Channel partners to adopt strategic roles amid AI & security shifts

The IT channel faces significant shifts in 2026, as firms seek to reposition themselves amid new security demands, advancing AI technologies, and regulatory changes. The trends forecasted for the coming year suggest a more advisory, proactive, and strategic role for channel partners.

AI guidance

Channel firms are expected to evolve from technology resellers into AI advisors. As businesses accelerate adoption of agentic and generative AI, partners will increasingly guide their clients through the complexities of responsible implementation, risk management, and compliance support.

Market expectations for AI continue to grow, but the sector is predicted to undergo consolidation as licensing conditions and regulatory frameworks mature. This stabilisation should encourage more informed adoption decisions by businesses. Despite the promise, challenges such as bias, data privacy, and "black-box" decision-making will require expert stewardship, creating demand for advisory services that go beyond just supplying AI tools.

"This is an opportunity for channel to move beyond just supplying technology by delivering strategic insights, compliance guidance, and risk management advice to unlock AI's full potential whilst keeping businesses safe," said Dean Watson, Lead Solutions Expert for Secure Networking, Infinigate UK & Ireland.

Integrated security

Security platform integration is projected to be a dominant trend. Organisations are moving away from fragmented solutions, which have created inconsistent policies and increased the risk of security lapses. Instead, there will be greater investment in unified, cloud-based platforms that combine different network and security functions into a single service.

Artificial intelligence and machine learning will be core features of these platforms, delivering real-time threat analysis and automated response capabilities. Manual processes are predicted to fall behind as the scale and speed of cyber threats increase.

"Companies that still rely on manual processes will struggle to keep up with the speed and sophistication of modern cyberattacks," said Watson.

OT security focus

Operational Technology (OT) environments are attracting attention as potential cyberattack targets and regulatory frameworks evolve. Regulations such as NIS2 and the Cyber Resilience Act are making OT security mandatory in industries running operational or industrial systems. Many existing OT installations run on legacy software that cannot easily be updated, such as the anticipated end of support for Windows 10, increasing exposure to attack.

Channel partners who invest in OT security consulting and certification now may position themselves as preferred providers to clients seeking help with risk assessment and compliance. Early expertise in this field is expected to offer significant revenue opportunities for those able to bridge IT and OT environments.

"Companies that implement security measures holistically and consistently not only minimise risk and increase efficiency but also secure a strategic competitive advantage," said Patrick Scholl, Director of OT Centre of Excellence (OT CoE), Infinigate Deutschland.

Strategic services

The managed services market is expected to experience double-digit growth. As client needs shift and markets become more saturated, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) are likely to differentiate themselves through strategic, proactive services that go beyond traditional, reactive support models.

This evolution will involve the use of AI-driven security, deep web research, and intelligence gathering to support detection and response functions. Identity and Access Management will become more important, especially as threat actors use AI to target identity security gaps. Distributors are set to play a crucial role in enabling partners to build specialist portfolios that meet stricter regulatory requirements and support business-critical needs.

"IT distributors will play a pivotal role in this evolution, equipping partners with specialised tools, training, and programmes needed to expand service portfolios, accelerate growth, and deliver measurable outcomes," said Denis Ferrand-Ajchenbaum, Chief Growth Officer, Infinigate Group.