Data, Decoded: Introducing Standardized Net Growth and Optimism Indices. To help readers draw clearer conclusions, we’ve introduced two new indices this year that sharpen our understanding of differences by region and channel partner type.
About This Report
TD SYNNEX is pleased to present the fourth annual Direction of Technology report, assessing business outlook, performance, business models, and operational expectations in the IT ecosystem for the next 12 months. This report is based on a survey conducted from May to June 2025 in partnership with Quadrant Strategies, a strategic market research consultancy. This year's edition is our most comprehensive to date, incorporating a record 1,412 channel partners across 40 countries in Asia Pacific and Japan (APJ), Europe, Latin America and the Caribbean (LAC), and North America.
Respondents represent a diverse array of channel partner types. The significant response rate has allowed this year's report to include individual breakouts by channel partner type, providing deeper insights based on specific IT business models. Which of the following best describes your organization?
(1) Australia, Hong Kong, India, Indonesia, Japan, Malaysia, New Zealand, Singapore, Vietnam (2) Austria, Belgium, Czech Republic, Denmark, France, Germany, Ireland, Italy, Luxembourg, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, United Kingdom (3) Antigua and Barbuda, Argentina, Brazil, British Virgin Islands, Cayman Islands, Chile, Colombia, Costa Rica, Ecuador, El Salvador, Guatemala, Mexico, Uruguay (4) United States and Canada
1,412
Total Responses
Asia Pacific & Japan (APJ)1
302
Europe2
486
Latin America & the Caribbean3
212
North America4
412
Professional Services Organizations
333
237
222
183
149
132
156
Hybrid Model
Combining multiple business types
System Integrator (SI)
Independent Software Vendor (ISV)
Value-Added Reseller (VAR)
Managed Service Provider (MSP)
(Cloud Service Provider, Distributor/ Wholesaler, Telecommunication Service Provider, Original Equipment Manufacturer, Other)
Other *not reported on*
Net Optimism Index
This index measures market sentiment for the future
Region Net Optimism Index (baseline = 100)
APJ
Europe
LAC
North America
77
98
116
110
Channel Partner Net Optimism Index (baseline = 100)
ISV
VAR
Professional Services
SI
MSP
106
54
99
105
Baseline = 100
<100 = more pessimistic
>100 = more optimistic
Net Growth Index
This index balances the proportion of partners experiencing positive growth with those facing decline
Region Net Growth Index (baseline = 100)
107
94
90
Channel Partner Net Growth Index (baseline = 100)
120
81
100
95
92
<100 = market decline
>100 = market growth
The path forward is clear.
Build Resilience
Maintain a strong base in core infrastructure and cybersecurity.
Bet on High- Growth Tech
Prioritize AI, analytics, and automation with clear, measurable customer value.
Differentiate Through Specialization
Own a market segment or industry problem and solve it better than anyone else.
Cultivate a Future- Ready Workforce
Move beyond simply closing the skills gap by creating an operating model ready to take advantage of the AI era.
Global Key Findings
Explore
Regional Breakdown
Partner Personas
Tech Priorities
Report Areas
Direction of Technology Net Growth Index by Region.
Net Growth Index (2024-2025) Baseline = 100
Learn More
FIGURE 1
Growth momentum has slowed into 2025, so channel partners need to find a revenue spark.
Source: 4th Annual Direction of Technology Report
2022
81%
7%
9%
2023
11%
77%
75%
20%
5%
2024
66.8%
11.3%
2025
Growth
(Growth between 1% and 10% and growth of more than 10%)
Flat
(Revenue was flat)
Decline
(Decline between 1% and 10% and Decline of more than 10%)
Growth leaders are actively building balanced portfolios, blending fast-growing capabilities like artificial intelligence and data & analytics with resilient core offerings.
The New Winners: Service-Led and Future-Ready
AI is the Foundation for Market Leadership
AI-powered solutions are the core of competitive advantage. Offering advanced solutions like AI-powered cybersecurity or automation will be key.
Cybersecurity is Fundamental, but Still a Battleground
Cybersecurity is a prerequisite for participating in the IT ecosystem, and evolving threats demand continuous innovation. Partners must deliver integrated security architectures with measurable business impact.
Specialization Beats Scale
End users aren’t just buying solutions; they’re buying expertise and trust.
Redesign Your Operating Model for the AI Era
AI is fundamentally changing how work gets done. Partners must be more progressive, predictive, and proactive to take advantage of this new technological era and the future of work.
Macroeconomic Challenges Persist, but Growth is Still Possible
Despite macroeconomic challenges, growth outlook remains positive in most regions. The market will reward companies that combine strategic foresight with operational agility.
The technology industry is moving at a breakneck pace that punishes hesitation and rewards bold, well-informed investments. Direct feedback from over 1,400 technology partners across 40 countries reveals a clear truth: market leaders don’t just follow trends; they’re strategically building capabilities in the right areas, at the right time, and executing with precision.
Executive Summary
Back
Next
Bet on High-Growth Tech
Cultivate a Future-Ready Workforce
Data, Decoded: Introducing Standardized Net Growth and Optimism Indices.
To help readers draw clearer conclusions, we’ve introduced two new indices this year that sharpen our understanding of differences by region and channel partner type.
Total
Asia Pacific & Japan (APJ)
Software Integrator (SI)
4th DoT Report 2025
Full Report
Summary Report
Archive Reports
3rd DoT Report 2024
2nd DoT Report 2023
1st DoT Report 2022
Regional Reports
LATAM
N. America
Brazilian Portuguese
Dutch
English
French
Canadian French
German
Italian
Japanese
LATAM Spanish
Portuguese
Spanish
Vietnamese
Language Selector
Continue the Conversation
Asia Pacific & Japan
Latin America & Caribbean
Independent Software Vendors (ISV)
Professional Service Organizations
Hybrid Business Models
Systems Integrators (SI)
Managed Service Providers (MSP)
Value-Added Resellers (VAR)
Cybersecurity
Artificial Intelligence
IT Services
Modern Infrastructure
Data & Analytics
Endpoint
Sustainability
Service-Led
Specialization
Operating Model
Macroeconomic Challenges
Downloads
This report highlights the key forces shaping the future of technology:
*The remaining 1.9% of respondents selected "don't know" and were not categorized in the chart
Leading the Charge: Winning in a Market Redefined by AI, Services and Specialization
From the rise of AI to the growing demand for services and specialization, each of the six global takeaways reflects a broader market shift that rewards those who lead with strategy and deliver with precision.
Each of the six global takeaways reflects a clear new reality: success in the IT channel hinges on agility, focus, and value creation.
A Market Redefined
Regional Realities
Channel Partners
#1
#2
#3
#4
#5
#6
Coming Soon
High-growth performers this year are distinguished less by what they sell and more by how they operate.
FIGURE 3
Channel partners look to become future-ready.
