VAR

In The Channel

All in on Dell: Turning Point’s Josh Singh on the single-vendor bet, AI for SMB, and why backup is the last line of defense

June 11, 2026 Robert Dutt Comments Off on All in on Dell: Turning Point’s Josh Singh on the single-vendor bet, AI for SMB, and why backup is the last line of defense
Josh Singh of Turning Point – the Vancouver solution provider that operates exclusively on Dell in the data center – brings a rare dual perspective to DTW: nearly a decade inside Dell followed by leading sales at one of Canada’s most committed Dell partners. The conversation covers AI adoption, data resilience, and navigating a market in disruption.

In The Channel

It all comes back to storage: ESTI’s Earl Gosick on AI infrastructure, cyber resilience, and the Prairie data center opportunity

June 10, 2026 Robert Dutt Comments Off on It all comes back to storage: ESTI’s Earl Gosick on AI infrastructure, cyber resilience, and the Prairie data center opportunity
Storage specialist Earl Gosick of ESTI Consulting Services brings a 35-year Prairies perspective to Dell Technologies World, covering AI infrastructure economics, the reality of cyber recovery, and a genuinely compelling data center opportunity building in Saskatchewan and Alberta.

Podcasts

ASUS appoints Canadian country manager, 7AI launches Agentic SOC, and Guardz adds channel leadership

May 27, 2026 Robert Dutt Comments Off on ASUS appoints Canadian country manager, 7AI launches Agentic SOC, and Guardz adds channel leadership
Today’s channel news includes a major leadership move at ASUS Canada, an autonomous SOC launch from 7AI, and a strategic channel hire at Guardz.

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