AI has quickly moved from an abstract talking point to a real strategic priority for managed service providers. But while enthusiasm is high, readiness — and results — are far more uneven.

In this episode, I’m joined by Mike DePalma, vice president of business development for cybersecurity at OpenText, for a candid conversation about how MSPs are actually navigating the AI transition.

We dig into why many partners are excited about AI, yet still unprepared to deliver it in a scalable, customer-facing way, and why that’s starting to change. As MSPs gain a clearer understanding of where AI can be profitable, pricing models are evolving, and old assumptions about margins and service delivery are being challenged.

Mike explains why the channel has made faster progress using AI internally than deploying it for customers, and how concepts like AI-as-a-Service are pushing providers to focus less on tools and more on business outcomes. We also talk about the return of consulting and custom project work, and why quarterly business reviews are becoming a key lever for expanding the scope of AI services.

The conversation goes beyond technology to look at ecosystem dynamics: why partners want openness more than consolidation, what MSPs are asking vendors for right now, and how shifting feedback has forced OpenText to slow down changes to its partner program.

Finally, Mike shares his view on what the AI opportunity will look like a year from now—and why deeper engagement with MSP communities may be more important than ever during this transition.

If you’re trying to separate real AI opportunity from hype, this is a grounded, practical discussion you won’t want to miss.

Things change fast in the IT channel, but for D&H Canada, the tagline continues to be BFG or built for growth. But what does that growth look like in 2026, and where is it coming from?

In this edition of the podcast, we talk to Peter DiMarco, who has been leading D&H Canada for about a year, about how the company is supporting partners, investing in growth, and navigating the changing landscape.

From the rise of AI and other emerging technologies to the unique challenges of running a Canadian operation with a U.S.-based parent, Peter shares insights on where partners can focus their efforts, what initiatives D&H is prioritizing, and what to expect from the distributor in 2026. This episode offers practical takeaways for anyone looking to stay ahead in the channel.

We discuss: 

All that and more in this edition of the ChannelBuzz.ca Podcast.

Today is Monday, February 23, 2026. Welcome to In Case You Missed It, our weekly five-minute rundown of important channel news stories that might have flown under the radar last week.

In this edition:

Zoho Canada’s efforts to offer a comprehensive suite of online applications it calls a “business operating system” got a boost with the recent launch of new Payroll and Point of Sales modules designed for all of Canada’s regions and regulations.

In this edition of the podcast, we’re joined by Chandrasekhar LSP, managing director for Zoho Canada, to discuss the company’s new offerings and how Zoho views local investments as a global company. We also chat about the growth of the company’s Canadian organization and the role of its in-country data centre. 

But it could be the launch of a mobile-first package for solopreneurs that’s the surprise star of this group of releases for both the web-based business app vendor and its partners. LSP explains the partner opportunity around Zoho Solo.

Proofpoint is launching a major update to its global channel strategy with the debut of the Proofpoint Partner Network, a new partner program designed to improve partner profitability, predictability, and long-term growth. Replacing the Element program, the new framework introduces a three-tier structure — Select, Elite, and Elite+ — along with stronger incentives, clearer deal and renewal protections, expanded marketplace routes to market, and a greater emphasis on services and data security.

In this episode, Stan de Boisset, senior vice president of global channels at Proofpoint, joins us to break down what’s changing, why Proofpoint made these updates now, and what partners need to know as the program goes live. We discuss how the company is thinking about partner trust, lifecycle economics, and the role of services in building durable, scalable partner businesses.

Today is Monday, February 16, 2026. Welcome to In Case You Missed It, our weekly five-minute rundown of important channel news stories that might have flown under the radar last week.

In this edition:

Late last year, Intel announced the latest revisions to its Intel Partner Alliance program, reducing the number of partner tiers and roles and aiming to make things a bit more simple. In this edition of the podcast, we’re joined by Andy Marsee, general manager for the Intel Partner Alliance, to talk about what’s going on in the chipmaker’s partner programs. 

We discuss:

All that and more in this edition of the ChannelBuzz.ca Podcast.

ESET Canada recently celebrated a decade since the company formally opened up shop in this country, ten years that have been filled with growth in the channel and evolution in both the cybersecurity threatscape and how businesses defend themselves.

Bob Bonneau, country manager for ESET Canada, joins us on this edition of the podcast to take a look back at the company’s run in this country and where he sees things heading.

We discuss:

All that and more in this edition of the ChannelBuzz.ca Podcast.

Everybody’s talking about AI, but is anyone doing it? How about doing it well? Those are among the questions that Intel of  Canada set out toanswer with a recent survey of business leaders in Canada and througout the region. And while it’s not the best possible results, the good news is there’s a lot of interest, and the building blocks are there for Canada to be successful in the next big thing.

In this edition of the podcast, we’re joined by Asma Aziz, country manager for Intel Canada, to discuss the findings of the study and of course, the opportunity for Canadian solution providers.

We discuss:

All this and much more in this edition of the ChannelBuzz.ca Podcast.

On many levels, AI is a natural evolution for managed service providers, who have long been focused on automating as much as possible en route to scale and profitability.

But the artificial intelligence era also presents new challenges to MSPs, and is generally changing the nature of the market in which MSPs compete. What should MSPs be looking for, and how should they be preparing for an uncertain future state today?

In this edition of the podcast, we talk to Edgar Zacharjev, general manager of RMM for Kaseya, to discuss how he sees aritifical intelligence playing out in the managed services space.

We discuss:

All this and much more in this edition of the ChannelBuzz.ca Podcast.