To drive growth and outpace the competition, organizations are looking to pivot from an over-reliance on traditional hardware resell to a more diverse, technology-adaptive portfolio.
Specifically, to become a growth leader, combine fast-growing capabilities like artificial intelligence and data & analytics with resilient core offerings.
FIGURE 4
Growth leaders have built balanced portfolios that combine fast-growing capabilities like artificial intelligence and data & analytics with resilient core offerings.
The world is very dynamic today, but the technology is also very dynamic. Remaining agile with quick, decisive decisions together as partners will absolutely grow business.
#1 Area of Expertise Channel Partners Look For = Security
FIGURE 5
Partners are increasingly leveraging cloud marketplaces and hyperscaler partnerships to deliver solutions, moving away from direct on-premises management.
Service-led partners pull ahead in the Net Growth Index.
ISVs and Professional Services lead
FIGURE 2
VAR's lag
20.1%
12.8%
38.4%
29.7%
42.2%
34.2%
66.7%
43.2%
34.7%
24.8%
77.3%
47.7%
% who offer and will continue to offer hardware resell in the future
% who look for servers & hardware solutions expertise from IT distributors
AI
Average % who offer solutions and will continue to offer
Average % who do not plan to offer solutions
The market’s focus on foundational technologies remains strong, but a strategic shift to hyperscale infrastructure is underway.
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Product Spotlight: StreamOne® Platform
The Opportunity: Expertise in future-ready technologies is no longer a differentiator; it’s a baseline requirement to compete. Invest in talent and strategic partners to support this shift.
45.7%
16%
52.3%
17%
47.0%
13.8%
55.1%
13.7%
32.1%
22.7%
43.5%
23.2%
36.6%
16.2%
43.0%
21.1%
32.8%
24.4%
45.2%
22.2%
30.1%
35.6%
A MARKET REDEFINED
Hyperscale Infrastructure
25.9%
Darren Grasby, EVP and Chief Sales Officer, AMD
StreamOne® Platform
Average % of others
The Opportunity
Expertise in future-ready technologies is no longer a differentiator; it’s a baseline requirement to compete. Invest in talent and strategic partners to support this shift.
Invest in major growth drivers or collaborate with a partner who can translate AI from a conceptual framework into a confident, scalable operational capability.
Hybrid Models
Offering AI solutions is now the backbone of competitive advantage and expanding advanced solutions like AI-powered automation and security is key moving forward.
I think in terms of innovation and growth, right now our customers are seeing the first opportunity to adopt a truly new solution which is the AI capabilities.
AI is mission-critical.
FIGURE 6
Product Spotlight: Destination AI
The adoption curve is steepening.
FIGURE 7
A major shift is underway. Partners must transition from foundational use cases to more advanced, impactful ones to stay competitive.
FIGURE 8
We knew that we had to get ahead of platform decisions. We needed to learn a new language. TD SYNNEX understood that and they supported it. The market is demanding AI in a really, really big way. But when we started going into the hockey stick curve of AI adoption, our business took off. That collaboration that we have with TD SYNNEX is really the cornerstone of a lot of the success that we've seen. It's allowed a number of innovations across a number of industries
Specifically, AI-powered cybersecurity and AI-driven automation are poised to become the industry’s next major growth drivers.
FIGURE 9
Stan Wysocki, President, Mark III Systems
Overcoming key obstacles is essential to navigate this ongoing transition.
Customer expectations and adoption (e.g., difficulty in translating AI into customer-specific business value) is the top challenge partners face when implementing AI solutions.
Customer skepticism or lack of trust in AI outcomes (e.g., concerns around transparency, accuracy, and control) is the second biggest challenge partners face when implementing AI solutions.
The customer always buys an outcome. The customer does not purchase technology for its own sake. The customer buys a project and outcomes they aim to achieve.
Angelo de Bari, Sales Director, smeup
As AI matures, the market is increasingly focusing on integrated, AI-enabled technologies across security, networking, storage, cloud and more. The evolution of Destination AI requires a holistic approach to AI go-to-market strategies, emphasizing the importance of AI-ready infrastructure, hardware and other high-growth technologies. To navigate this shift, TD SYNNEX has strategically enhanced its global Destination AI™ framework to better support partners’ AI strategies.
Destination AI
We’ve evolved 10 times over 25 years. Destination AI is the next big one, and TD SYNNEX is helping lead us through it. If we don’t do it, we’ll get left behind. But together, we can bring real customer-led events, real examples, and real solutions.
Adam Sprague, CEO, Brummet IT Solutions
"
Mike Johnson, VP of Product Management, Courser
The question was revised in 2025, so the results do not represent a direct year-over-year comparison. Instead, they should be interpreted as directional insights rather than precise tracking
Destination AI Launch
Destination AI Next Phase
High growth performers this year are distinguished less by what they sell and more by how they operate.
AI is the foundation for Market Leadership
AI-powered decision-making and data analytics
Foundational use cases: Leading actual deployment of AI
Personal and optimization Leading adoption of AI intent
AI infrastructure & cloud solutions
AI data management and analysis
AI-powered cybersecurity
AI-driven automation
Recommendation systems (personalized AI-based insights)
AI training and enablement
Already offer this service and will continue to offer(%)
Don’t offer today, but plan to launch this service (%)
Already offer this solution , but plan to stop offering + don’t offer this solution, don’t plan to (%)
Generative AI
Devices (e.g. AI PCs)
Additional use cases: Strong intent to adopt
Integration of AI with cloud-native technologies
Generative AI advancements
Regulatory changes impacting AI adoption
AI-powered devices (e.g., AI PCs)
Ethical AI and bias mitigation
Offering robust cybersecurity is a prerequisite for participating in the IT ecosystem and this widespread adoption is fueling new growth.
FIGURE 10
Product Spotlight: Cyber Range
As a cybersecurity and cyber defense company, our goal is to make the world more cyber secure. TD SYNNEX is, and has always been, a strategic partner for us. We see them as allies and as "parceros" (partners), as we say in Colombia. When I give a client a solution, I feel totally confident because TD SYNNEX have always been at the forefront, always researching new solutions, keeping us in the loop about all the system updates or what's to come and I love that.
Carolina Masso, CEO, Gamma Ingenieros
A virtual environment designed to immerse the student in a real-world customer network that can be used for educational training and for testing response procedures to known or simulated threats. TD SYNNEX is committed to enabling new cybersecurity talent and significantly improving the skills of existing cybersecurity professionals in the partner channel and the end user community.
I'm very optimistic about the IT industry. Cybersecurity is growing exponentially year-on-year.
Wilson Ng, Managing Director, NTC Integration
AI-powered cybersecurity will have the most significant impact on the industry.
Threats are evolving, which demands continuous innovation and vigilance from all partners.
FIGURE 11
Partners must deliver integrated security architectures with measurable business impact.
