recurring revenue

In The Channel

On site at SAS Innovate: global channel chief John Carey on the shift to indirect, the TD SYNNEX bet, and the case for the transparent box

May 1, 2026 Robert Dutt Comments Off on On site at SAS Innovate: global channel chief John Carey on the shift to indirect, the TD SYNNEX bet, and the case for the transparent box
When John Carey joined SAS Institute four years ago, his mandate was to rethink what partnering looked like for a company with a long advisory and delivery history but limited co-sell and no resell motion. Recorded on site at SAS Innovate 2026, Robert Dutt talks to the senior vice president of global channels about what he found, what he built, and where SAS’s channel goes from here.

In The Channel

Networking is not sexy until it doesn’t work

April 28, 2026 Robert Dutt Comments Off on Networking is not sexy until it doesn’t work
When the founders of the SD-WAN market started over, they had a specific problem in mind. What they built next may be exactly what the AI era demands from the network.

Channel Programs

Cisco 360, three months in: Canadian partners are responding better than expected

April 24, 2026 Robert Dutt Comments Off on Cisco 360, three months in: Canadian partners are responding better than expected
Cisco Canada’s VP of Partner Organization and SMB Sales takes stock of the first quarter of the new Cisco 360 Partner Program – including the partner feedback that caught her off guard, what “Preferred” means now that Gold is gone, and why Canadian partners should start building their adopt-and-renew practices before the incentive structure forces them to.

In The Channel

Jennifer Roy on culture, scale, and what PE really looks like from inside a Canadian MSP

April 21, 2026 Robert Dutt Comments Off on Jennifer Roy on culture, scale, and what PE really looks like from inside a Canadian MSP
Jennifer Roy didn’t know what half the acronyms in the job description meant when she applied for her first role in managed services. Fifteen years later, she’s CEO of Nucleus Networks, operating across five Canadian cities, and one of the more candid voices in the Canadian channel on what people-first leadership actually costs you.

Podcasts

The Buzz: Fleet goes 100 percent channel, Scale Computing revamps partner program, and N-able’s AI advice

April 20, 2026 Robert Dutt Comments Off on The Buzz: Fleet goes 100 percent channel, Scale Computing revamps partner program, and N-able’s AI advice
Today’s channel briefing covers Fleet’s pivot to a 100 percent channel sales model, Scale Computing’s new Velocity Partner Program, and a pragmatic approach to AI monetization from N-able.

Channel Programs

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

April 10, 2026 Robert Dutt Comments Off on Palo Alto’s Michael Khoury on what’s actually changing for partners in the NextWave revamp
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.

Identity

Beyond the password vault: 1Password’s channel chief makes the case for identity security as an MSP practice

April 1, 2026 Robert Dutt Comments Off on Beyond the password vault: 1Password’s channel chief makes the case for identity security as an MSP practice
1Password’s Larissa Crandall joins the podcast to discuss why identity security has become the front door of the security conversation and what that shift means for MSPs. From the company’s evolution beyond password management to the staggering 82-to-1 ratio of non-human to human identities, Crandall makes the case that the identity opportunity is bigger – and more urgent – than most partners realize.