FEATURE CHANNEL PARTNERSHIPS
Infrastructure is also being reshaped through distribution. TD SYNNEX’ s agreement with Arista Networks extends access to advanced networking solutions across Europe, particularly in AI and data centre environments.
As AI workloads continue to grow, networking is becoming a critical component of the overall solution stack.
Distributors are well positioned to help partners bundle networking with compute, storage and security, creating more comprehensive offerings for end users.
This shift reflects a broader move towards solution-based selling, where partners deliver integrated outcomes rather than individual products.
The importance of distribution is further reinforced by Gcore’ s partnership with TD SYNNEX, which focuses on expanding access to high-performance AI software across Europe.
Although slightly earlier than some of the other announcements, it supports the same narrative: distributors are playing a central role in bringing AI capabilities to a wider partner ecosystem.
By working with a specialist distributor, DataGuard is enabling partners to package compliance as a service, creating new opportunities for long-term customer engagement.
This is particularly relevant as demand grows for sovereign and high-performance AI infrastructure in the region.
Another emerging theme is financial governance in the AI era. Mavvrik’ s distribution agreement with Ingram Micro introduces a new category of opportunity for partners: cost governance.
The platform enables partners to help customers manage spending across cloud, SaaS and AI environments, either through resale or managed services.
As organisations grapple with the rising costs associated with AI workloads, this type of offering is likely to become increasingly valuable.
For partners, it represents a chance to move into advisory and optimisation services, further strengthening customer relationships.
Taken together, these announcements illustrate a fundamental shift in the role of distribution within the channel.
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