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Channel confidence rises as AI disruption changes priorities


he recent OpenAI breach may have grabbed headlines, but the channel’s response to fast-moving AI-driven threats is becoming more confident and more coordinated. While autonomous


attacks are accelerating, the industry is also maturing, and the conversations in this month’s PCR show a sector shifting from anxiety to action. Our Big Interview with ThreatLocker CEO Danny Jenkins captures that pivot: as the post-Windows 10 landscape forces MSPs to rethink their foundations, he argues that zero trust, tighter controls and


clearer service boundaries can give partners a stronger footing than ever. That sense of constructive momentum runs through the wider market. Seagate’s Samehra


Malik highlights how smarter, scalable storage architectures are helping partners support rising workloads and AI adoption without adding complexity. In print, Brother UK’s Greig Millar says trust is becoming a commercial advantage, with practical behaviours determining which vendors win long-term loyalty.


Communications clarity matters too. Utelize MD Matt Atkinson cuts through the marketing


noise around multi-network eSIMs, explaining how network selection really works and why accuracy is essential for customer confidence. In IoT, D-Link’s Roger Tao sees SMEs embracing connected devices to modernise operations and cut costs, opening fresh managed services and long-term support opportunities for partners.


Interviews this month show vendors aligning more closely with channel needs. Zoom reports


a shift from resale to results-based engagement, Brother has streamlined its SMB colour laser line-up to sharpen partner value, and Kaseya is accelerating into an AI-first future with a rebuilt platform and clearer guidance for MSPs.


Across security, storage, print, comms and IoT, the message is consistent: disruption is real, but so is the opportunity, and the channel is stepping up.


Lynn Sencicle Editor lsencicle@datateam.co.uk Editorial & Advertising: 07793 054021


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