Before publishing my book, I asked a number of people from across the industry to read the manuscript and give me honest feedback. That group included sales leaders, channel executives, business owners, vendor leaders, distributors, and people at very different stages of their careers. What I appreciated most wasn’t just their feedback on the content … Continued
I recently wrote a LinkedIn post on the role of men in promoting gender equality, after noticing how few men attended the recent GTIA Community Meetup celebrating International Women’s Day. Conversations about improving diversity in the technology industry often focus on what organisations should do, or what women themselves should do, to navigate the system. … Continued
Artificial intelligence has been dominating headlines for the past couple of years, but much of the discussion still revolves around tools and technology rather than outcomes. In this recent McKinsey article, the focus shifts to something more practical: how organisations are beginning to deploy AI agents that actively participate in business processes rather than simply … Continued
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
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