SUMMER 2026 AI & AUTOMATION 8 “Mostly platform” buying 8 Funding failures 10 Transition to transactional 12 The Certainty of AI Certification SMBs need AI advisors, and certified product training sets an advisory firm apart By Martin Vilaboy 16 The Right Side of AI AI is creating a divide in the MSP market, and the gap is widening by Christian Nagele CYBER PATROL 20 The Changing CyberSec Sales Cycle Shifts in attacks are altering how and what security is being purchased By Martin Vilaboy 26 Legacy Marketing Remains Steady By Martin Vilaboy CHANNEL MANAGEMENT 30 The Trust Barrier in Finance AI By Nancy Sperry 32 Ideas to Increase Partner Engagement By Jason Gazaway 34 A Matter of Timeline MSPs are solving project issues too late; fix this before work begins By Becca Campbell 36 The Channel’s Next Test Can we actually own the outcome? By Glen Nelson EVERYTHING-AAS 38 SaaS Budget Sprawl Usage-based pricing could put strain on your customer relationships By Martin Vilaboy CORE COMMUNICATIONS 40 Voice Reset Lumen’s pivot from voice opens doors for advisors to guide transformation discussions By Gerald Baldino 44 Extend, Don’t Spend How channel partners can help customers survive the memory price surge By Jim Elder 46 Seeing the Bigger Picture Aditum Connect helps partners turn tenant connectivity into building-wide recurring services 6 Editor’s Letter 48 ICYMI 50 Ad index CONTENTS Volume 25 – Issue 3 4 CHANNELVISION | SUMMER 2026
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