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Latest In The Channel Episodes

In The Channel

Outcomes before hardware: Microserve CTO Nigel Brown on AI readiness, tokenomics, and resilience from Dell Technologies World

May 27, 2026
Microserve CTO Nigel Brown was on the floor at Dell Technologies World last week and came away with a practitioner’s take on what the AI announcements really mean for Canadian partners – and the clients who aren’t quite ready for them yet.

In The Channel

Dell moved 10k partners to distribution-led buying – and says they’re growing faster for it

May 21, 2026
Dell’s Anthony Tanoury unpacks the structural shift underway in how Dell goes to market through distribution – including a significant move to distribution-led buying, the promise of deal reg in hours instead of days, and why AI accelerator programs are the most underutilized resource in the channel right now.

In The Channel

The backup is the target: Dell’s Rob Emsley on building a real cyber resilience practice

May 20, 2026
Dell’s director of cyber resilience marketing explains why MSPs need to move beyond basic backup – and what it actually looks like to build a practice that can keep a customer’s business alive.

In The Channel

Dell pre-sales leader on agentic AI, the AI Factory, and 13-to-1 server consolidation

May 19, 2026
From putting an “AI supercomputer” on an SMB desktop to consolidating 13 legacy servers into one, Dell’s Alan Ashby breaks down the practical infrastructure opportunities for partners at Dell Technologies World 2026.

In The Channel

Lenovo’s two Taylors on simplifying the channel, the services shift, and life after Accelerate

May 15, 2026
Fresh off Lenovo 360 Accelerate in Austin, we sat down with Jeff Taylor, global head of partner ecosystems and programs, and Craig Taylor, Canada channel chief, to dig into sweeping changes to Lenovo 360 – including a 92 per cent reduction in active incentives – and what they mean for Canadian partners navigating a services-led future.

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