Top VARs list their most important channel stories of the year

From economic instability to Dell going 100 per cent channel (and did we mention genAI), here's what kept channel leaders over the last 12 months

As part of this year's Top VARs survey, we asked channel firms what their most impactful channel story of the year was.

The question may as well have been: What was the biggest channel news story of the year and why was it generative AI?

As most firms try to make sense of the technology and figure out how to sell genAI solutions like Microsoft Copilot, here's what partners had to say in a year that never failed to generate surprises and upheavals.

Ricoh UK: Economic uncertainty drives move into value-adding services

"Economic uncertainty has been the subplot for all sizes of business, no matter their focus, and the channel isn't immune to that.

"It's shaping strategy, and it's shaping what we mean by 'value-added,' the latter becoming increasingly important as it can provide those micro-adjustments, efficiency savings, innovations, and expertise, that make a significant difference in the channel, whether that's a focus on cybersecurity, generative AI, or automation."

Trustmarque: Generative AI is redefining the channel

"Generative AI is redefining how we work, accelerating innovation, increasing speed to market, and enabling new business models. But maximising its potential and using it responsibly requires new skills, the right strategy and rich insights to steer decisions and actions."

Printerland: the nebulous impact of genAI

"AI has far reaching implications but no-one has figured out what these are yet."

Jigsaw24: Economic instability changes customer behaviour

"Without question, this has been one of the toughest years ever for the IT channel.

"The high cost of cash has changed behaviours in many ways but the most notable has, of course, been a serious cut back on purchases of new hardware across the board.

"Couple this with the fact that many organisations invested heavily pre and during the pandemic, affording them even more time before having to contemplate upgrades."

boxxe: GenAI, Broadcom/VMWare and economic turbulence

"Generative AI, Broadcom's acquisition of VMWare and global economic turbulence.

"All three elements have influenced and impacted our business, through growth and operationally with customers and our workforce.

"As a business we have provided stability, adapted accordingly and remained resilient to navigate this landscape successfully."

CCS Media: Did we mention generative AI?

"Generative AI and the positive potential it can hold for our own organisation, our operating model with partners and our customers organisations."

Computacenter: Dell goes channel-first

"The most impactful story of 2023 was Dell reducing direct sales, although this has had a greater impact on the SME part of the market, less in Computacenter's core and target customer base."

Littlefish: Economic instability pushed the channel to think outside the box

"In 2023, economic uncertainty, including rising interest rates and expectations of a possible recession, has pushed the channel to think outside the box.

"Customers want more value for money and help thinking strategically when it comes to making IT decisions and using up valuable resources.

"Some organisations have even fallen below the cyber security poverty line due to financial constraints and overall inability to recruit new skills/upskill existing staff.

"It's important for managed service providers to be aware of this risk and to educate customers on what controls can be put in place, cost-effectively, to raise themselves above that line."