in partner program revamp

    The unified communication technology provider in January rolled out a points-driven rewards program tied to partner expertise and customer outcomes.

    By • Feb. 17, 2026
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    ConnectWise CEO knows why MSPs find it hard to measure AI success

    The platform provider’s acquisition of agentic AI company Zofiq would establish a data lake spanning an MSP’s disparate tool stack.

    By • Feb. 13, 2026
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    New CEO, new priorities: How Kaseya is changing course

    The MSP platform provider’s leadership change and strategic pivot prioritize partner prosperity over immediate sales.

    By Christine Horton, Channel Dive contributor • Feb. 13, 2026
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    Cisco revisits channel partner contracts amid memory chip shortage

    The networking giant moved to address rising component prices during a ‘once-in-a-generation’ infrastructure refresh.

    By • Feb. 12, 2026
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    Steve Hall/Channel Partners Conference & Expo

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    ScanSource gives hardware reps a clear path to the cloud

    “We have a group of people who want to do more, and we weren't letting them sell the new technologies,” ScanSource Chairman and CEO Mike Baur said.

    By • Feb. 11, 2026
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    DXC fast-tracks adoption of AWS AI agent builder

    The IT services and consulting firm is pressure-testing the Amazon Quick workspace internally as it stands up a client-focused practice.

    By • Feb. 11, 2026
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    Meter drafts Meraki sales vet to lead growing channel team

    The network service provider is gearing up for global expansion, the company’s new channel chief said.

    By • Feb. 10, 2026
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    Kyndryl reassures investors as revenue flattens

    The IT services firm also revamped its finance team and commenced an audit of its cash management practices, company executives said Monday.

    By • Feb. 9, 2026
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    The IT boom is real but the channel’s share is shrinking

    Vendors are driving a surge in technology spending as hyperscalers continue to pour capital into AI infrastructure buildouts.

    By Christine Horton, Channel Dive contributor • Feb. 6, 2026
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    Cognizant CEO warns AI won’t magically produce value

    “You can't apply this technology on existing old processes,” Ravi Kumar S said Wednesday. “You have to reinvent and reimagine the process.”

    By • Feb. 5, 2026