This blog is a shortened version of an article on MicroScope. To gain even more insights from the events of the day, read the entire article here.
At the recent “Working Together for Channel Success” event in London, Canalys, now part of Omdia, analysts shared valuable insights on the current state of the channel market in 2025. Here are the key takeaways from their discussions.
Security Remains a Top Priority
Matthew Ball, chief analyst at Canalys/Omdia emphasized that we’re experiencing a “sustained period of disruption” in cybersecurity. The gap between cyber-resilient and cyber-vulnerable organizations continues to widen, creating significant opportunities for partners who can deliver comprehensive security solutions.
With security now firmly on boardroom agendas, Canalys/Omdia forecasts increased spending on security technology and services throughout 2025. Partners who can leverage the “cyber scheme trifecta” – the convergence of platforms, AI, and managed services – are positioned to capture the projected 11% year-on-year growth.
Partner Programs Are Evolving
Rachel Brindley, senior director at Canalys/Omdia, highlighted how partner programs are transforming to encompass the entire customer lifecycle rather than just focusing on transactions:
- Programs now recognize pre-sales activities and workshops as key drivers of business
- Co-selling and co-marketing are increasing, with an average of seven partners involved in each deal
- Modern programs must accommodate diverse partner types including MSPs, GSIs, ISVs, and influencers
- AI and automation are accelerating these changes, requiring vendors to adapt quickly
“Partner enablement is absolutely critical within these programs,” Brindley noted, emphasizing the importance of training support at scale.
Sustainability Creates New Opportunities
Ben Caddy, senior analyst at Canalys/Omdia, shared how sustainability initiatives are creating revenue opportunities for channel partners:
- Major vendors like HP and Lenovo are expanding their certified refurbished offerings
- Over half of partners offering asset recovery services expect growth in this area
- Nearly a third anticipate strong growth above 10% in circular services
- Customer demand for sustainable solutions continues to increase, partly due to regulation
MSPs Face New Challenges from Cyber Insurers
Robin Ody, principal analyst at Canalys/Omdia, warned that MSPs unable to meet cyber insurance requirements risk being excluded from customer relationships:
- MSPs have become “the number one threat vector for customers”
- Cyber insurers may stop covering customers who work with uncertified MSPs
- A split is emerging between MSPs that can meet regulatory requirements and those that cannot
Despite these challenges, the MSP market continues to show strong growth. Canalys/Omdia predicts approximately 12.3% global growth through the channel this year.
Conclusion
The channel landscape continues to evolve rapidly in 2025, with security, partner program transformation, sustainability initiatives, and MSP challenges shaping the industry’s future. Partners who can adapt to these changes will be well-positioned for continued success.
This blog is a shortened version of Simon Quicke’s article on MicroScope. To gain even more insights from the events of the day, read the entire article here.
MicroScope, part of Informa TechTarget, launched in 1982 to cover the birth pangs of the channel and has since followed the industry as it has matured and grown. The online publication has contributed to and led debate in the industry, and the knowledge it has of the channel is second to none. MicroScope retains its commitment to objective reporting and informed analysis to maintain its position as the essential read for anyone working in the channel, and the number one news resource for computer resellers and suppliers.
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