Fortinet taps Exclusive Networks, TD Synnex to untangle cross-border security deals

Fortinet wants multinational deals to stop drowning partners in paperwork. Its fix has Exclusive Networks and TD Synnex providing centralized coordination and localized execution for eligible GSIs and large international partners.

By Kelly Teal • July 27, 2026

Partners leave MDF money on the table and can’t say why

More than 2 in 5 partners aren’t sure which market development fund activities work, according to Omdia. Vendors aren’t helping.

By Christine Horton • July 23, 2026

Cybersecurity startup Silent Push appoints CRO with partner-first strategy

Kirk Appelman, who joins from Synack, is betting the threat intelligence firm’s growth on the channel.

By Nidhi Sharma • July 23, 2026

TSDs expand cybersecurity vendor models

Brokerage is popular for services. Cybersecurity products could be next.

By James Anderson • July 22, 2026

The channel owns less than two-thirds of global IT spend

As hyperscalers invest billions in data center hardware, the partner share of an expanding pie will decline this year and next, according to Omdia.

By Christine Horton • July 21, 2026

TD Synnex CEO bullish on hardware as token costs rise

“AI is becoming a threat for software and an opportunity for hardware,” Patrick Zammit said.

By Matt Ashare • Updated July 20, 2026

Accenture leans on acquisitions to fuel midmarket expansion

“We are being asked to operate like we used to, as independent, entrepreneurial companies,” Accenture Edge’s new CEO Srini Subramanian said.

By Matt Ashare • July 15, 2026

Lumen confirms cuts to commercial organization

Approximately 90 Global Partner Solutions employees will lose their jobs following the carrier’s second major layoff of the year.

By James Anderson • July 9, 2026

Telcos overlook the value of managed service provider partnerships

MSPs are often the ones closest to the customer, shaping key technology decisions day to day,” Beyond Now CEO Angus Ward said.

By Christine Horton • July 7, 2026

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

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 Matt Ashare • June 25, 2026

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 • June 23, 2026

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 Matt Ashare • June 15, 2026

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

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 • June 12, 2026

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 James Anderson • June 11, 2026

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 Nidhi Sharma • June 11, 2026

Optiv’s former consulting unit is courting Anthropic

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

By James Anderson • June 9, 2026

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 Matt Ashare • June 9, 2026

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 • May 27, 2026

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 Matt Ashare • May 26, 2026

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 • May 26, 2026

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 James Anderson • May 20, 2026

Microsoft licensing ignites a midmarket battle

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

By James Anderson • May 19, 2026

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 Matt Ashare • May 18, 2026