Here, Matthew Worboys, Business Development Director – Channel, Gamma, identifies the priority catalysts driving industry transformation and urges resellers and MSPs to be responsive to the channel’s multi-faceted change agenda.
Knowing how to respond and adapt to market change will help ensure that channel leaders are not outpaced by industry transformation. But to successfully shift the pace of change within organisations it is vitally important to understand how the channel’s growth drivers are evolving, noted Worboys, who cited technologies like 5G, cloud services, UCaaS, CCaaS and enhanced security solutions as being key.
“To stay competitive, channel businesses must expand their portfolios to include these emerging technologies,” he stated. “5G, for instance, will significantly enhance connectivity and speed, opening up new opportunities for innovation. Cloud services are attractive because of their scalability and efficiency, while UCaaS and CCaaS offer seamless communication solutions essential for modern business operations.”
Moreover, noted Worboys, security remains a critical focus as cyber threats increase. “It’s also important to keep an eye on the IoT, with Gamma’s offerings expected in Q4,” he added. “And MSPs should explore ways to monetise AI to drive revenue. Investing in training, forming strategic partnerships and focusing on delivering a superior customer experience will be crucial for success.”
Overcoming barriers
The primary barriers to positive change identified by Worboys include technology complexity, regulatory constraints and the need for effective customer feedback mechanisms. “Agility and partnerships with vendors that offer diverse solutions are essential to adapt quickly to regulatory changes,” he added. “Establishing robust channels for customer feedback to guide continuous improvement is also crucial, alongside simplifying technology benefits and offering clear pricing which can help win customers.”
To secure a brighter future, resellers and MSPs would also be wise to focus on prioritising sustainability initiatives, improving customer experience and driving digital transformation with an emphasis on the digital ‘switch-on’ in early 2027, observed Worboys. “By focusing on the digital switch-on resellers can accelerate the process of transitioning customers from legacy systems to next generation services,” he added. “This includes the adoption of cloud services supported by faster connectivity, which streamlines operations, reduces costs and enhances service delivery. Improved digital platforms and APIs are also driving better service delivery and integration.”
Another key to achieving sustainable success resides in adapting to and leading the Net Zero agenda, pointed out Worboys. Given the need to link Net Zero planning with the supply chain he suggests that the channel requires new ecosystems that jointly focus on sustainability and digital transformation. “Resellers should choose partners that prioritise sustainability to align with their own Net Zero goals,” he added.