some of the time. Meanwhile, 79 percent of partners use TSD quoting and pricing resources for at least some deals, while 41 percent use TSD back-office resources for all or most deals. In addition, 59 percent of technology advisors said they use TSD marketing resources on at least some deals. This shift is due to several factors. For starters, deals are becoming more complex. Most buying decisions now require working with multiple stakeholders and teams. To win deals, partners must come to the table with coordinated strategies and technical expertise. And now more than ever, speed matters. Advisors are under mounting pressure to deliver fast, accurate recommendations and to close more deals. This mounting operational strain is pushing more advisors to rely on TSDs for supplier intelligence, operational efficiency and strategic support. At the same time, supplier management is difficult. The technology landscape is always changing, and keeping up with suppliers can be difficult – especially for busy advisors managing multiple accounts and projects. TSDs help by streamlining vendor communication and reducing manual research. Of course, back-office technologies are only part of the reason why advisors are flocking to TSDs. As Telarus CEO Adam Edwards pointed out during a recent industry roundtable hosted by AireSpring, TSDs also provide a critical role by ensuring advisors receive timely access to commissions. “What people forget often is the reason [TSDs] were created or came into existence was an insurance product to make sure advisers continue to get paid – because they’re not resellers,” Edwards explained. “[In the past] they often got cut off, and it was devastating. It destroyed businesses and harmed families. And so TSDs Race Source: Uptime Institute; 2022 Source: Auvik 62% 49% 68% 67% 52% 51% 62% 48% 61% Corporate IT IT MSP 1-100 employees 101-500 employees 501-1000 employees 1000+ employees 0-4 years 5-9 years 10+ years Biggest Challenges for Partners in 2025 Source: Futurum Research, channel decision maker surveys 0% 10% 20% 30% 40% 50% Best Way Vendors Can Support Your Business, % Share of Repondents Source: Futurum Research, channel decision maker surveys 0% 10% 20% 30% 40% 50% Internal AI Use Strongly Correlates with Advisor Confidence in Selling AI CORPORATE VS SERVICE PROVIDER ORGANIZATION SIZE ORGANIZATION OPERATIONAL YEARS Rank 1 Rank 2 Rank 3 A challenging economy Highly competitive ecosystem Rising costs impacting our profits IT budgets under pressure Inability to find highly skilled talent Complex regulatory environment Supply chain challenges Limited funding/financing to support growth Lack of support from technology (vendor) partners Lack of competitiveness within our portfolio 17% 14% 17% 17% 15% 14% 8% 7% 7% 5% 8% 5% 5% 8% 13% 4% 7% 10% 9% 7% 9% 10% 5% 6% 12% 13% 15% 9% 14% 10% Rank 1 Rank 2 Rank 3 Developer tools Best-in-class technical support Training programs Early access and roadmap visibility Lead generation Co-sell support Dedicated account management Modern portals and tools Marketing resources Attractive commercial terms 14% 7% 9% 13% 13% 14% 12% 8% 9% 10% 8% 8% 10% 17% 15% 9% 7% 10% 9% 8% 7% 9% 12% 12% 8% 8% 9% 7% 10% 9% 33 SUMMER 2025 | CHANNELVISION
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