Author: Channel Dynamics

It’s always interesting to read what Jay McBain is saying about the channel. As Chief Analyst for Channels, Partnerships & Ecosystems at Omdia, he gets exposed to trends across the entire IT industry, across a myriad of countries around the globe. In this insightful post, he outlines the partnering trends that they’re seeing for 2026, … Continued

I had the pleasure of being one of the first people to be interviewed by Gurpreet Singh Jodhka for his podcast Cross That Bridge. A forum for conversations with Business Leaders, Entrepreneurs, and Athletes, CTB aims to provide valuable lessons to help its listeners bridge the gap between where they are and where they want … Continued

Small and mid-sized businesses (SMBs) are entering a new era; one where growth is no longer constrained by labor costs. Instead of buying more software tools, they can now deploy AI agents that provide fractional access to expertise once out of reach. For managed service providers (MSPs), this is both an existential inflection point and … Continued

AI is no longer a futuristic concept – it’s a profit-driving force that is transforming how MSPs operate, scale, and generate revenue. Beyond just selling AI solutions like Microsoft CoPilot, AI presents a major business opportunity to optimise operations, enhance service offerings, and create new revenue streams that boost long-term profitability. Join our expert panel … Continued

Say “channel conflict” to a partner leader, and you’ll send shivers down their spine. It’s one of the most stressful situations to be in and happens more often than you think. Two different partners start working the same deal. A potential customer wants to work with a different partner than the one you’ve already pulled … Continued

The first half of 2025 provided the channel with plenty to discuss. From back-and-forth tariff concerns to broader geopolitical uncertainties and numerous technological innovations, vendors are taking the lessons learned from the first half of the year into consideration as they enable partners for the remainder of 2025. In this thought-provoking article from Channel Insider, … Continued

Channel sales is surging in importance as companies seek faster growth with lower overhead. In fact, more than half of B2B companies report increased revenue from channel partnerships, and channel sales account for roughly 75% of global sales. Yet despite its potential, maximizing channel sales performance in 2025 comes with new challenges. Buyers demand seamless, … Continued

Earlier this week, I had the opportunity to moderate a panel at ARN EDGE 2025 on the dark art of MDF (Marketing/Market Development Funds) with four industry experts – Ashleigh Vogstad (CEO, Transcends), Patrina Kerr (Managing Director, Fabric Brand Partners), Brad Clarke (Founder, Channel Guru) and James Davis (Chief Strategy Officer, The TSP Advisory). We … Continued

The global technology landscape is undergoing significant shifts, propelled by fast-moving innovations in technologies. These are exponentially increasing demand for computing power, capturing the attention of management teams and the public, and accelerating experimentation. These developments are occurring against a backdrop of rising global competition as countries and corporations race to secure leadership in producing … Continued

Earlier this year, an article appeared in The Wall Street Journal titled “Everyone’s talking about AI agents. Barely anyone knows what they are.” It began with the premise that ‘Agentic’ is the biggest buzzword in Silicon Valley, but tech companies and enterprises lack a common understanding of its meaning. So what exactly do we mean when we … Continued