The Canalys Forum 2023 Asia Pacific will be held on December 5-7 in Bangkok targeting — channel partners, technology vendors, distributors and solution providers.
The main sponsors of Canalys Forum 2023 Asia Pacific are Dell Technologies, Lenovo, AMD, Microsoft, TrendMicro, Commvault, Hewlett Packard Enterprise (HPE), HP, SonicWall, among others.
During a recent panel discussion at the Canalys Forum 2023 North America, industry partners emphasized the persistent high demand for managed services among customers.
The landscape of managed IT services is undergoing a significant shift as customer demands evolve, and partners seek a new kind of relationship with vendors.
The panel discussion was moderated by Robin Ody, Principal Analyst, MSP Analysis with partner participants such as Agilitec, Pax8 and Solutions II and vendor participants such as Lenovo, Okta, SonicWall.
Industry partners emphasized the persistent high demand for managed services among customers. Despite budget limitations, a broader spectrum of clients now recognize and are willing to invest in the capabilities offered by managed IT providers. Services ranging from consulting for regulatory compliance and cyber insurance to professional expertise in network and cybersecurity design are increasingly sought after. Additionally, there’s a growing need for managed detection and response capabilities, reflecting customers’ increasing reliance on external support.
However, a lingering question prevails regarding the true potential growth of AI in this domain. Some emerging trends highlight partners leveraging AI for internal automation, particularly in improving reporting, such as ticket resolution through PSA tools, to enhance the overall customer experience. Partners expressed eagerness to witness vendors investing in native AI capabilities to augment functionalities across tech stacks and facilitate seamless cross-vendor product integrations.
The advent of tools like Co-Pilot for PCs is anticipated to elevate the necessity for consulting services in 2024 and 2025, accompanied by an increased demand for upgraded devices, especially with the Windows 11 refresh. Despite the projected continued demand for services, partners emphasize the need to demonstrate differentiation and value. Acknowledging the economic challenges customers may face in the coming years, partners aim to strike a balance between flexibility and specialization.
A recent quick poll suggests a potential surge in the number of cybersecurity vendors customers engage with in 2024. Consequently, partners must swiftly adapt their skills to accommodate new tools and vendors in their portfolio.
Partners Call for Evolution in MSP Programs
An overwhelming 69 percent of partners advocate for a dedicated MSP program to enhance their relationship with vendors concerning managed services for end customers. However, partners stress that any proposed program must depart from conventional vendor partner programs. They assert that an MSP program should eliminate restrictions, minimum license requirements, and annual commitments, focusing instead on empowering the partner-customer relationship without artificial constraints imposed by the vendor.
In the realm of managed services, partners assert that value is co-defined by both the partner and the customer, with the vendor playing a secondary role. They emphasize the need for vendors to realign their programs and go-to-market strategies with those of their partners. Partners challenge vendors to avoid complacency, warning that a lack of effort to synchronize strategies could prompt partners to reevaluate their relationships and vendor stacks, potentially leading to changes, although acknowledging that such transitions are neither swift nor straightforward.
The dynamic landscape of managed services underscores the evolving demands of customers, the pivotal role of partnerships, and the imperative for vendors to align with the changing paradigms set by their partners and customers alike.