Focus on cybersecurity and threat responses is the top area of growth for endpoint solutions in the last 2 years.
Advanced endpoint security is the second most prioritized endpoint solution that partners plan to offer in the next 12 months.
Cybersecurity or misconfiguration threats is the #1 challenge when deploying IT infrastructure.
Data quality, governance, security, and privacy concerns is the #1 challenge when implementing data & analytics solutions.
Ensuring endpoint security against evolving threats is the #2 challenge when deploying endpoint solutions.
We’ve had great conversations with the TD SYNNEX team on how to address social engineering and ransomware. You’ve given us training modules and solutions we can take back to customers — and that’s gone a long way in building trust back with them.
Cyber Range
As a cybersecurity and cyber defense company, our goal is to make the world more cyber secure. TD SYNNEX is, and has always been, a strategic partner for us. We see them as allies and as "parceros" (partners), as we say in Colombia. When I give a client a solution, I feel totally confident because TD SYNNEX have always been at the forefront, always researching new solutions, keeping us in the loop about all the system updates or what's to come and I love that"
I'm very optimistic about the IT industry. Cybersecurity is growing exponentially year-on-year"
People first, personalizing second — everything else comes as a result. We just happen to be in the technology business.
Michael Kanan, Chairman, Inacomp
Industry expertise and consultation is the #1 factor that end customers value in a partner.
The market is already moving in this direction. In the next 12 months....
FIGURE 12
Invest in internal capabilities or partner with the right distributor to build specialized capabilities and deliver truly innovative services to customers.
Developing deep vertical solutions that solve specific industry pain points.
We don’t treat our clients as clients — we treat them as partners. To do that, you have to be a thought leader. You can’t commoditize your work like a widget. You have to show up differently, every time.
Dani Lockett, Vice President of Sales Operations, Burwood Group
End users aren’t just buying point solutions; they’re buying expertise and trust.
As an MSP, you're going to a place for expertise, support, and just that knowledge that you need to bridge those gaps is the distribution end of the market, which is where TD SYNNEX works. They simplify what can sometimes be rather complex.
Nicky Saner, Managing Director, Chorus
True differentiation requires a robust strategy.
Building trust through high-touch service and advisory models.
Using service excellence to insulate against margin pressure.
% of channel partners offer or plan to offer
Increasing competition and rapid technological change.
Increasing competition is the #1 challenge partners face when scaling IT operations.
Balancing competitive pricing with profit margins is the #1 challenge partners face when scaling IT services.
Market demand fluctuations and competitive pressure is the #2 challenge partners face when scaling IT services.
Rapid technological change is the #2 challenge partners face when scaling IT operations.
I believe that business is primarily done between people, not only between companies.
Michael Ivellio-Vellin, Senior Advisor, PIT.at
Exceptional customer service is the #2 factor that end customers value in a partner.
People first, personalizing second — everything else comes as a result. We just happen to be in the technology business"
As an MSP, you're going to a place for expertise, support, and just that knowledge that you need to bridge those gaps is the distribution end of the market, which is where TD SYNNEX works. They simplify what can sometimes be rather complex"
Getting in front of key challenges can help ensure partners deliver.
Partners should be more progressive, predictive, and proactive to dig deeper into the future of work. This includes actively redesigning operating models and leveraging strategic partnerships to restructure workflows and build confidence in AI adoption.
The evolution of leadership adaptability.
Customers want us to be everything. If we didn’t have TD SYNNEX with the skill sets and digital tools, we couldn’t do it on our own.
AI is changing how work gets done, transforming company culture, roles, and workflows. Partners have to be ready.
And, additional challenges to be faced include...
Employee empowerment.
Cost-to-serve shifts.
Questions for organizations to ask themselves.
How do humans and AI agents co-create workflows/ decisions?
The challenges are clear.
The skills gap is still front and center, but it’s no longer just about missing capabilities. It’s a proxy for a larger shift: the need to redesign operating models for an AI-enabled future of work.
FIGURE 13
Technology Deployment & Security.
FIGURE 14
Operational & Service Scalability.
FIGURE 15
Workforce/culture adaptation.
Rethink how humans and AI agents can work side-by-side for efficiency.
Reallocate time from freed-up human capacity and automated workflows.
Explain how AI adoption should redesign roles, workflows, and responsibilities.
What does leadership look like in a hybrid human-AI workforce?
How should organizations ensure technology adoption is sticky, not superficial, especially when tech changes every 3-6 months?
The C4 Human Capital Framework
To guide transformation, TD SYNNEX proposes a multi-dimensional model for workforce readiness:
Skills + meta-skills
This framework helps partners move from tactical enablement to strategic transformation.
Product Spotlight: Channel Academy
TD SYNNEX Channel Academy is an online tool that provides a gateway to connect with, and better understand, our extended channel sales community. A free and easily accessible one-stop platform for partners, providing sales individuals with the necessary knowledge and skills required to drive more relevant interactions with their customers and prospects, and sell more effectively.
NA/Global
We are known for being a pioneer, and bringing innovative solutions onto the market. We have been working with TD SYNNEX for over 10 years. The people at TD SYNNEX have the same passion that we do, and are driven by the same energy to pursue business. Together, we can build the kind of relationships that lead to better business, client retention, and many other opportunities, like those offered by the booming technology market.
Cesar Zuluaga, Commercial Director, Comware S.A
Capability
Workflow redesign
Capacity
Adoption readiness
Confidence
Leadership behaviors
Culture
Customers want us to be everything. If we didn’t have TD SYNNEX with the skill sets and digital tools, we couldn’t do it on our own"
Despite macroeconomic challenges, growth outlook remains positive in most regions
FIGURE 17
Challenges When Scaling IT Operations.
FIGURE 21
LAC & North America show stronger optimism post-March 2025
Universal pressures are intensifying everywhere, making strategic clarity non-negotiable.
Macroeconomic Concerns.
FIGURE 22
The Bottom Line
The market is rewarding companies that combine strategic foresight with operational agility. Whether you’re a global giant or a regional specialist, 2026 will not be the year to wait and see. It’s the year to decide where you will lead and move decisively. It’s the year to decide where you will lead and move decisively.
Product Spotlight: PartnerFirst
PartnerFirst is an evolution of the customer digital experience, one that consolidates all TD SYNNEX offerings through a unified global framework, but with local customization, simplifying processes and supporting partners through their journeys. It leverages AI, automation and advanced analytic technology to enhance operations and customer engagement. The PartnerFirst platform includes modern and intuitive commerce features, as well as comprehensive management and renewal dashboards to streamline purchasing, helping channel partners accelerate growth and meet demand for their end user customers.
FIGURE 18
FIGURE 19
FIGURE 20
The survey was conducted during the period of uncertainty around the proposed U.S. tariffs, which may have impacted optimism for the future scores. Net Growth Index (2024-2025) Baseline = 100
APJ partners less optimistic than 2024
Regional Realities Shaping Growth
Each region has distinct dynamics and headwinds. To truly win in the evolving technology landscape, partners must understand and adapt to regional nuances with strategic precision.
