Channel Brief: AI, Scale, and Collaboration are Redefining the Channel

It’s been a busy week in the channel. And everything points to one thing - AI is shaping how partners sell, deliver, and even find customers. Cisco and Calabrio are giving partners the tools to move from box-selling to problem-solving. MSPwiz is fixing the messy matchmaking process between businesses and providers, which could make finding the right MSP a lot less painful. The 20 MSP keeps proving that scale and shared playbooks work, while Calero’s expansion shows that managing tech costs is becoming as important as deploying the tech itself. The thread running through it all? Smarter ecosystems, tighter partnerships, and a channel that’s learning to think and act like AI.

This Week's Tech, Channel, and MSP News

Cisco announces updates to Cisco 360 Partner Program: Cisco has announced updates to the Cisco 360 Partner Program, a next-generation framework designed to help partners accelerate profitability and customer impact in the AI era. Launching January 25, 2026, the program introduces new specializations in Secure AI Infrastructure and Secure Networking, alongside bonuses tied to portfolio breadth and technical expertise. The initiative also expands partner enablement through AI-powered learning tools, virtual demo labs, and marketing support. Cisco says the program will help partners deliver AI-ready infrastructure, strengthen recurring revenue streams, and build long-term growth across an increasingly data-driven ecosystem.

MSPwiz launches AI-powered matchmaking platform to simplify MSP selection: MSPwiz has launched its namesake platform, the first AI-driven matchmaking service designed to connect businesses with the right managed service providers (MSPs). Combining process automation with a proprietary large language model, the platform automates the search, vetting, and selection process - while adding human expertise to guide users through every step. Businesses and MSPs can join the platform for free, complete in-depth onboarding questionnaires, and receive three curated MSP matches tailored to their specific needs. MSPwiz’s team of experts then supports both sides through proposal review and final selection. The goal is to eliminate the guesswork and inefficiency that often define the MSP search process. The platform provides customers with qualified MSP options ready to engage, while giving providers access to high-quality, purchase-ready leads.

The 20 MSP announces acquisitions: The 20 MSP has acquired three member companies - Red Level Group in Michigan, iStreet Solutions in California, and InData Consulting in California - as part of its strategy to accelerate growth through consolidation and shared scale. The acquisitions bring The 20 MSP’s total to 44 in just three years, reinforcing its unique model of combining independent MSPs under a common technology stack, processes, and best practices. The company plans to expand its membership from 175 to 600 MSPs while increasing its acquisition pace to as many as 40 deals a year. Red Level marks The 20 MSP’s largest acquisition to date, adding more than $10 million in annual revenue and new software IP.

Calabrio expands partner ecosystem: Calabrio is growing its global partner network with Avant, Sabio, and an expanded alliance with Five9. The idea is simple: combine Calabrio’s AI-powered intelligence with the deep expertise of its partners to help businesses work smarter and deliver better customer experiences. Avant’s 3,000-plus Trusted Advisors now have access to Calabrio ONE and its experts to guide organizations through contact center decisions. Sabio will bring Calabrio ONE into its CX transformation toolkit, helping enterprises turn service operations into growth engines. And Five9 will take its integration with Calabrio’s analytics deeper through VoiceStream, giving joint customers a more seamless, data-rich view of every interaction.

Calero accelerates global channel growth: Calero is expanding its international footprint with new investments across APAC and EMEA, backed by fresh regional leadership and a sharper focus on partner enablement. The goal is to help organizations simplify technology management and maximize the value of their IT investments. With more than 3,000 customers in over 100 countries, Calero’s unified platform spans telecom, mobility, SaaS, and market data management—helping businesses cut costs, boost productivity, and gain control over complex tech environments. The expansion reflects Calero’s mission to empower partners with the tools, insights, and local expertise needed to turn technology complexity into measurable business outcomes.