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  • demo of Salesforce Agentforce Contact Center
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    Deep Dive

    Salesforce makes fast frenemies with its CCaaS partners

    The software giant introduced Agentforce Contact Center, a solution that integrates directly with its CRM, threatening third-party add-ons.

    Updated 5 hours ago
  • An office building with a stone and glass front showing the Hewlett Packard Enterprise logo.
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    HPE has a three-pronged plan to weather chip shortages

    The server and networking vendor will continue to add surcharges and reprice existing orders as it scrambles to meet customer demand.

  • A woman talks on a headset in front of a computer.
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    Consumers prefer talking to people in customer service

    Two-thirds of consumers are not confident with how companies use generative AI to interact with customers, a Pegasystems survey found.  

  • Attendees pass an AWS logo during the AWS re:Invent 2025 conference at The Venetian Convention and Expo Center on Dec. 2, 2025 in Las Vegas.
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    Noah Berger / Stringer via Getty Images
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    How agentic AI, multi-product packages are shaping AWS Marketplace

    Channel partners are working together to deliver bundled solutions on the cloud behemoth’s procurement platform, AWS VP Matt Yanchyshyn said.

  • President Donald Trump addresses reporters at the White House on March 3, 2025.
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    Andrew Harnik via Getty Images
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    Trump’s new cybersecurity strategy makes promises but lacks details

    In a document released Friday, the administration vowed to increase the government’s use of AI for rapid cyber defense.

  • A large corporate building with the Logicalis corporate logo on it.
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    AI demand is breaking vendor pricing commitments, Logicalis says

    Partners are closing deals without locking in prices as AI-fueled hardware demand scrambles vendor supply chains, according to Logicalis U.S. CEO Jon Groves.

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    Partners have had it up to here with vendor sales kickoffs

    Channel managers are missing in action during annual conclaves as the clock ticks on actual sales.

  • A brick office building with the Okta corporate log on it.
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    Okta cedes consulting, systems integration to partners in cybersecurity platform push

    “We’re going to give up the professional services dollar as an investment to make this whole ecosystem bigger and empower our long-term subscription growth," CEO Todd McKinnon said.

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    How outcome-based pricing will change the channel

    RapidScale is urging vendors to adopt pricing models that are directly tied to consumption. Adoption is slow.

  • View of Microsoft Romania headquarters in City Gate Towers on June 4, 2022, in Bucharest, Romania
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    Microsoft expands sovereign cloud capabilities to support AI models

    Vendors are vying for customer budgets as geopolitical tensions and regulatory demands drive businesses to maintain control over their data.

  • A shopping cart moves across a blue, digital landscape.
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    Distributors want in on hyperscaler partnerships

    IT vendors are most likely to directly list their software on cloud marketplaces, but distributors are hoping to be the intermediary.

    Updated March 5, 2026
  • A CrowdStrike office on July 30, 2024, in Sunnyvale, California.
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    Justin Sullivan / Staff via Getty Images
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    CrowdStrike’s MSSP business grew more than tenfold in three years

    "We didn't just have a great partner year," CEO George Kurtz said. "We built an ecosystem to win the next decade."

  • Exclamation mark depicted over code.
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    Ransomware is now less about malware and more about impersonation

    Stolen passwords have replaced infectious code as the most common tactic in major breaches, Cloudflare said.

  • Hand typing on a calculator next to a graph
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    Deep Dive

    Investors see insurance brokerages as a model for tech advisor consolidation

    A wave of private equity is flowing into the asset-light, recurring-revenue segment of the channel, which is ripe for scale.

  • Legacy data is illustrated in a variety of forms here, including: CD roms, CDs, floppy disks, diskettes, stacks of paper, file folders, old computers, and a 3D generic data symbol
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    Opinion

    ITAD firms are the new MSPs — and private equity is taking notice

    The IT asset disposition sector is undergoing a wave of consolidation that mirrors what reshaped the MSP market five years ago.

  • A sign with Broadcom's corporate logo stands in front of a the company's office in San Jose, California, on A sign is posted in front of a Broadcom office on Dec. 12, 2024.
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    Justin Sullivan / Staff via Getty Images
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    Broadcom targets telcos with customized private cloud

    The tech giant unveiled VMware Telco Cloud Platform 9 Monday at Mobile World Congress in Barcelona, promising storage and memory cost savings.

  • Headquarters bearing the names Avaya and Telenav
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    Sundry Photography via Getty Images
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    Avaya, C1 keep ongoing legal dispute under wraps

    The case is in arbitration as partners speculate on what spoiled the business relationship.

  • Microsoft building with logo
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    Deep Dive

    How Microsoft, partners are tackling ‘huge, huge task’ of making security software safer

    The technology giant and third-party security vendors are plotting an ambitious overhaul of how their products interoperate.

  • A pedestrian enters Salesforce Tower on Feb. 25, 2026 in San Francisco.
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    Benjamin Fanjoy / Stringer via Getty Images
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    Salesforce pushes partners to prioritize agentic AI outcomes

    The software company retooled its consulting program to encourage secure, compliant and verifiable Agentforce deployments, Salesforce SVP Andrew Kisslo said.

  • The Huntress cybersecurity company logo is picture on the way in an office overlooking a futuristic cityscape.
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    Cybercriminals seize on MSP tools to harvest personal data

    Threat actors are using legitimate remote monitoring and management platforms as an attack vector, Huntress research found.

  • A glass office building facade with the Dell corporate logo is pictures.
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    Dell reacts to memory chip crunch as PC, server revenues soar

     “We're compressing discounting,” COO Jeff Clarke said Thursday. “Our quotes are valid for the shortest period of time they've ever been.”

  • A large array of cloud storage servers are pictured in a modern data center.
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    Pure Storage rebrands as Everpure, acquires 1touch to push deeper into AI data management

    Following its first $1B revenue quarter, the company's name change says less about what it does and more about where it wants to go.

  • a rectangular glass office building that appears concave due to the camera angle, flanked by palm trees in the foreground.
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    Justin Sullivan via Getty Images
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    Zoom thrives in a world awash with churn, partners say

    Microsoft licensing changes, decline of legacy platforms and product bundling are paving the way for the communications giant to displace rivals.

  • An aerial view of Workday headquarters on February 6, 2025 in Pleasanton, California.
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    Justin Sullivan / Staff via Getty Images
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    Workday frames AI as friend, not foe

    “No amount of vibe coding is going to produce an HR or an ERP system,” Aneel Bhusri said in his first earnings call since returning as CEO.

  • three gears surrounded by a circle on a blue surface
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    How RingCentral rewards service partners without leaving sales agents behind

    Rather than mandating professional services like Zoom, RingCentral is matching service partners with sales-only partners to drive high-value deals.