Partners lead in high-growth areas like cloud and AI, but a highly competitive market demands strategic clarity and operational agility. To outpace competition, partners must strengthen capabilities in next-gen technologies and deliver integrated, customer-centric solutions.
LAC partners are uniquely positioned for growth, driven by aggressive investment in high-growth areas. There is a strong opportunity to invest in strategic support, specifically around challenge areas like AI integration, to translate enthusiasm into measurable customer value.
European partners’ compliance-driven foundation creates a robust path to future success. Partners must continue to invest in innovative and compliant solutions that can differentiate them in a competitive market.
APJ’s rapid growth presents a strong opportunity for partners to capitalize on a dynamic market. Partners must continue scaling service-based offerings, expand high-growth technologies, and close the skills gap.
Each chapter on Regional Nuances is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a regional perspective. Sections should be reviewed alongside the global findings to give you a complete picture of what is most relevant to channel partners in each market.
Asia Pacific and Japan Nuances: The Opportunity to Scale for Growth
REGIONAL REALITIES SHAPING GROWTH
APJ remains one of the fastest-growing regions in the world, despite slower growth momentum in 2025.
FIGURE 23
Due to intensifying competition and a heightened sensitivity to macroeconomic conditions, optimism for the -future is low.
The survey was conducted during the period of uncertainty around the Liberation Day tariffs, which may have impacted optimism for the future scores.
Challenge when scaling IT services = “increasing competition"
50.7% of APJ channel partners cite “increasing competition” as their top challenge when scaling IT operations (compared to 47.9% globally)
Macroeconomic concern = “increasing market competition"
83.4% of APJ channel partners are concerned about “increased market competition” (compared to 74.9% globally)
Macroeconomic Concerns: APJ v. Global Average. Highlight APJ.
FIGURE 24
The future of growth is defined by three clear imperatives.
Continue scaling foundational offerings.
Partners already show strong focus on foundational offerings like hardware and software resell.
FIGURE 25
*69.0% of Japanese partners offer or plan to offer devices (e.g., AI PCs) **32.8% of Japanese partners offer endpoint devices in the next 12 months
Explore Partner Breakdown
And, there’s a clear path forward to grow higher-value services.
FIGURE 27
There’s also a lot of opportunity to expand high-growth technologies. The upside is tremendous – high growth technologies are linked to more sustained growth.
FIGURE 28
AI Specific areas include:
Challenge when implementing AI, data & analytics, or cybersecurity solutions = “skills gap”
APJ leaders should leverage partnership support, continue scaling foundational offerings, expand high-growth technologies, and proactively close the skills gap to best foster positive growth and competitive advantage into the future.
Partner Spotlight: Wysetek
My conversation with Tech Data is always, ‘What new, what more exciting are you getting to the table?’ Which is good. I want to simplify technologies. They simplify, making sure that we can go and sell technologies to the customer. That's where Wysetek and Tech Data combine together to showcase the right solution to the customer.
Cherian Thomas, Co-Founder, Wysetek Systems Technologists
52.0% of APJ channel partners say “talent shortage/skills gap” is their biggest challenge when implementing AI solutions.
Data & analytics: 49.7% of APJ channel partners say “skills gap and expertise limitations” is their biggest challenge when implementing data & analytics solutions.
Cybersecurity: 48% of APJ channel partners say “skills gap and expertise limitations” is their biggest challenge when deploying, developing, or maintaining cybersecurity solutions.
Challenge when scaling IT services = “talent recruitment and retention”
41.7% of APJ channel partners cite “talent recruitment and retention” as their top challenge when scaling IT operations (compared to 34.7% globally).
Macroeconomic concern = “difficult in hiring or retaining talent”
79.8% of APJ channel partners are concerned about “difficulty in hiring or retaining talent” (compared to 68.8% globally).
Amid a fast-evolving and highly competitive landscape in an era of complex digital transformation underpinned by the GenAI revolution, the key concerns for partners include economic conditions that include inflation, rising costs, and interest rates and difficulty in hiring talent.
Product Spotlight: Tech Data Solutions
Tech Data Center of Excellence (CoE) Tech Data’s CoE simplifies the complexity of building and delivering complete solutions to technology partners. As trusted advisors on solutions aggregation, we extend support and absorb the complexity from ideation to execution, freeing up partners to focus on what they do best. The CoE is built on four core pillars: an adaptive regional approach, a simplified solutions aggregation model, enablement tools, resources and platforms, and subject-matter experts to serve as trusted advisors for high-growth technologies.
Tech Data Practice Builder Our market enablement efforts are offered through both a digital and hybrid Practice Builder - training that caters to a wide audience, but is customized for high-growth technologies and our partners’ specific needs. Our range of Practice Builder programs provides channel partners with essential tools, resources and people to expand business capabilities. We take a holistic approach to training, whether it be strategy planning, certifications, sales readiness or marketing efforts.
Tech Data Capital Cutting-edge technology should be accessible to all organizations without financial restraints. Our goal is to empower businesses to innovate without the burden of upfront costs. With more modern businesses relying on flexible payment options for IT investments, Tech Data Capital is committed to turning IT dreams into reality. Tech Data Capital is designed to seamlessly integrate with your sales process, preserve your credit line, and serve as a one-stop-shop for products and payment solutions.
Cybersecurity: Key differences APJ v. Global
Already offer this service and will continue to offer, plus don’t offer today, but plan to launch this service
Data & Analytics: Key differences APJ v. Global
Expand high- growth technologies.
Proactively close the skills gap.
Japan
India
Singapore
Proactively closing the skills gap will be integral to enable innovation, efficiency, and growth.
83.4% of APJ channel partners are concerned about “increased market competition” (compared to 74.9% globally).
Challenge when scaling IT services =“increasing competition"
50.7% of APJ channel partners cite “increasing competition” as their top challenge when scaling IT operations (compared to 47.9% globally) .
Strong intent in hardware resell & endpoint devices in the next 12 months
71.6% offer or plan to offer hardware resell 68.7% offer or plan to offer devices (e.g., AI PCs) 32.8% plan to offer endpoint devices
Strong intent in AI and data management in the next 12 months
87.3% offer or plan to offer AI infrastructure & cloud solutions 85.9% offer or plan to offer generative AI 83.1% offer or plan to offer data management and infrastructure
Strong intent in advanced services, analytics, and security in the next 12 months
90.6% offer or plan to offer managed services 88.7% offer or plan to offer hybrid infrastructure 81.1% offer or plan to offer AI-powered cybersecurity 81.1% offer or plan to offer data management and infrastructure 75.5% offer or plan to offer business intelligence and visualization platforms 90.6% offer or plan to offer network and infrastructure and security 88.7% offer or plan to offer security monitoring and incident response
The outlook in APJ remains positive, with significant opportunities in high-growth technologies. AI, cybersecurity, and data and analytics are driving change across the ecosystem, and partners are investing to ensure these technologies are available to meet customer demand. Navigating this landscape involves many moving parts, and partners need a distributor who not only simplifies complexity and accelerates go-to-market, but also orchestrates these elements seamlessly to deliver tailored solutions for today’s challenges. As a value-added distributor with an end-to-end portfolio, our solutions, platforms, and capabilities empower partners to scale with agility and capture growth.
