EXPERT COLUMN

By Ben Leitch, Digital Content Manager, Intelligent Global Media

In this column, we’ ll be discussing the latest tech trends that are getting everyone talking. If you’ d like to get in touch, email ben. leitch @ intelligentglobalmedia. com

Sustainability, particularly through refurbished IT and circular economy practices, is no longer a nice‐to‐have. It is becoming the defining factor that will separate tomorrow’ s channel leaders from those who risk irrelevance.

The channel community sits at the intersection of vendors, distributors and partners, and it is here that the pressure to act sustainably is most acute. Enterprises are under mounting scrutiny from regulators, investors and customers to demonstrate credible environmental strategies.

They cannot achieve those goals without the co-operation of their technology suppliers. That reality places the channel in a position of both responsibility and opportunity.

Partners who can embed sustainability into their offerings, whether through refurbished hardware, extended lifecycle services or transparent reporting, will not only meet compliance demands but also win loyalty in a market where trust is currency.

Refurbished IT is a particularly powerful lever. For decades, the industry has treated hardware refresh cycles as inevitable, with devices replaced every three to five years regardless of their actual utility.

That model is wasteful, expensive and increasingly indefensible. Certified refurbishment programs from vendors such as Dell, HP and Lenovo are proving that enterprise‐grade equipment can be restored to high standards, often with warranties that rival new products.

Channel partners who embrace these programmes are not simply offering cheaper alternatives; they are positioning themselves as enablers of corporate sustainability strategies. In doing so, they shift the conversation from cost savings to strategic alignment with ESG goals.

The circular economy extends this thinking further. It challenges the linear“ take, make, dispose” model and replaces it with a system where products are designed, used and then reintegrated into the supply chain.

For the channel, this means building services around asset recovery, recycling and resale. It means helping enterprises measure the carbon footprint of their IT consumption and providing credible pathways to reduce it.

Those who dismiss this as peripheral risk miss the fact that sustainability metrics are increasingly tied to procurement decisions. A partner who cannot demonstrate circular practices may soon find themselves excluded from major contracts.

Of course, there are challenges. Refurbished IT requires rigorous quality assurance, transparent certification and a cultural shift among customers who may still equate“ new” with“ better.”

Circular economy models demand investment in logistics, partnerships with recyclers and systems to track and report environmental impact. Yet these hurdles are precisely what creates differentiation. Any partner can resell the latest cloud subscription or endpoint device; but far fewer can build a credible sustainability practice that integrates seamlessly into enterprise procurement. That scarcity is what will define competitive advantage. •

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