PREDICTIONS
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creation and assortment optimisation. Security will also rise on the agenda as businesses seek resilience in an era of heightened cyber risk. We also expect continued emphasis on sustainability as consumers and workplaces get ever more discerning. Elsewhere, challenges remain. Macroeconomic volatility and pricing pressure will test margins, while
consolidation will reshape competitive dynamics. The ability to differentiate – through innovation, service and brand strength – will be critical. For ACCO, that means disciplined execution, leveraging technology and embedding sustainability at the heart of our offer. The channel’s success in 2026 will hinge on adaptability: those who embrace change and invest in capabilities will thrive. n
Andrew Cooper , head, Nimans Connect Economically, 2026 will be tough and resellers need to be adaptable and embrace change especially with the
off, Openreach will take a hard stance with no further deadline extensions, although interim, limited solutions will be available to protect the vulnerable, as already announced. I think there will be a bottleneck towards the end of 2026 to get upgrades over the line, with engineer resource becoming stretched and many customers being left with downgraded and limited services because they held back on switching to fibre. n
development that AI brings and a changing global landscape. Satellite broadband will possibly start to become more the norm to bridge gaps where there are accessibility issues – i.e. will Starlink extend its reach into the mainstream mobile market? In addition, looking at the 2027 switch
Andrew Cooper
nimans.net/connect
Anthony Dobson , regional director, sales for enterprise computing solutions business in the UK&I, Arrow
Throughout 2025, we continued to strengthen our channel enablement capabilities, refining and adding to the resources channel partners use every day, and enhancing the support they rely on for strategy and delivery. Channel partners are also looking at how they can build in automation to deliver clearer insight into how environments behave and where efficiencies can be created. These shape how we approach 2026, with focus on enabling operational confidence, supporting skills development and ensuring channel partners have access to guidance that aligns with the pace and complexity of modern IT. Key technology themes including
cloud, security, data protection and increasingly AI continue to shape how many organisations manage their IT environments. End customers are concentrating on improving data quality, aligning tools across teams, and creating shared visibility so operational decisions can be made more easily. As AI integration expands, it is being applied where it can bring the greatest operational benefit, reducing manual effort, supporting governance, and allowing channel partners to focus more of their time on higher-value engagement rather than routine admin. Many channel partners are working across technology estates that span the complexities of multiple clouds,
Anthony Dobson
arrow.com
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