Jaideep Malhotra, President, TD SYNNEX Asia Pacific & Japan
FIGURE 29
FIGURE 30
Partner Breakdown.
FIGURE 26
Future-Defining Technology Priorities
The IT channel partner ecosystem is at a pivotal inflection point. The traditional lines between partner profiles are blurring, creating new opportunities for diversification and growth.
The outlook in APJ remains positive, with significant opportunities in high-growth technologies. AI, cybersecurity, and data and analytics are driving change across the ecosystem, and partners are investing to ensure these technologies are available to meet customer demand. Navigating this landscape involves many moving parts, and partners need a distributor who not only simplifies complexity and accelerates go-to-market, but also orchestrates these elements seamlessly to deliver tailored solutions for today’s challenges. As a value-added distributor with an end-to-end portfolio, our solutions, platforms, and capabilities empower partners to scale with agility and capture growth"
This chapter on APJ Regional Nuances is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a regional perspective. This should be reviewed alongside the global findings to give you a complete picture of what is most relevant to channel partners in each market.
Europe Nuances: Building a Resilient, Compliance-Driven Foundation
Growth momentum has slowed in 2025 compared to 2024.
FIGURE 31
However, this is not cause for concern
European partners have neutral optimism for the future, driven by three key areas.
Lower macroeconomic concerns.
FIGURE 32
Europe’s strategic focus on quality and compliance is a long-term advantage. The opportunity for partners is to leverage this foundation by continuing to invest in innovative and compliant solutions that can differentiate them in a competitive market.
Partner Spotlight: Insight
We may be able to automate things, digitise things, but it's rooted in people having figured out how to make that happen and people putting the effort in to speed things up so that we can go and do something else. There are touchpoints, hundreds actually of touchpoints in EMEA alone between Insight and TD SYNNEX, and all of those are personal
Gill Holloway, Vice President of Partnerships, Insight
Europe’s Net Optimism Index following March 2025: 98 (compared to an average of 100).
2. High transformation readiness (% who currently offer or plan to offer).
FIGURE 33
3. High adoption in key technology areas.
FIGURE 34
This chapter on Europe Regional Nuances is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a regional perspective. This should be reviewed alongside the global findings to give you a complete picture of what is most relevant to channel partners in each market.
Latin America and the Caribbean Nuances: Optimism and Promise of Growth
LAC’s growth is moderate in 2025, but partners are highly optimistic about the future.
FIGURE 35
LAC’s Net Optimism Index following March 2025: 116 (compared to an average of 100).
LAC partners are uniquely positioned for growth. There is a strong opportunity to invest in strategic support, specifically around challenge areas like AI integration, to translate enthusiasm into measurable customer value.
This forward-looking sentiment is caused by an aggressive investment in high-growth areas.
Despite persistent macroeconomic and political challenges in Latin America, demand for digital transformation and innovative IT solutions remains a powerful business growth driver. Our partners are demonstrating remarkable optimism for the future, driven by the dynamic solutions they bring to the market. The fact that much of our technology portfolio in LAC is concentrated in high-growth segments, gives us a solid foundation to seize emerging opportunities and amplifies the optimism our partners already feel about the region’s outlook. This significant emphasis on Advanced Solutions and aggressive investments in high-growth areas such as AI, cybersecurity, cloud and modern infrastructure, are creating new pathways for innovation. This momentum reflects not only confidence in today’s opportunities but also a determination to build the capabilities that will define the future. We take great pride in working alongside our partners on this exciting journey. Together, we are ready to shape the future and achieve extraordinary success.
Otavio Lazarini, President, LAC
FIGURE 37
34.0% of LAC partners think AI will be business critical, compared to 23.8% global average.
FIGURE 38
Over ⅓ of LAC channel partners cite AI integration while scaling IT operations is a key concern compared to a global average of 28.0%.
FIGURE 39
Innovation Center Facing two highly complex projects that required advanced product demonstrations and integration with third-party solutions, we needed significant investment in time, resources, and infrastructure. The TD SYNNEX Innovation Center: a true Data Center blending on-premise and cloud environments, was a game changer. It provided hands-on access to integrated solutions from leading vendors, as well as a collaborative space designed to foster technical expertise and business growth. With support from skilled professionals, we were able to seamlessly integrate Netscout’s security and observability solutions, accelerate project timelines, reduce costs, and deliver real value to our clients. Cristiano Diniz, Pre-Sales Engineer, Netscout
Partner Testimony
Making IT Personal TD SYNNEX has become an essential extension of our team at Intelligent Networks, supporting us in every aspect, from financing and marketing to strategy and professional services. Their commitment and close partnership have enabled us to deliver secure, innovative solutions to our clients, accelerate project delivery, and confidently tackle even the largest opportunities. With TD SYNNEX by our side, we not only achieve business growth and leadership in cybersecurity, but also gain the trust and peace of mind to focus on what matters most: delivering excellence to our clients and balance in our lives. Jazmín Liñán, Commercial Director, Intelligent Networks
Solutions Highlight
Destination AI TD SYNNEX Destination AI continues to empower partners across Latin America by offering a comprehensive suite of AI services, resources, and specialized training. The program is designed to help business partners gain a competitive edge through access to expert guidance, tailored solutions, and ongoing support from a dedicated team of AI specialists in the region. As the AI market evolves, TD SYNNEX remains committed to providing the tools and expertise needed for partners to differentiate themselves and seize new opportunities. While the latest phase of Destination AI, including advanced methodologies and tools, has recently been announced for North America, partners in Latin America benefit from a robust foundation of resources and regional expertise that supports their growth and innovation in AI. For more information about Destination AI in Latin America, please visit Destination AI Latin America.
Cybersecurity Practice TD SYNNEX has launched its Cybersecurity Practice for Latin America and the Caribbean, a strategic initiative designed to accelerate the adoption of advanced security solutions among partners in the region. This program delivers personalized support throughout the entire cybersecurity journey, backed by a dedicated team of over 250 experts—including business managers, business development managers, and pre- and post-sales engineers. Partners gain access to robust security and compliance frameworks, predictable as-a-service cost models, and the most comprehensive portfolio of security solutions and services in the market. The Cybersecurity Practice enables agile delivery of solutions for multicloud and hybrid environments, addresses expanding IT and OT attack surfaces, and provides insights to anticipate emerging threats, including those driven by AI. With deep expertise in protecting devices, applications, networks, data, and users, TD SYNNEX empowers partners to evolve their business models and deliver integrated, high-growth security offerings. Through the Practice Builder methodology, partners receive the essential tools, knowledge, and industry relationships needed to capitalize on market opportunities and create long-term value for their customers.
