{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"#272 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.","description":"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; ","author_name":"Channel Chat Podcast","author_url":"https:\/\/www.robertson-sumner.com\/","html":"<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>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/200117720"}