Canalys Forums 2022: developing managed services practices

Managed Services is an important subject that we will tackle throughout the Canalys Forums in 2022. We will run Expert Hub discussions during the events that focus on two key areas: which managed services are driving the most profit for channel partners today? And what do partners need from vendors in 2023, and particularly from MSP partner programs?

We talked to our analyst specialists as part of a Canalys Expert Interview series in the run-up to the Canalys Forums. Here, Robin Ody, Canalys Senior Analyst, answers the questions:

One of your areas of expertise is managed services – how important are these to the channel and its customers?

The value of the channel partner has been changing from resell and fulfillment to integration and managed services over many years. Still, with the growth of cloud software and security threats, the need for customers to have access to trusted advisors has shifted. Managed services are certainly not new, but the depth and breadth of technologies customers can use means there will continue to be a lack of available skills in the market. Specialists are and always will be in high demand.

At the Canalys Forums 2021, you hosted Expert Hub discussions with partners and vendors that covered profitability models and how vendors are helping partners. What do you expect the sessions to focus on this year?

MSPs and partners developing managed service practices are looking to understand where their opportunities lie over the next two to three years and understand what challenges may be ahead. I hope the sessions will focus on these areas, to give attendees the most value and help them answer practical questions about their problems. For example, what technologies add the most consulting and professional services value for the customer? And which areas of technology should a partner be training their people in today for the future?

What will the channel most want to hear about from vendors regarding managed services at the Canalys Forums 2022?

Vendors must view managed services and the partners who deliver them as the value driver for the customer. The technology they produce is an enabler. So they must understand their importance in providing the basis for that value and treat partners as equals on the customer transformation journey. Understand and respect the partners who deliver real value, no matter their size.

What one piece of advice do you have for partners or vendors as they consider how to spark growth in 2023?

In a word, listen. If you’re talking, you aren’t learning, and the world is coming out of one difficult time and is likely to enter another economically challenging period. Hence, we need to be gathering all the information we can to ready ourselves for the possible changes ahead.

What advantages do the Canalys Forums bring to sponsors, vendors and partner attendees compared with their own events?

The events are focused on channel partners, and we create the themes to make the most of the collaborative philosophy behind the Canalys Forums. They are designed by the channel and for the channel, bringing greater credibility. Being run by an independent analyst company also enhances credibility. Equally, partners have access to not just one vendor or one message but many opportunities and many voices.

Expert Hub discussions will take place physically and virtually at the Canalys Forums 2022, hosted by Canalys analysts. They are panels for the channel to discuss the channel​ and to help inform the vendors participating on what’s real and what’s not. Up to 16 senior leaders take part, the majority from channel partners, but also up to four executives from vendor sponsors. Attendees can watch, comment and ask questions. Partners and vendors wanting to secure places should register their interest or contact their Canalys account manager now.