1 rich Libsyn https://www.libsyn.com 90 600 Marc Sumner is joined by Justin Griffiths (RVP UK and Ireland) and Lewis Dick (Alliances Director) from Infinigate for a sharp, honest look at how the IT channel is shifting - and what partners must do to stay relevant.&amp;nbsp; They break down the rise of MSPs, the move toward services-led revenue, and why so many VARs are losing ground to more specialised players. From AI-driven complexity to the talent gap, Justin and Lewis share what they're seeing across the ecosystem right now.&amp;nbsp; Topics include:&amp;nbsp; Why specialist MSPs/MSSPs are taking market share The services boom - and why most partners are behind How AI and automation are changing customer expectations The talent challenge and the danger of &quot;sink or swim&quot; onboarding&amp;nbsp; What vendors really want from distribution in 2026&amp;nbsp; How infinigate chooses which vendors to back Why relevance now requires reinvention, not repetition A fast-paced, practical conversation for VARs, MSPs, vendors and distributors who want to understand where the channel is heading next.&amp;nbsp; Channel Chat Podcast https://www.robertson-sumner.com/ <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/40621540/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/200117720