Artificial intelligence is compelling managed service providers to rethink where value is created, shifting the opportunity from resale and token margins to advisory services, implementation, optimization, lifecycle management, and measurable business outcomes. As customers look for partners that can turn AI ambition into practical systems, the MSP market is likely to split between providers with deep expertise and those left supporting yesterday’s model. Duane Barnes, president of RapidScale, joins Channelnomics’ Larry Walsh on Changing Channels to discuss how AI is reshaping managed services.

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• Channelnomics: https://channelnomics.com/
• LinkedIn: https://bit.ly/2NC6Vli
• X (formerly Twitter): https://x.com/channelnomics

About Larry Walsh:

• Bio: https://www.channelnomics.com/about
• LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Duane Barnes:

LinkedIn: https://www.linkedin.com/in/duanebarnes/

About RapidScale: https://rapidscale.com/

© 2112 Enterprises LLC

Technology distribution is evolving from transactional product fulfillment into a broader role centered on lifecycle support, multivendor integration, services, and ecosystem orchestration. In this episode of Changing Channels, Larry Walsh speaks with Frank Vitagliano, CEO of the Global Technology Distribution Council, about the Channelnomics-GTDC report The Evolving Role of Distribution and what it reveals about distribution’s growing importance to vendor go-to-market strategies. They discuss why vendors can significantly improve their probability of success by working through distribution, how distributors create value through scale and cost avoidance, and why AI, cybersecurity, cloud services, professional services, and increasingly complex customer requirements are making distributors more essential to vendors and solution providers alike.

Topics include:

• The current state of global technology distribution
• Why distribution is shifting from transactions to lifecycle support
• How distributors improve vendors' probability of go-to-market success
• Why vendors continue to question distribution ROI
• The difference between distribution cost and distribution value
• How distributors create cost avoidance for vendors
• Distribution's role in multivendor integration and ecosystem orchestration
• Why AI deployment, governance, security, and data readiness create new opportunities
• How distribution supports MSPs and solution providers with capabilities they cannot economically build themselves
• The growing importance of software, services, and professional services
• Why distributors are becoming more integrated with vendors and solution providers
• What technology distribution could look like five years from now

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Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://x.com/channelnomics

About Larry Walsh: Bio: https://www.channelnomics.com/about LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Frank Vitagliano: LinkedIn: https://www.linkedin.com/in/frank-vitagliano-31170856/

Global Technology Distribution Council: https://www.gtdc.org/

The Evolving Role of Distribution: The global report and regional editions covering North America, EMEA, and Asia-Pacific are available through GTDC. Download Here: https://gtdc.org/resource/the-evolving-role-of-distribution/

Hyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But success requires far more than simply listing products online. New Relic recently surpassed $1 billion in sales through AWS Marketplace, demonstrating what's possible with the right strategy. On this episode of Changing Channels, Larry Walsh speaks with Shannon Batson, Global Director of Cloud Sales at New Relic, about building a successful hyperscaler marketplace business and the lessons learned along the way.

Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): https://x.com/channelnomics

About Larry Walsh: • Bio: https://www.channelnomics.com/about • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Shannon Baston: LinkedIn: https://www.linkedin.com/in/shannonbbatson/

About New Relic: https://newrelic.com/

© 2112 Enterprises LLC