Enterprise & Channel

Explore key themes in cloud and data center, cybersecurity, IoT, AI, digital workplace, and channels and partner ecosystem.

With AI adoption maturing and computing capacity remaining constrained, expect large data center operators to all continue to increase their investment. New data center projects will be the largest in human history.

Vlad Galabov, Senior Research Director

As AI scale-up networking parity looms, the tech ecosystem should prepare for the battle of the AI chips.

Manoj Sukumaran, Practice Lead

Pursuit of technology independence will drive investment in local AI clusters and sovereign cloud.

Roy Illsley, Chief Analyst

Data center physical infrastructure gets a radical overhaul as large-scale liquid cooling deployments and new high-voltage power distribution architectures raise the bar.

Shen Wang, Practice Leader

Cloud and Data Center

The effectiveness and interoperability of AI will determine the success of cyber solutions. Vendors and providers must balance tactical and architectural AI integration with enterprise software to enhance security operations, enable innovation, and minimize risk.

Adam Etherington, Practice Leader, Cybersecurity

Humanizing cybersecurity is not optional; it is imperative. As AI reshapes the landscape, vendors that prioritize people-centered approaches in their solutions will outperform competitors. Technology alone cannot defend organizations; the human element remains our most powerful security asset.

Maxine Holt, VP, Research, Enterprise & Channel

The accelerated pace of software development and digital transformation due to AI makes it all the more important that secure tools and processes are at the core of enterprise IT strategy

Melinda Marks, Practice Director, Cybersecurity

AI-powered threats are pushing security risks into the supply chain. To succeed in this sovereignty-focused landscape, vendors must evolve—embracing zero-trust principles—security by, for, and with AI.

Rik Turner, Chief Analyst, Cybersecurity

Cybersecurity

Edge intelligence—the combination of edge devices with AI capabilities—is becoming the standard approach for IoT deployments. We expect 2026 to see a surge in IoT products with embedded AI as a key feature, enabled by advances such as AI-optimized components and small LLMs.

Andy Brown, Practice Lead, IoT

IoT is facing a pivotal shift where competition is less about individual components and more about providing the most integrated, easy-to-use, and comprehensive platform. To accelerate adoption, major players are consolidating their offerings through acquisitions and internal development and are working with developers to create a “single pane of glass” experience.

Shobhit Srivastava, Principal Analyst, IoT

IoT is undergoing a fundamental transformation through the convergence of hybrid networks and the emerging SGP.32 IoT eSIM standard. The convergence of these dynamics in 2026 will create a flexible, resilient foundation for next-generation IoT that adapts to business needs without hardware modifications.

John Canali, Principal Analyst, IoT

IoT

As AI adoption matures, the focus has shifted from experimentation to smart execution and from hype to hard returns. Success requires the alignment of AI initiatives with strategic goals and operational realities and a shift from tech-first pitches to outcome-driven value propositions. The goal is not to spend less but to spend wisely, identifying where AI can drive real transformation and then building the capabilities to capture that value at scale.

Natalia Nygren Modjeska, Research Director, AI

AI is moving at breakneck speed. Agentic AI, robotics, multimodal AI models, sophisticated reasoning techniques, small AI models moving inference to the edge; all these advances create new business opportunities. But they also bring challenges and require solution providers and enterprises to navigate new and difficult terrain. To do so successfully requires actionable guidance on how to capture value, avoid pitfalls, and build resilience in a volatile, AI-driven future.

Lian Jye Su, Chief Analyst, AI

AI

As AI becomes a foundational layer of economic power, the race to develop and control sovereign AI capabilities is intensifying. Sovereign AI is not just a government concern: it is a defining force in the next phase of AI innovation and competition. Understanding the sovereign AI trajectory is critical for AI stakeholders navigating a world where control over AI is increasingly synonymous with control over the future: How should they respond and participate, what are the risks and rewards?

Eden Zoller, Chief Analyst, AI

The future belongs to those who build sovereign and responsible AI systems that not only unlock the full financial potential of data but also redefine how we govern and innovate with it.

Mike Leone, Practice Director, Data Management, Analytics and AI

AI

Connected, intelligent platforms that unify data workflows, enhance user experiences, and enable cross-department collaboration will define the next generation. Vendors that can do this successfully will not only capture significant market share but will establish themselves as indispensable partners to enterprises in the digital transformation journey.

Adam Holtby, Principal Analyst, Workplace Transformation

Cocreation models—where vendors, partners, and customers collaboratively develop tailored digital solutions—are essential for marketplace success. Vendors must position themselves as strategic allies, providing enablement frameworks that transcend basic product support. This includes equipping partners with data-driven predictive analytics for solution optimization, specialized education programs, and vertical market expertise.

Brent Kelly, Principal Analyst, UC&C

AI does not just enhance enterprise workflows; it completely revolutionizes them. Vendors that seamlessly embed agents, copilots, and orchestration layers into their solutions will enable enterprises to achieve autonomous capabilities across every department. The question is not whether AI will transform the enterprise; it is which vendor solutions will lead the transformation.

Mila D’Antonio, Principal Analyst, Customer Engagement

Digital Workplace

We are witnessing an evolution of the partner ecosystem as AI redefines what value creation means across industries. New relationships and alliances are springing up daily, and new business models are rapidly emerging.

Alastair Edwards, Chief Analyst

The subscription revolution is not just changing how customers buy; it is fundamentally transforming how the entire partner ecosystem must operate to deliver value.

Jay McBain, Chief Analyst

As geopolitical tensions reshape the global technology landscape, the channel is not just adapting to a new normal; it will actively define it.

Matthew Ball, Chief Analyst

Partner ecosystems are rapidly evolving: the impact of AI, hyperscale marketplaces, and changes in vendor programs are creating disruption and opportunity for all.

Rachel Brindley, Senior Director

Channels and Partner Ecosystem

GSIs are redefining their go-to-market activities as AI makes an impact. Vendors are also assessing their GSI strategies as the GSI community becomes an important enabler in AI transformation.

Peter Bryant, Practice Lead

The future belongs to partners that balance three critical elements: identifying the most profitable managed services, forging strategic security alliances across the ecosystem, and harnessing AI capabilities.

Robin Ody, Practice Lead

The economics of partnering are changing. The impact of vendor program changes and rewarding partners across the customer lifecycle is seeing a redefinition of programs. AI is also reshaping program automation and enablement.

Sharon Hiu, Principal Analyst

Hyperscale marketplaces have rapidly become a customer procurement choice, but the role the partner plays is fundamental: more than 50% of all marketplace transactions are partner assisted. Distributors and partners are assessing their own marketplace strategies as market disruption continues.

Yi Zhang, Senior Analyst