For vendors, Nvidia GTC is now a ‘tour of dependency’

Nvidia is "the picks-and-shovels merchant for the entire AI gold rush,” said Alan Pelz-Sharpe, founder of Deep Analysis.

IBM, Nvidia tackle AI data woes

Infrastructure integrations will speed up queries, improve document scanning and expand storage capabilities, the two companies said Monday at GTC 2026.

D&H rides a wave of MSP momentum

The company promises to give managed service providers the boutique experience they can't get from larger distributors.

Adobe preps CEO transition, touts enterprise spend surge

Shantanu Narayen, who will step down after 18 years leading the software giant, highlighted Adobe's role in supporting AI adoption.

SonicWall wants partners selling more than firewalls – it updated its partner program to get them there

The cybersecurity vendor did away with onerous technical certifications previously required for partners to maintain specializations.

How 3 channel firms are managing memory chip shortages

As supply chain issues spread beyond the PC industry, partners are adjusting to scarcities that are expected to persist into next year.

Most organizations can’t actually recover from an identity attack: survey

More than three-quarters of organizations aren't testing identity disaster recovery at the recommended frequency — and nearly a quarter never test at all.

Channel partners curtail salary increases

Larger MSPs and VARs, especially those with private equity funding, have become the stingiest, according to Service Leadership.

Anthropic dives into the channel

The AI company launched a partner program seeded with $100 million to support firms helping to architect and sell solutions built on its Claude model.

Partners have a vital role in guiding enterprise AI adoption

Enterprises are grappling with governance gaps as AI use escapes IT oversight, according to Nutanix.

MSPs ponder the maddening magic of OpenClaw

The open source tool is stoking MSP imagination and concerns, as a wave of industry-focused AI software companies clamor for attention.

Zero Networks bets on real-time network visibility to fuel channel growth

Weeks after expanding its partner program, the company introduced real-time enterprise network mapping to speed up zero-trust deployments.

Industry to NIST: Keep agentic AI standards flexible and voluntary

The business community said security guidance should reflect the nascency and diversity of the field.

VR vendor wants a channel lift from franchise floors to the C-suite

CustomerXR sees partners as a key to open IT executive doors the industry has struggled to reach.

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 March 23, 2026

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.

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.  

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.

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.

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.

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.

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.

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.

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.

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