Westcon-Comstor, in celebration of its 40th anniversary, has identified key trends shaping the channel's future, focusing on hybrid enterprise IT, cybersecurity, AI, and cloud computing. MSPs are urged to seize opportunities by becoming 'glue' providers between platforms, enhancing services in automation, security, and data governance. Cybersecurity has become a collective responsibility across the C-suite, linking to compliance and risk management. Additionally, as AI drives data strategies, partners are shifting to become intelligence enablers, adapting to new cloud models that favor marketplaces and collaborative selling approaches without competing against hyperscaler platforms.
To capitalize on the opportunity in hybrid enterprise IT, partners must build services across automation, security, governance, and data flows.
Cybersecurity is no longer just the concern of CISOs but is now a responsibility for the entire C-suite, creating a huge value opportunity for aligned partners.
Channel partners are evolving from infrastructure providers to intelligence enablers, mastering AI models, data governance, and multi-environment orchestration.
New cloud models and skills are displacing traditional reselling models, emphasizing marketplaces, partner-to-partner selling, and not viewing hyperscalers as rivals.
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