Artificial intelligence is changing far more than the way organisations work internally. It’s also changing how customers discover, evaluate and choose the companies they do business with. As buyers increasingly rely on AI to research suppliers and compare options, many of the traditional ways organisations have differentiated themselves are becoming less effective. This thought-provoking Harvard … Continued
For decades, Market Development Funds (MDF) have been one of the primary ways technology vendors invest in their channel partners. Yet despite the billions of dollars spent each year, many vendors struggle to demonstrate a clear return on that investment. In this thought-provoking article, Jay McBain challenges some long-held assumptions about MDF and explores why … Continued
One of the themes I’ll be exploring at ARN EDGE next month is how dramatically the buying journey has changed. Customers now have access to more information than ever before. They can research products, compare vendors, read reviews, watch demonstrations, and increasingly use AI tools to help them evaluate options – often long before they … Continued
I recently wrote a LinkedIn post on the role of men in promoting gender equality, after noticing how few men attended the recent GTIA Community Meetup celebrating International Women’s Day. Conversations about improving diversity in the technology industry often focus on what organisations should do, or what women themselves should do, to navigate the system. … Continued
Artificial intelligence has been dominating headlines for the past couple of years, but much of the discussion still revolves around tools and technology rather than outcomes. In this recent McKinsey article, the focus shifts to something more practical: how organisations are beginning to deploy AI agents that actively participate in business processes rather than simply … Continued
It’s always interesting to read what Jay McBain is saying about the channel. As Chief Analyst for Channels, Partnerships & Ecosystems at Omdia, he gets exposed to trends across the entire IT industry, across a myriad of countries around the globe. In this insightful post, he outlines the partnering trends that they’re seeing for 2026, … Continued
I had the pleasure of being one of the first people to be interviewed by Gurpreet Singh Jodhka for his podcast Cross That Bridge. A forum for conversations with Business Leaders, Entrepreneurs, and Athletes, CTB aims to provide valuable lessons to help its listeners bridge the gap between where they are and where they want … Continued
Small and mid-sized businesses (SMBs) are entering a new era; one where growth is no longer constrained by labor costs. Instead of buying more software tools, they can now deploy AI agents that provide fractional access to expertise once out of reach. For managed service providers (MSPs), this is both an existential inflection point and … Continued
AI is no longer a futuristic concept – it’s a profit-driving force that is transforming how MSPs operate, scale, and generate revenue. Beyond just selling AI solutions like Microsoft CoPilot, AI presents a major business opportunity to optimise operations, enhance service offerings, and create new revenue streams that boost long-term profitability. Join our expert panel … Continued
Say “channel conflict” to a partner leader, and you’ll send shivers down their spine. It’s one of the most stressful situations to be in and happens more often than you think. Two different partners start working the same deal. A potential customer wants to work with a different partner than the one you’ve already pulled … Continued
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