margin

Channel Programs

Palo Alto’s Michael Khoury on what’s actually changing for partners in the NextWave revamp

April 10, 2026 Robert Dutt 0
Palo Alto Networks’ Michael Khoury joins In The Channel to walk through the ground-up redesign of the NextWave partner program – from the elimination of discount caps to the new platform adoption incentives and the CyberArk identity opportunity.

In Case You Missed It

ICYMI: SonicWall names the seven deadly sins, Cisco pulls deal reg, and Lenovo bets on services

April 6, 2026 Robert Dutt 0
This week’s In Case You Missed It: SonicWall reframes SMB security around seven predictable, preventable failures. Cisco eliminates compute deal registration amid rising memory costs. Lenovo evolves its partner framework toward services as hardware headwinds build. And CDW Canada delivers sobering Canadian-specific data on the state of enterprise cybersecurity.

In The Channel

WatchGuard CEO Joe Smolarski on doubling MSP margins, the Kaseya playbook, and why Canada’s cybersecurity moment is now

March 31, 2026 Robert Dutt Comments Off on WatchGuard CEO Joe Smolarski on doubling MSP margins, the Kaseya playbook, and why Canada’s cybersecurity moment is now
WatchGuard’s new CEO sits down for a wide-ranging conversation about why 2026 may be the year MSPs stop being commodity IT providers – and what the company’s 30-year track record, Kaseya-honed economics playbook, and new Bell Cyber partnership mean for Canadian partners.