This week makes one thing clear: vendors are done designing for partners who just resell. The focus has shifted to partners who can run services cleanly and at scale. ServiceNow is pushing AI out of pilots and into real use, which only works if partners can build and deliver it repeatably. Zyxel and ControlUp are solving the everyday MSP problem of doing more with the same headcount through automation and multi-tenant control. Microsoft is reinforcing that licensing discounts are no longer the value - owning renewals and customer outcomes is. And Delinea’s move signals where security is going: access that’s controlled in real time, not managed manually. The message is simple. Platforms are being shaped around operational maturity, not volume.
This Week's Tech, Channel, and MSP News
ServiceNow enhances global Partner Program: ServiceNow has updated its global Partner Program to make it easier for partners to build and sell AI agents on its platform. The changes include a redesigned Build Program, a single annual partner fee, and a simplified investment and incentive model covering demand generation, deal support, and deployment. More than 1,000 partners are expected to move into the new Build Program by March, with access to tools to build, certify, and distribute AI agents through the ServiceNow Store. The updates are aimed at helping partners move customers beyond AI trials and into real-world use, while giving partners clearer paths to differentiation and revenue.
Zyxel Networks upgrades its Nebula Cloud Networking Solution for MSPs:
Zyxel Networks is leaning hard into the operational realities MSPs deal with every day. With the Nebula 19.30 release, the company is clearly prioritizing cross-organization, multi-tenant management as a first-class requirement, not an add-on. The update focuses on cutting unbillable work through automation, giving MSPs a single view across customers, and tightening access controls as teams scale. Features like site cloning, centralized inventories, and role-based access are practical, margin-protecting tools, not marketing fluff. For MSPs managing growing customer counts with flat headcount, Zyxel Networks is positioning Nebula as a platform built to run services at scale, not just deploy networks.
ControlUp has launched ControlUp for MSPs: ControlUp has launched ControlUp for MSPs, a multi-tenant digital employee experience platform and partner program designed to help managed service providers automate endpoint management and deliver experience-led services at scale. The offering provides MSPs with a centralized console for managing multiple customer environments, along with real-time visibility, automation, and flexible license pooling to simplify onboarding and ongoing operations. ControlUp said the platform is built to integrate with common MSP tools, including ITSM and endpoint management platforms, and is supported by an MSP-focused partner program with tailored licensing, training, and go-to-market support.
Microsoft’s 365 Licensing Changes: Microsoft’s Microsoft 365 licensing changes continue to evolve beyond the initial 2025 shifts. In addition to standardizing Enterprise Agreement pricing and tightening CSP requirements, Microsoft has since signaled further pricing and packaging updates taking effect in 2026, along with ongoing adjustments to CSP eligibility, operational thresholds, and Partner Center guidance. Together, these moves extend the pressure on transaction-only resale, while increasing the importance of renewals, customer lifecycle management, and attached services. For partners, licensing is becoming less about discount mechanics and more about operational maturity, service delivery, and the ability to support customers as Microsoft reduces its own direct engagement footprint.
Delinea to acquire StrongDM: Delinea has agreed to acquire StrongDM to combine privileged access management with just-in-time runtime authorization in a single identity security platform designed for cloud, DevOps, and AI-driven environments. The deal brings together Delinea’s enterprise PAM capabilities and StrongDM’s action-level authorization to secure privileged access for administrators, developers, non-human identities, and AI agents in real time. The combined platform is positioned to support a gradual shift toward zero standing privilege without requiring customers to replace existing PAM infrastructure, while extending centralized policy, governance, and audit across on-prem, cloud, and SaaS environments.
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