Partner differentors
Compliance and specialisation
Compliance and specialisation
Regulation is shaping the channel more than ever before. GDPR, NIS2, and the EU AI Act in Europe, alongside new data privacy laws in the US, are changing the rules of engagement. Partners that can demonstrate compliance readiness are becoming essential for growth in regulated industries.
But do you know which of your partners are truly regulation-ready? Are you confident in how they represent your brand in sensitive sectors?
Alongside compliance, specialisation is emerging as a defining factor. Partners with deep expertise in finance, healthcare, or public sector environments deliver credibility that generalists cannot match. Customers are seeking trusted advisors, not just resellers.
Without visibility into which partners have genuine vertical depth, vendors risk overlooking the very relationships that could win them the most valuable deals.
Ecosystem assessments that benchmark compliance maturity and specialisation are providing vendors with clarity. This enables targeted recruitment, better investment, and stronger alignment with customer needs.
Ask yourself: how confident are you that you know which of your partners can deliver in regulated markets? Could hidden potential be waiting to be unlocked?
For channel leaders, compliance and specialisation are no longer optional extras, they're competitive differentiators. The vendors that identify, enable, and amplify these partners will not only reduce risk but also capture the markets that matter most.
In 2026, global IT spending is set to exceed US$5.5 trillion, with around 70% delivered or influenced by partners. Yet many vendors still lack the visibility and data needed to manage their Partner ecosystems effectively.
The dynamics of partner ecosystems are undergoing a profound shift. Cloud marketplaces and co-sell motions have evolved from niche experiments into mainstream sales engines, reshaping how technology vendors and partners go to market.
This paper explores how vendors across the Globe can unlock growth by applying assessments, benchmarking, and competitive intelligence to their partner strategies.
70% of all global IT spend is now driven and influenced by channel partners.
Most vendors still lack clear visibility into partner performance, ecosystem overlaps, and real growth opportunities.
With marketplaces, co-sell motions, and SaaS changing how customers buy, building a high-performing channel has never been more complex. Here’s how we help vendors and distributors grow faster by combining AI insight with real execution so you can see partner performance clearly, close gaps, recruit smarter, and invest where it matters most.
As plans are being drawn up to deliver 2026 strategies, the question is simple: do you really know what your partners are doing for you? If you can’t answer with confidence, your biggest opportunity lies in making data the cornerstone of your channel strategy. The good news is you don’t need to wait or build complex systems to get there, it’s available, ready to go, and delivered as a service, complete with SLAs and there’s no additional overhead or infrastructure required.
Artificial intelligence has moved beyond experimentation in the channel as it’s reshaping how partners onboard, sell and support customers.
The channel is experiencing a profound shift because in 2026, four in five enterprises will design and run new digital infrastructure using subscription-based services.
Visibility into partner activity is the key to unlocking marketplace and co-sell advantage.
For many years, partner programmes have been managed with broad tiering systems and static certifications.
Data insight, smart execution, reach
Shift from volume to value
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