Center of Excellence (CoE) Driving cloud growth, innovation, and accelerating partner transformation and success across LAC region.
Having support during the sales cycle
Training with specialists
Executing projects with excellence
Co-creating solutions and position them in the market
Ensuring support in generating demand
Capability Leadership: Build advanced competencies and certifications to position TD SYNNEX as a trusted authority in cloud transformation.
Organizing events with the ecosystem
Planning market campaigns
FIGURE 36
This chapter on LAC Regional Nuances is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a regional perspective. This should be reviewed alongside the global findings to give you a complete picture of what is most relevant to channel partners in each market.
LAC partners have a unique challenges profile. They appear less concerned about talent recruitment and the skills gaps
LAC priorities vs. the global average
North America Nuances: Driving Strong Growth in Fierce Competition
North America shows strong growth and high optimism.
FIGURE 40
North America’s Net Optimism Index following March 2025: 110 (compared to an average of 100).
North America’s fiercely competitive market rewards those who can deliver integrated, high-value solutions. There’s a clear opportunity to outpace competition and mitigate operational challenges by strengthening capabilities in next-gen technologies and delivering customer-centric solutions.
However, an increase in revenue decline since last year signals a highly competitive market where strategic clarity is crucial.
Product Spotlight
Partner Loyalty Program An initiative designed to boost and reward partner ecosystem engagement and incentivize sustained growth by connecting partners with specialized resources, sales support and skills-building opportunities. It is now available at no additional fee to eligible partners prioritizing growth and leveraging TD SYNNEX’s Advanced Solutions portfolio, consisting of AI, modern infrastructure, security, cloud and analytics solutions, and will expand to other partner types later this year.
Success in this market is driven by a clear focus on cloud, high-value services, and foundational infrastructure.
FIGURE 41
Specifically, partners are aggressively investing in next-generation technologies and expertise.
Cybersecurity: Partners already offer or will offer in the next 12 months …
FIGURE 42
Data & Analytics: Partners already offer or look to offer…
FIGURE 43
Endpoint: Partners already offer or will offer in the next 12 months …
FIGURE 44
AI: Partners recognize that the following services will have the greatest impact on their industry.
FIGURE 45
And, customer service and user experience are becoming increasingly important differentiators.
Most important factor when selecting an IT distributor = customer service
46.8% NA partners ranked #1-3 compared to 38.5% globally
Area of importance for end uses = exceptional customer service
53.2% NA partners ranked #1-3 compared to 46.5% globally
North American partners reported an increase in focusing on user experience and accessibility features in endpoint solutions.
FIGURE 46
Getting ahead of distinct operational challenges will be key for North American partners.
Macroeconomic concerns.
FIGURE 47
Challenges when...
FIGURE 48
Distributor partnership can bridge gaps in critical areas partners need, like hyperscale infrastructure and cloud connectivity.
Distinct differences in areas of expertise needed from an IT distributor in North America compared to the global average.
FIGURE 49
Courser When Courser needed someone in their corner to help small businesses tap into the power of AI, TD SYNNEX stepped up. Now, Courser is moving faster and smarter with a team that's built for enablement. “StreamOne was one of the key things. Having that extra benefit of a platform that's available to me that we're not responsible to maintain and provides the same level of value for a customer being able to log in and self-service—that is a huge win for us.”
Hear from Mike Johnson, VP of Product Management at Courser, on how the StreamOne platform, training, and expert support are fueling their next chapter with confidence.
PartnerLINK Program PartnerLINK keeps you future-ready on your growth journey with partner-led communities that link you to exclusive benefits, enablement, access, incentives, market intelligence and specialized support. Whether you’re driving high-growth technologies or expanding and refreshing infrastructure while offering services, PartnerLINK unlocks opportunities and capabilities to strengthen, empower and boost growth. TD SYNNEX’s partner-centric approach links highly engaged partners with innovative market leaders to build collaborative and knowledgeable community networks.
PartnerLINK has 700 partners, and those within it see 24% more revenue growth than those outside. It’s extraordinary enablement and executive exposure
We don’t look at it as a standard distributor relationship — you all are just an extension of our team. We treat it as such
Steve Hull, President and Co-Founder, Westwind Computer Products
Data management & infrastructure
Scaling IT operations
This chapter on North America Regional Nuances is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a regional perspective. This should be reviewed alongside the global findings to give you a complete picture of what is most relevant to channel partners in each market.
Channel Partner Profiles
Each chapter on IT channel partners is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a company type perspective. Sections should be reviewed alongside the global findings to give you a complete picture of what is most relevant to each partner type.
Independent Software Vendors (ISVs)
System Integrators (SI)
Partners who are proactive and adaptive to new technologies are experiencing robust growth.
Organizations with business models rooted primarily in older technologies and hardware resell are facing more challenges and slower growth.
Success in this evolving market hinges on embracing next-generation technologies, addressing key customer demands, and strategically managing talent and operational challenges.
FIGURE 50
Leading the Charge: Winning in Market Redefined by AI, Services and Specialization
CHANNEL PARTNER PROFILES
ISVs are leading the market.
Net Growth Index 120
Net Optimism Index 106
This success is largely driven by the demand for software solutions and their swift adoption of emerging technologies.
FIGURE 51
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from an ISV perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant.
Despite strong growth, ISVs face significant hurdles.
FIGURE 52
Continuing to advance capabilities and solidify partnerships that provide the necessary expertise and support to scale operations is a critical next step.
FIGURE 53
Product Spotlight: ISV Solutions Factory
Tech Data's ISV Solutions Factory is a commercial offering and partnership-building framework. It's designed to tap into the ISV market and generate new revenue streams by accelerating their cloud adoption journey and expanding their partner ecosystem.
Professional Services firms are excelling.
Net Growth Index 110
Net Optimism Index 116
Professional services are positioned for growth. To capitalize, there is a strong opportunity to invest in strategic support, specifically around AI integration and data analytics.
FIGURE 54
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a Professional Services perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant..
Their positive trajectory is a direct result of the rising demand for specialized expertise and tailored solutions.
factor professional services customers look for in a partner = “industry expertise and consultation”
factor professional services customers look for in a partner = “exceptional customer service”
factor professional services customers look for in a partner = “professional services”
Hybrid models are experiencing average growth and optimism.
Net Growth Index 100
Net Optimism Index 99
This neutrality stems from market resilience that comes from diversified capabilities and business lines. As such, hybrid businesses are least concerned about macroeconomic challenges.
