Channel Leaders

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    Opinion

    MSPs should double down on people, despite the urge to chase AI

    In a market sprinting toward automation, personal accountability has become a difference maker.

    By Tom Boggs • June 30, 2026
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    Retrieved from TD Synnex on January 08, 2026
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    TD Synnex CEO senses shift to on-premises compute

    Despite PC and server price increases, “hardware is becoming a very interesting category again,” Patrick Zammit said Thursday.

    By • June 25, 2026
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    Kaseya urges MSPs to move fast on AI services

    A treacherous gap between business needs and what providers can deliver looms over the channel, Kaseya CEO Rania Succar warned.

    By Christine Horton, Channel Dive contributor • June 23, 2026
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    OpenAI follows Anthropic into the channel

    The GPT model maker plans to invest $150 million in partner development just three months after the Claude Partner Network launched.

    By • June 15, 2026
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    GPS of TX Customer and Adobe Spark

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    Sponsored by Zonar

    What 1 partner’s 30% margin lift shows about today’s shifting models

    The fleet channel model is under pressure. Margins shrink as expectations rise. Partners are rethinking how to compete and grow. 

    June 15, 2026
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    Vulnerability exploits push channel to fortify credential defenses

    Partners should heed the customer call for patch prioritization, cyber resilience and AI governance, Verizon’s channel chief said.

    By Kelly Teal, Channel Dive contributor • June 12, 2026
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    Avant EVP Shane McNamara moves to Opex

    The move to the tech advisor side of the channel has the blessing of the executive’s colleagues at the technology services distributor.

    By • June 11, 2026
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    US channel pivots to services, AI deployment

    Outcome-oriented services have supplanted pure resale in a top-heavy market ruled by the largest partners, Omdia analysts found.

    By • June 11, 2026
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    Optiv’s former consulting unit is courting Anthropic

    The Vobis Ventures-acquired unit will bake cybersecurity design into enterprise agentic AI implementations.

    By • June 9, 2026
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    Mitel drafts channel veteran to lead global partner program

    The appointment comes as the unified communications vendor gears up for a “significant refresh cycle,” the company’s new channel chief Ben Macdonald said.

    By • June 9, 2026
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    MSP platform providers pile on features

    Industry heavyweights added AI and cybersecurity capabilities, consolidating their IT service management offerings, Omdia researchers found.

    By Kelly Teal, Channel Dive contributor • May 27, 2026
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    SonicWall recruits channel chief from its partner network

    The security services provider appointed former BlueAlly executive Jonathan Berger to SVP of global channels and alliances Tuesday.

    By • May 26, 2026
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    Florian Wiegand / Stringer via Getty Images
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    Tech’s titans break revenue records amid deep workforce cuts

    The largest vendors aggressively reduced headcounts to fund historic levels of infrastructure spending, Omdia analysts found.

    By Kelly Teal, Channel Dive contributor • May 26, 2026
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    Channel vendors have an account management problem

    The delicate balance between direct sales and partner-driven deals is under strain, especially in the telco sector.

    By • May 20, 2026
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    Sean Gallup / Staff via Getty Images
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    Microsoft licensing ignites a midmarket battle

    The elimination of bulk enterprise agreement discounts and aggressive customer deal shopping have sparked channel conflict.

    By • May 19, 2026
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    Dell rewards systems integrators amid AI partner program revamp

    The shift ties larger incentives to customer outcomes and rewards consultants regardless of where final sales are logged.

    By • May 18, 2026
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    The MSPs set for rapid growth have stopped counting tickets

    Break-fix built the MSP industry, but it won’t sustain it. A new generation of providers is finding out what comes next.

    By Craig Galbraith, Channel Dive contributor • May 1, 2026
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    Cognizant buys Astreya to bolster its AI builder strategy

    The 25-year-old managed services provider deepens Cognizant’s bench of infrastructure talent amid unprecedented levels of data center investment.

    By • April 29, 2026
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    Kaseya delivers agentic AI support for MSPs

    The IT management software provider trained autonomous AI assistants on more than a billion help-desk tickets.

    By • April 28, 2026
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    Graphiant via Grok

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    Sponsored by Graphiant

    The channel’s next growth engine isn’t another product. It’s outcomes in the AI era.

    AI is reshaping the channel: winners will deliver outcomes that make enterprise complexity disappear.

    By Ali Shaikh • April 27, 2026
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    Partner marketing has always been messy, but AI can help

    Vendors are deploying AI to cut approval bottlenecks and content headaches that make partner marketing so painful. But the technology is only as good as the human relationships underneath it.

    By Craig Galbraith, Channel Dive contributor • April 24, 2026
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    Microsoft prepares partners to push AI, agentic 365 bundles

    The software giant made partner program tweaks as it readies Microsoft 365 E7 and Microsoft Agent 365 for launch next week.

    By • April 22, 2026
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    Google Cloud carves out $750M AI fund for partners

    The investment will provide training, tools and resources, including engineering assistance, the hyperscaler said Wednesday.

    By • April 22, 2026
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    The TAs are teaming up: strength in numbers, no equity required

    From revenue-splitting to lead-trading alliances, referral partnerships are turning competitors into collaborators.

    By • April 21, 2026
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    Matt Ashare

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    Channel leaders confront the trilemma of AI

    Partners should be ready to help businesses tame a three-headed beast: outdated infrastructure, spiraling cloud costs and VMware dependency.

    By • April 20, 2026