Beyond Distribution with GTDC

Frontier Partners Are Driving the Next Channel Transformation: A Conversation with Futurum’s Tiffani Bova

In episode 73 of Beyond Distribution with GTDC, Frank Vitagliano sits down with Tiffani Bova, Chief Strategy and Research Officer at Futurum for a timely conversation on how AI is reshaping the channel. Recorded live from the main stage at GTDC Summit North America, this face-to-face discussion addressed some of the biggest challenges and opportunities facing the IT industry today, including how suppliers should be preparing to offer greater support to the new agentic-first partners.   Drawing on decades of experience spanning Gartner, Salesforce, and now Futurum, Bova shares her perspective on why the industry is moving from integration to intelligence—and why that shift is forcing distributors, vendors, and solution providers to rethink the ecosystem of the future. She introduces the concept of the “frontier partner,” a new breed of partners that will be built for AI-led transformations and explains why these organizations may be as disruptive as their born-in-the-cloud predecessors a couple of decades ago.   What skills will Frontier partners possess? How will these organizations operate, and why will access to clean, actionable data be the single biggest competitive advantage in the AI era? Listen in to this episode’s conversation for answers to those questions and more insight on the future of the IT ecosystem.

View from the Top: EMEA Distribution Leaders Highlight Generational Transformation

Recorded live at the April GTDC Summit EMEA, episode CEO Frank Vitagliano moderated a lively and informative conversation with top executives from the European distribution community. Each leader offered unique perspectives on the evolution of the channel, the shift from hardware- and software-led businesses to cloud subscription models, and the platform investments required for partners and vendors to succeed in an expanding IT ecosystem.   The discussion also explored why adaptation has become a core competency for distributors.  What will it take for vendors to be digitally ready to keep pace with faster transactions and business change? How is AI reshaping the technology landscape (especially cybersecurity) as the channel demands increasing levels of orchestration?  This episode of Beyond Distribution with GTDC provides answers to those questions and hits on a number of other critical industry topics.    Panelists included Nick Bannister, President ECS EMEA, Arrow; Miriam Murphy, President, Europe, TD SYNNEX; Jesper Trolle, CEO, Exclusive Networks; and Matthew Sanderson, EVP and President, EMEA, Ingram Micro. Check out more key takeaways from this year’s event in the 2026 GTDC Summit EMEA event recap [https://custom.cvent.com/620BCCDAC1B24F5BAD05A9228CF0E09C/files/4c23b62d1fc94973ba24b7bd7b9f1a47.pdf].

AI, Data Intelligence and the Evolving Role of Distribution: Insights from HP’s Sven Rathjen

In episode 71 of GTDC Beyond Distribution, recorded live at the 2026 GTDC North America Summit, Sven Rathjen, Vice President of Global Strategic Channel Partners at HP, joins host Frank Vitagliano for a wide‑ranging discussion on the evolution of IT distribution and the accelerating impact of AI on the channel.  Rathjen shares his career journey from distribution into the vendor ecosystem and explains why a deep understanding of distribution remains foundational to running a successful channel organization. He explores how distributors have evolved from logistics and fulfillment engines into digital platform providers—delivering AI‑enabled insights, subscription and consumption models, and scalable partner enablement.  The conversation also dives into HP’s Amplify platform, AI training initiatives and data‑driven go‑to‑market strategies. How has partner adoption of these technologies advanced? What are the ROI considerations for AI?  How will artificial intelligence reshape how the distributors and vendors engage with channel partners and their customers?   Check out this must‑listen episode for those answers and more.

Navigating Volatility and Opportunities in Europe: Economic Insights from Emily Mansfield of the EIU

In Episode #70 of the Beyond Distribution with GTDC Podcast, host Frank Vitagliano welcomes back Emily Mansfield, Regional Director for Europe at the Economist Intelligence Unit (EIU), for a timely conversation on what today’s heightened geopolitical volatility means for the global economy—and for firms trying to plan and invest amid constant disruption.   The renowned economist breaks down the dynamics of the recent conflicts and political policy changes, including tariffs, as well as their effects on pricing, inflation expectations and business growth outlooks. She also shares why scenario planning is essential right now, outlining a range of potential timelines and outcomes that business leaders should be actively stress-testing.  The discussion also looks beyond the headlines to the forces shaping the next phase of growth—from Europe’s investment tailwinds (including infrastructure, digital modernization and rising defense outlays) to the lingering trade uncertainties and the macro importance of the AI capex boom. Tune into this episode for more practical takeaways and a preview of the upcoming GTDC Summit EMEA event in the Netherlands.   For more information on global market trends, check out the latest articles, research and resources on the GTDC Knowledge Hub [https://gtdc.org/knowledge-hub/].

Summit NA View from the Top: Distribution Executives Discuss Digital Platforms AI, and the Channel’s Future

Episode #69 was recorded live during the February GTDC Summit North America event, with CEO Frank Vitagliano moderating a wide-ranging discussion with three of the most influential leaders in North American IT distribution: Eric Nowak, President of Global Enterprise Computing at Arrow Electronics; Paul Bay, CEO of Ingram Micro; and Patrick Zammit, CEO of TD SYNNEX. These distributors collectively drive more than $120 billion in annual IT sales, and their executives provided a unique, top-down perspective on the state and future of the channel in this session.  The main part of the conversation focused on how distribution has evolved from a traditional intermediary role into a platform-driven orchestrator of complex cloud and AI ecosystems. They dove into a variety of topics, from their massive investments in digital platforms and automation of low-value transactional work to lifecycle management of cloud and AI subscriptions. The conversation also highlighted the potential of strong hyperscaler relationships—moving from a perceived disintermediation threat to a powerful partnership opportunity that could enable scale, private offers and new revenue models across the channel.   How will AI adoption acceleration impact their businesses, as well as their partners?  What impact will digital platforms have on the vendor and solution provider communities? Get the complete “view from the top” in this episode of Beyond Distribution with GTDC.