FIGURE 55
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a Hybrid Business Model perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant.
A key strategic next step = preparing for next-generation technology.
40.9% of hybrid business models are planning to launch AI infrastructure and cloud capabilities.
compared to 33.4% global average.
Hybrid businesses must proactively mitigate customer skepticism to ensure smooth scaling of this tech. Customer skepticism is the top challenge when implementing AI solutions.
for 52.7% of hybrid business models, and 43.1% global average.
System integrators are facing some headwinds, but feel relatively optimistic about the future.
Net Growth Index 95
Net Optimism Index 105
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from an SI perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant.
The next steps include:
FIGURE 56
In response to market pressure, they’re shifting priorities to services that provide them with greater control and operational flexibility.
15.8%
of SIs are planning to launch cloud hosting and services, compared to a 11.0% global average.
MSPs are facing intense competitive challenges.
Net Growth Index 92
Net Optimism Index 95
In response, they are actively investing in cloud solutions and hyperscale infrastructure to keep pace with peers.
FIGURE 58
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from an MSP perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant.
56.3% of MSPs cite increasing competition as their top concern when scaling IT operations, compared to 47.9% globally.
But simply keeping pace will not be enough. MSPs need to invest in high-growth technologies and differentiated solutions to gain a competitive edge.
FIGURE 59
Product Spotlight: MSP Evolve
MSP Evolve features a range of support, services, solutions and training programs to help streamline processes and provide cost-effective IT support to clients, including features within the global TD SYNNEX StreamOne® Cloud Platform. The platform enables the end-to-end digital journey of MSPs, accounting for how they acquire, integrate, purchase, manage, and bill solutions for their customers. StreamOne® provides its users with the ability to integrate best-of-breed tools via its open API architecture, including the newly enhanced PSA Connectors for ConnectWise and Autotask featuring automatic billing reconciliation. Other StreamOne® capabilities to help MSPs optimize and scale their cloud business include IaaS optimization tools, white label storefronts, access to real-time subscription and consumption data and StreamOne® MSP Ready Solutions.
MSP Evolve
StreamOne® MSP
French Canadian
TD SYNNEX Newsroom
FIGURE 57
Value Added Resellers (VAR)
VARs are the most challenged partner segment.
Net Growth Index 81
Net Optimism Index 54
Heavy reliance on hardware resell.
FIGURE 60
This chapter is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a VAR perspective. The section should be reviewed alongside the global findings to give you a complete picture of what is most relevant.
This decline is largely attributed to:
Notable lag in offering high-growth technologies.
FIGURE 61
To reverse this trajectory, VARs must pivot from traditional hardware models to a more diverse, tech-adaptive portfolio, aligning with the priorities of more successful partners.
This section presents global findings, aggregating partner insights on current offerings, future plans, and domain-specific challenges. Unless otherwise noted, these insights are consistent across all geographic markets.
Artificial Intelligence (AI)
Endpoint Devices
#7
While cybersecurity is a relatively mature market for partners, success will depend on the ability to address increasingly complex challenges and the industry-wide skills gap.
Cybersecurity is foundational to IT strategy, and partners are already highly engaged in the space.
FIGURE 62
But the nature of threats is rapidly evolving, demanding a shift from basic offerings to more sophisticated solutions.
FIGURE 63
We are in an era of very large challenges, of very big changes. To address it, systems and processes may be important, but people advance technology even further
Alessandro Ballerio, CEO, Elmec Informatica
Data breaches:
North America: 52.2% [#1 challenge in North America] Europe: 38.7% APJ: 38.4% LAC: 34.4%
Skills gap and expertise limitations:
North America: 38.6% Europe: 37.9% APJ: 48.0% [#1 challenge in APJ] LAC: 32.5%
AI is mission-critical, but the challenge now is to move beyond foundational offerings. Partners must focus on demonstrating practical outcomes and building trust with customers to unlock the technology’s full potential.
AI adoption is essential to stay competitive.
FIGURE 64
FIGURE 66
FIGURE 67
Secondary challenges include:
FIGURE 68
Product Spotlight: Innovation Studio
The Innovation Studio is a dynamic space that supports digital and business transformation by connecting TD SYNNEX partners with advancing technologies like AI, data, automation and hybrid cloud in a hands-on environment. With a dedicated space for partners to explore and demo IBM solutions, such as watsonx, with their customers, TD SYNNEX simplifies access to new technologies and provides comprehensive support pre- and post-sale.
The AI landscape is rapidly maturing.
FIGURE 65
Talent shortage and skills gap:
APJ: 52.0% [#1 challenge] LAC: 43.9% North America: 40.3% Europe: 38.7%
The next phase of adoption hinges on the ability to demonstrate real-world value and overcome skepticism.
Customer expectation and adoption
44.6% say this is a big challenge
Customer skepticism or lack of trust in AI outcomes
43.1% say this is a big challenge
Services, particularly managed services, are the future. Partners must continue to expand their service portfolios and address operational challenges to sustain growth moving forward.
FIGURE 69
We couldn’t have done it alone. TD SYNNEX brought finance, integration facilities, and subject matter specialists to the table. Even conservative finance folks took a leap of faith on us — trusting a small reseller with $100 million. That trust was everything
Managed services, specifically, are surging ahead.
FIGURE 70
Channel partners will need to stay ahead of operational challenges to succeed.
FIGURE 71
No two deals are the same, so at TD SYNNEX Capital and Tech Data Capital in APJ we offer a complete portfolio of solutions to accommodate any budget need. Here are just a few of our offerings:
Product Spotlight: TD SYNNEX Capital
Amplify is a TD SYNNEX Capital credit program that allows partners to pick their own net terms on eligible orders to address the needs of end users while reducing reliance on outside finance companies. Amplify includes extended payment terms, common due dates and a self-service portal to help partners manage payments. Enjoy:
Product Spotlight: TD SYNNEX Capital Amplify
An example would be clients who are budget challenged. We’ve been able to extend net terms almost instantaneously, and we’ve leveraged TD SYNNEX Capital more in the last couple of years than in the previous 25
There are situations where we need to access external resources. TD SYNNEX provides us with these resources—whether it’s access to manufacturers, financing services, or most importantly, post-sales services, everything that has to do with installations. We’re growing and we want to continue to grow. It is very important to have a strong partner like TD SYNNEX at our side
Christoph Hesse, Sales Director, Erik Sterck GmbH
Skills gap and workforce scalability challenges:
North America: 39.1% Europe: 38.1% APJ: 47.0% [#2 challenge] LAC: 41.0%
Pace of digital transformation and technology adoption
North America: 44.4% Europe: 34.2% APJ: 36.8% LAC: 34.0%
100% Software and Services Financing
Installment Payment Agreements
Consumption-Based Financing
Solutions for Managed Service Providers
Private Label including Embedded Terms (*not available in APJ)
Subscription Financing (as-a-service)
Early payment incentives
Ability to better align your terms with your end user
Pick payment terms for each opportunity
Options to match or exceed existing flooring relationship lines, credit and payment terms
Channel partners are continuing to pivot from hardware resell to a service-centric model.
