With 2025 fast approaching, the IT channel is preparing for a series of changes that will redefine how we work and innovate. While staying ahead of technological advancements—from cloud and cybersecurity to AI—is critical, it’s just as important to anticipate the challenges ahead and prepare for what’s to come.
These challenges will demand bold thinking, new skills, and the foresight and planning to stay one step ahead.
So, let’s look at the emerging trends that will shape the channel in 2025 and beyond—and explore what you, as channel partners, can do to prepare yourselves and your customers for success in the coming years.
AI Takes the Wheel: The Rise of Agentic AI
This will come as no surprise: AI continues to dominate the conversation. But in 2025, we need to be thinking of AI as more than just a tool that helps us search or generate content. We are moving towards AI that’s got its hands on the wheel. We’re talking here about agentic AI. It makes decisions, takes actions, and moves the needle in real-time.
By 2028, agentic AI is expected to autonomously handle at least 15% of day-to-day work decisions1. But just like any new technology, it requires the right infrastructure to thrive—storage, networking, computing, security, and, crucially, the expertise to integrate it all. While it’s a gross over-simplification, AI can be thought of as “just another app” that needs the right support to get the right results.
So, AI will be a massive $158.6 billion opportunity for the channel ecosystem by 20282 . Let’s make sure that your customers are empowered to deploy, secure, and leverage agentic AI responsibly and effectively.
The Road to Responsible AI: Regulation and Compliance
With AI’s increased capabilities and popularity come increased scrutiny and responsibility. We will see a rise in regulatory frameworks designed to ensure its ethical use. There are two key regulations and frameworks to keep an eye on. Firstly, the EU Artificial Intelligence Act. A key date is February 2, 2025, when prohibitions on certain AI systems comes into force—including those systems that pose an unacceptable risk as set out in the Act. The AI Act can impose fines of up to €35 million (or 7% of global turnover) for companies found non-compliant. The Act places responsibility on the entire supply chain—vendors, distributors, and integrators alike. Your customers will likely look to you for guidance on compliance
Secondly, take note of the ISO 42001 standard, which focuses on best practices for AI governance and ethical use. I predict that in the coming years, many organisations will look for ISO 42001 certification as a way of confirming that their partners and suppliers are taking AI security, management, and ethics seriously. The opportunity for partners here is clear: be the trusted advisor guiding your customers to compliance with these best practices and regulatory requirements.
Essential Cybersecurity Approaches
For a few years now we’ve been talking about concepts like Secure Access Service Edge (SASE). Back then we told you that these new security approaches were on the horizon. Now they’re here.
While analysts differ on the exact figures, they all predict phenomenal growth in the SASE market over the coming years. For example, Gartner predicts 29% compound annual growth and a $25 billion market by 20273. For channel partners, this represents a potential key area for growth. By helping your customers implement and manage SASE solutions, you can be instrumental to their long-term success.
Another cybersecurity area that you’ll continue to read and hear a lot about in the coming years is quantum computing. I know people will ask ‘do we need to think about this right now’ and the answer is a resounding ‘yes.’ By 2030, quantum computers will likely have the ability to crack current encryption standards in seconds4. This is a massive security risk that we’re already anticipating—quantum proof encryption is currently in development. The National Institute of Standards and Technology (NIST) has finalised the first three Post-Quantum Encryption (PQE) standards, providing a glimpse into how organisations will need to secure their data against the coming quantum threat. Now is the time to start talking to your customers about these emerging risks and how they can begin to protect their data for the future. The bad guys are harvesting sensitive encrypted data now, with a view to decrypting it in the not-so-distant future.
Small and Mid-Size Business (SMB) Cybersecurity: A Growing Crisis
Small and medium-sized businesses (SMBs) are woefully underprepared for the complexity of modern cybersecurity challenges. And while SMBs are expected to account for 62% of global cybersecurity spend by 20285, many lack the skills, tools, and resources to secure their operations effectively. They’re crying out for help.
This is an area where channel partners can make a real difference. Many of our vendors offer advanced managed services or MSP-specific licensing so that partners can build their own. By aligning your customers’ needs with the right tools and technologies, you can help provide SMBs with the necessary solutions, guidance, and ongoing support to effectively navigate the complexities of modern security, from threat detection to compliance.
In fact, the global Managed Service Provider (MSP) industry is expected to exceed $510 billion by 20296.
The skills gap is an ongoing challenge—not just for SMBs but for organisations of all sizes—with an estimated 4 million more cybersecurity professionals needed worldwide to plug the gap. To combat this, the channel must think about making targeted, specialised hires, as well as the importance of upskilling existing employees and providing continuous education for customers.
Looking Ahead
In 2025 and beyond, the key to the channel’s success will be building the right partnerships, developing the necessary skills, and embracing the tools and technologies that will help solve future AI and cybersecurity challenges.
At Climb Channel Solutions, we’re committed to helping our partners stay ahead of the curve. Together, we’ll help your customers unlock the full potential of AI, strengthen their cybersecurity posture, and build the skills needed to succeed in the digital future.
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