Agentic AI - the New Era of the IT Channel

The IT channel is standing at the edge of a major transformation. Agentic AI - AI that can take actions, not just provide insights, is poised to fundamentally reshape how technology providers sell, support, and grow their customer base. In this episode, we sit down with Canalys’s channel analyst expert Jay McBain, to unpack what this shift really means for vendors, distributors, MSPs and solution providers. We'll explore how agentic AI could move the industry from reactive, manual revenue motions to fully automated growth engines - where sales teams focus on landing the deal, and AI takes over the rest: identifying expansion opportunities, increasing wallet share, triggering renewals, and orchestrating cross-sell/upsell motions without human intervention.

Key topics:

• Could AI finally make expansion revenue a predictable, scalable cadence for every IT business?
• What opportunities does it create?
• How will agentic AI redefine traditional channel roles and operating models?
• Predictions – how quickly is this shift coming?
• Will agentic AI unlock growth for partners who’ve historically struggled to operationalize their installed base?
• How should channel leaders prepare now?
• What are some potential blockers IT businesses may face?

This is a must-listen episode for anyone in the IT channel looking to understand the next wave of automation and the disruptive potential for those who don’t adapt.

 

ABOUT OUR GUEST SPEAKER
Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. Jay has also held various executive roles with IBM, Lenovo and ChannelEyes over a 28-year career.