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

This month’ s cover story, which can be found on page 15, features Scott Goree, Senior Vice President of Channel and Alliances at Delinea.

He tells us how identity security, Artificial Intelligence and evolving partner ecosystems are reshaping channel strategies, with a stronger focus on collaboration, enablement and long-term partner-led growth.

Goree explains why modern partner programmes should move beyond traditional reseller models to support a wider range of partner capabilities, including managed services, hyperscaler alliances and joint go-tomarket initiatives.

He also highlights the importance of globally consistent programmes with regional flexibility, alongside clear rules of engagement and predictable profitability to build trust. AI-driven, just-in-time enablement is another priority, helping partners access the right training when they need it most during the sales cycle.

Ultimately, Goree believes partners will play a central role in helping customers simplify increasingly complex identity security environments through integrated, platformbased solutions.

Elsewhere, on page 24 we hear how the IT channel is evolving from transactional sales towards long-term advisory relationships built on expertise, recurring services and measurable business outcomes.

Partners that invest in specialist knowledge, Artificial Intelligence governance and continuous customer engagement will be best placed to differentiate themselves and achieve sustainable growth in an increasingly competitive market. We asked industry experts about what tomorrow’ s topperforming channel partners will look like.

We hear from Guy McWilliam, VP, Global Channels at Flexera; Michael Amselem, Chief Revenue Officer at CTERA; Michael Day, Vice President of Global Partner Sales at GoTo; Olly Carter, Senior Channel Sales Director at Forescout Technologies Inc.; Simon Townsend, Senior Vice President of Marketing and Office of the CTO at ControlUp; Matt Cooke, EMEA Cybersecurity Strategist at Proofpoint; Ryan

Davis, Channel Account Manager at CultureAI; Amir Akhtar, Channel Director EMEA at Orca; Stephanie Monaghan, Director, Channel & Alliances, EMEA at Flare; Jon Mead, Founder and CEO of PartnerBridge; and Gal Naor, CEO of StorONE.

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

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