The question was revised in 2025, so the results do not represent a direct year-over-year comparison. Instead, they should be interpreted as directional insights rather than precise tracking.
An example would be clients who are budget challenged. We’ve been able to extend net terms almost instantaneously, and we’ve leveraged TD SYNNEX Capital more in the last couple of years than in the previous 25"
With cloud and hybrid solutions dominating the market, partners must focus on elevating capabilities and addressing key deployment challenges to stand out.
Core infrastructure stability and digital protection are essential for all partners.
FIGURE 72
Product Spotlight: Cloud Labs
Additional Cloud Labs features and benefits include:
Cloud Labs serves as a simulated production environment, enabling vendors and partners within the IT channel to bring products to market faster and at scale through showcasing product features and services seamlessly to end users. Vendors are empowered with the flexibility to stand up the environment through any of the leading cloud providers.
Provides flexibility and adaptability to virtual PoC and product demonstration processes.
Shortens sales cycles, saving hours of time, and increasing ROI.
Eliminates the need for costly lab environments and infrastructure management, reducing resources needed for support and maintenance.
Enables vendors to create even the most complicated PoC environments with just a few clicks.
Vendors pay only for the resources used, optimizing cost-effectiveness.
Proactively addressing technical and security concerns with the deployment of infrastructure is crucial.
FIGURE 73
Cost Efficiency
Cloud Scalability
Time Savings
Ease of Use
Pay-Per-Use Model
Cloud and hybrid hosting solutions dominate over traditional on-premises infrastructure. Channel partners must invest in cloud and hybrid environments or turn to a distributor with trusted relationships with the major hyperscalers and cloud service providers.
Skills gap and challenges in partner enablement:
North America: 36.7% Europe: 30.0% APJ: 33.1% LAC: 27.8%
Scalability limitations:
North America: 36.9% Europe: 24.9% APJ: 25.5% LAC: 26.4%
Vendor Go-To- Market Efforts
Accelerate Go-to- Market Success
Questions for organizations to ask themselves:
Data solutions are evolving alongside the broader technology landscape. There is a clear strategic intent to move toward more advanced capabilities.
FIGURE 74
Partners must move beyond basic services to more advanced solutions. Overcoming persistent challenges in data quality and integration will be key to delivering tangible value to customers.
Key challenges include:
FIGURE 75
Product Spotlight: Digital Bridge
Digital Bridge streamlines how thousands of TD SYNNEX partners—from emerging MSPs to enterprise customers—connect, automate and grow. Pre-built connectors and enterprise-grade APIs surface live pricing, inventory, and order workflows inside the systems you already rely on.
Digital Bridge
Product Spotlight: Cloud Competency Center
The center is dedicated to support registered TD SYNNEX partners–including resellers, software developers, and integrators– rather than serving end customers directly. One of 3C’s primary objectives is to collaborate with partners to deliver high-quality solutions to the market. The center provides partners with technical support to develop their cloud capabilities, as well as services related to migration, FinOps, governance (Control Tower), Data Lake, analytics, and generative AI.
Its offerings include:
Failure is not a problem. In fact, don't be afraid of it. We aim for success and ask, "How do I achieve success?" It's interesting to see what works, we refine it, stay focused, and learn from what works to repeat it
Sacha Rosenthal, Founder and CEO, XEFI
Data quality, governance, security, and privacy concerns:
APJ: 48.0% [#2 challenge in APJ] Europe: 45.9% [#1 challenge in Europe] LAC: 42.0% North America: 38.1%
Skills gap and expertise limitations
APJ: 49.7% [#1 challenge in APJ] Europe: 37.7% LAC: 34.4% North America: 42.0%
Technical limitations (functionality, performance, scalability)
APJ: 42.4% Europe: 35.0% LAC: 38.7% North America: 45.6% [#1 challenge in North America]
Managed services (MSP)
Consulting services and cloud solutions deployment
Rapid projects with defined
Cost optimization (FinOps)
Mentoring for ISVs and support for publishing on the AWS Marketplace
Support for AWS programs (MAP, OLA, etc.)
Integration Gap
The endpoint market is becoming more complex. Partners must focus on integration, security, and a consistent user experience while managing the high costs of technology refreshes.
Channel partners are investing across the broad spectrum of endpoint solutions.
FIGURE 76
Endpoint management and advanced endpoint security are poised to become the industry’s next major growth drivers.
FIGURE 77
Over ⅓ of IT channel partners deal with the following top 3 challenges in implementing endpoint.
FIGURE 78
Cost is the biggest barrier to technology refreshes.
FIGURE 79
Additional challenges include:
FIGURE 80
At least one-quarter, predominantly those in North America, Europe, and APJ, plan to offer AI-powered PCs within the next 12 months.
54.1% of North American partners show intent to offer AI-powered endpoint monitoring and analytics in the next 12 months.
While a low overall priority, specific sustainability areas are gaining traction. Partners can differentiate themselves by specializing in initiatives that are already on their radar, such as social sustainability or regulatory compliance.
Sustainability is a lower strategic priority for channel partners in 2025.
FIGURE 81
Partners are focused on sustainability in other ways.
FIGURE 82
I believe the strongest organizations and those that are going to thrive for many years to come are those that put sustainability at the forefront strategy
Alastair Wynn, Business Transformation Director, Softcat
North America: 42.5% Europe: 39.7% APJ: 42.4% LAC: 41.0%
North America: 44.7% Europe: 39.1% APJ: 32.8% LAC: 42.5%
North America: 32.3% Europe: 36.6% APJ: 30.1% LAC: 37.3%
North America: 28.6% Europe: 27.2% APJ: 33.4% LAC: 28.3%
North America: 26.5% Europe: 32.3% APJ: 27.8% LAC: 27.8%
North America: 34.7% Europe: 29.2% APJ: 14.9% LAC: 22.2%
North America: 26.0% Europe: 28.8% APJ: 21.5% LAC: 25.0%
North America: 20.4% Europe: 25.5% APJ: 29.5% LAC: 23.1%
North America: 21.8% Europe: 25.5% APJ: 22.2% LAC: 23.6%
Sustainability initiatives in tech rank 15/25 for areas of expertise most important in an IT distributor.
To continue the conversation, visit the TD SYNNEX Newsroom for deeper insights.
There you’ll find the latest stories, thought leadership, and updates on everything from industry trends and partner success to innovation shaping the future of technology.
Each chapter on IT Channel Partners is designed as a companion to the main DoT Global Report, providing additional context to help you understand the technology landscape from a company type perspective. Sections should be reviewed alongside the global findings to give you a complete picture of what is most relevant to each partner type.
