Chief Analyst - Channels, Partnerships & Ecosystems - Canalys - Channel Influencer of the Year
Canalys (part of Omdia) has published its global survey of more than 1,000 channel partners. Main findings: Managed services will drive the strongest growth for partners in 2025, especially managed IT and managed cybersecurity. The good news is the channel partners are more optimistic than they were in 2024 with 82% of respondents expecting to grow this year. Here’s some more highlights from the report: • Geopolitical volatility poses the biggest challenge for partners. • Cybersecurity remains the top (product) growth driver, followed by public cloud, AI and automation, and data management and protection. • The majority of channel partners intend to expand their vendor portfolios rather than consolidate. (This runs counter to recent research done by GTIA - Global Technology Industry Association) • Partnerships are favored over M&A. Those partners planning acquisitions are mainly aiming for specialized targets such as GenAI experts. Tons of more insights inside the report.
Nice survey..
Interesting insights, Jay McBain! Managed services, especially cybersecurity, will definitely drive growth in 2025. As email security becomes increasingly vital, it will be exciting to see how channel partners adapt and expand their portfolios to address these needs.
Great breakdown. Thank you 🤝Jay McBain
Managed cybersecurity emerging as a key growth engine—through services rather than just solutions—is a major shift GTM specialists can’t afford to ignore! This isn’t just about product anymore. As the Canalys report shows, partners are looking to deliver outcomes, and that requires distributors who can support service-centric motions, not just transactions. Jay McBain, the preference for expanding vendor portfolios also stands out. Curious how you see that influencing enablement strategies across the channel...
Thanks for sharing this, Jay!
Thanks Jay. I think the expansion of solution offerings by MSPs is more than just product diversification—it's a strategic move to stay relevant in a rapidly evolving tech landscape. As customer expectations shift, MSPs that proactively integrate emerging technologies signal agility, foresight, and a deep understanding of their clients' evolving needs. Over time, their ability to onboard and operationalize new solutions becomes a core differentiator, not just an add-on. The most successful MSPs aren’t just following demand—they’re shaping it!
That managed services growth is very impressive
In the MSP market, M&A is heating up again. Canalys' predicted a 45% increase in M&A activity in 2025 vs. 2024. That looks to be on target so far.
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