Managed Security Services

MSPs don’t win with AI by moving first. They win by building the discipline, process, and strategy to make automation stick.

As 2026 arrives, channel executives from several IT vendors share their predictions on how channel partners will change to better serve customers in the year ahead.

2025 exposed the strain on the MSP model. In 2026, rising customer expectations, tighter margins, and AI will force MSPs to simplify platforms, prove value faster, and step into a more strategic role without charging more.

AWS is streamlining partner incentives by consolidating base and technical competency benefits and merging multiple programs into a single “new customer incentive.

Legacy web forms are a known risk with money already allocated. What’s missing is execution, and that’s where partners can step in.

Inside Pax8’s managed intelligence push and what MSPs need to rethink as AI becomes a service customers expect, not a novelty.

MSPs create the most value by guiding customers through secure networking change, not just deploying technology.