VAR

In The Channel

Dell moved 10k partners to distribution-led buying – and says they’re growing faster for it

May 21, 2026 Robert Dutt Comments Off on Dell moved 10k partners to distribution-led buying – and says they’re growing faster for it
Dell’s Anthony Tanoury unpacks the structural shift underway in how Dell goes to market through distribution – including a significant move to distribution-led buying, the promise of deal reg in hours instead of days, and why AI accelerator programs are the most underutilized resource in the channel right now.

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.

In The Channel

The gaps are the opportunity: Dell’s Eric Arcese on the AI Factory, VxRail’s evolution, and what’s ahead

April 23, 2026 Robert Dutt Comments Off on The gaps are the opportunity: Dell’s Eric Arcese on the AI Factory, VxRail’s evolution, and what’s ahead
Dell’s Eric Arcese joins In The Channel with a message for Canadian partners navigating the AI era: the opportunity isn’t in the infrastructure itself – it’s in the gaps around it.

Podcasts

The Buzz: HPE expands channel software push, AvePoint highlights AI governance gap, and ESET tracks cyber insurance influence

April 23, 2026 Robert Dutt Comments Off on The Buzz: HPE expands channel software push, AvePoint highlights AI governance gap, and ESET tracks cyber insurance influence
HPE doubles its software channel team amid hardware cost pressures, new research points to governance as the main hurdle for AI monetization, and ESET reveals how cyber insurance is changing SMB security outsourcing.

Channel Programs

OutSystems’ Ben Yerushalmi on Elevate, agentic AI, and why partner work is moving to the front end

April 20, 2026 Robert Dutt Comments Off on OutSystems’ Ben Yerushalmi on Elevate, agentic AI, and why partner work is moving to the front end
OutSystems SVP of Partners and Alliances Ben Yerushalmi joins In The Channel to discuss Elevate, the vendor’s new outcome-based partner program built for the agentic AI era. The conversation covers where partners are actually generating revenue with agentic AI today, why the services model is shifting from implementation to front-end advisory, and how OutSystems thinks about competing – and coexisting – with Microsoft, ServiceNow, and Salesforce.

Distribution

From bank and warehouse to ecosystem orchestrator: A conversation with Frank Vitagliano

April 16, 2026 Robert Dutt Comments Off on From bank and warehouse to ecosystem orchestrator: A conversation with Frank Vitagliano
Every few years, someone announces the end of distribution. Direct sales was going to kill it. Then e-commerce. Then cloud. Then hyperscaler marketplaces. And yet here we are. Frank Vitagliano is CEO of the Global Technology Distribution
In The Channel

Canada’s data sovereignty moment: why partners who move first will own the space

April 15, 2026 Robert Dutt Comments Off on Canada’s data sovereignty moment: why partners who move first will own the space
Rob Falzon of Check Point Software has a candid observation: even after his company launched a dedicated Canadian data region, the phone calls aren’t coming. That, he says, is exactly the problem – and for MSPs paying attention, it’s a window.

Identity

Okta’s Canadian bet: Data cell, 600 employees, and a plan to triple the business

April 6, 2026 Robert Dutt Comments Off on Okta’s Canadian bet: Data cell, 600 employees, and a plan to triple the business
Okta is running over 80 percent of Canadian revenue through partners and betting big on regulated verticals with a new Montreal-based data cell. Country manager Ryan Sydor talks about what that investment looks like and where it’s headed.

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.