The Channel
Vendors, distributors and MSPs: partner programs, strategy and the people behind them.
Dell raises incentives for partners that co-invest in growth
Denise Millard, chief partner officer at Dell Technologies, says the incentive increase is designed to reward partners that co-invest and act as “needle movers” in driving growth through the channel
Value-based selling is redefining partner growth in cloud communications
Buyers want clearer links between technology spend and measurable results. Michelle Paitich, global vice-president of channel sales at 8x8, explains how partners can lead with commercial impact rather than features
Microsoft Copilot is the door most MSPs are walking past
Boards see Copilot as a credible first step into AI, and it is exposing governance gaps. MSPs that treat it as a licensing sale risk narrowing their role
Pax8’s email error shows how much MSP data distributors hold
An email attachment sent by mistake to fewer than 40 UK partners held business information on about 1,800 Pax8 partners. The wider question for MSPs is who else holds their customer data
BCN moves its Microsoft business to Arrow as an indirect reseller
BCN is giving up a direct Microsoft relationship for distribution through Arrow, and wants to be a supplier to other partners as well as a reseller