Over the past few months, I’ve attended several partner events, and a consistent theme keeps emerging – everyone’s talking about AI. Not just as a product feature, but as a force reshaping what customers expect from their partners. And nowhere is that more evident than in the managed services space. For years, many MSPs built … Continued
Last month, I had the opportunity to be interviewed by Nick Verykios and Scott Frew on their ChannelTalks podcast. The topic was based on my earlier post “How’s that ‘100% Channel’ Strategy working for you?” and covered everything from the importance of customised channel strategies, to the need for defined profitability beyond margin (eg. services, … 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
So many partner programs today look great on paper – neatly tiered, logically structured, and beautifully branded – but are completely misaligned with how partners actually do business. Vendors create elegant, structured frameworks, while partners build flexible, adaptive models that shift daily based on customer needs. The result is that partners have evolved faster than … 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
Last month I wrote about the 10 Commandments of Channel Management. This month I’m taking my surname-inspired biblical inspiration a step further to talk about something even more fundamental – Partner Profitability. And when I say profitability, I don’t just mean product margin. I mean the whole financial model… the profit from product sales, services, … 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
Having spent over 30 years in this industry, I’ve seen some bad behaviour from partners. But to a large extent it’s often a reaction to bad behaviour from vendors. So with a surname like mine, it seemed kind of obvious that I take a leaf out of the Bible and lay down my 10 commandments … Continued
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