ello and welcome to the latest edition of Intelligent Tech Channels.

This month’ s cover story, which can be found on page 15, features Alex Walsh, Regional VP of Channel, EMEA North, Keepit. He tells us how the rapid growth of SaaS adoption is creating new opportunities for channel partners to deliver data protection, resilience and compliance services built around recurring revenue models.

Walsh explains that partners must move beyond licence-led sales and focus on business outcomes, helping customers protect and recover data across increasingly complex SaaS environments. He highlights the growing importance of independent SaaS data protection, warning that relying solely on hyperscalers can create concentration risk and limit data sovereignty.

The article explores how services such as Backup-as-a-Service, recovery testing and compliance consultancy can help partners increase margins while strengthening customer relationships.

Walsh also discusses the importance of consistency, profitability and long-term alignment in vendor-partner relationships, particularly within the highly competitive UK channel. He concludes by outlining Keepit’ s channel-first strategy and growing momentum as organisations place greater emphasis on recoverability, regulatory compliance and control over their data.

Elsewhere, on page 24 we hear how AI is creating significant opportunities for channel partners, but long-term success will depend on delivering services around governance, security, compliance and business transformation rather than simply reselling technology.

Industry experts argue that partners must help customers manage AI usage, control costs and develop monetisation strategies as AI becomes embedded in everyday business operations.

They also highlight growing demand for guidance on AI governance, data protection and regulatory compliance as organisations seek to adopt AI responsibly. As AI environments become more complex, partners can build recurring revenue by providing ongoing monitoring, optimisation, performance management and risk oversight services.

Ultimately, the partners best positioned for sustainable growth will be those that act as trusted advisors, helping customers maximise AI value while maintaining security, governance and operational control.

Don’ t forget, you can stay informed with daily news updates on our website, where we bring you the latest insights and developments from the world of business technology. I’ d like to wish you a productive and successful month ahead. Please enjoy this issue and take your time to explore the articles we have prepared for you. See you next time.

Mark Bowen Editorial Director mark. bowen @ intelligentglobalmedia. com

INTELLIGENT TECH CHANNELS 3