
Channel Chat Podcast #272 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.
Apr 2, 2026
32:24
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.
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.
Topics include:
- 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 "sink or swim" onboarding
- What vendors really want from distribution in 2026
- 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.
