#272 Lewis Dick and Justin Griffiths: Stay relevant - or lose the deal.

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.