Integrators, partners, and suppliers are evolving toward strategic consulting models to help companies turn cloud architecture into a competitive advantage.

The consolidation of hybrid cloud and multicloud as business priorities is profoundly transforming the role of the IT channel, which in 2026 is increasingly positioning itself as a strategic partner in the definition, deployment, and management of complex cloud environments. Far from limiting themselves to technological integration, partners and integrators are taking on an advisory role to align digital infrastructure with business objectives, resilience, and compliance.

The consensus in the sector is that both hybrid cloud, which combines private and public infrastructures, and multicloud, based on the use of multiple providers, are no longer purely technical decisions but have become central elements of corporate strategy, opening up new opportunities for the channel ecosystem.

From technology provision to strategic consulting

For the channel, the change involves evolving from implementation-focused models to high-value services such as consulting, cloud governance, cost optimization, and ongoing management. Organizations require support in defining architectures that balance performance, security, and flexibility, especially in environments where legacy applications and native cloud workloads coexist.

This transition reinforces the positioning of partners as enablers of digital transformation, capable of translating business needs into concrete technological decisions.

New opportunities in managed services and specialization

The growth of hybrid and multicloud environments increases operational complexity,driving demand for managed services, advanced monitoring, and automation capabilities. For the channel, this translates into opportunities to develop recurring offerings based on operation, security, and continuous optimization.

Likewise, specialization by industry, workloads, or platforms becomes a key differentiating factor for competing in an increasingly mature market.

Governance, security, and control as priorities

As companies distribute their workloads across multiple environments, governance and risk management take on a central role. The IT department plays a critical role in defining policies, regulatory compliance, and data protection, helping organizations maintain visibility and control over increasingly decentralized infrastructures.

The challenge lies in integrating tools and processes that enable complexity to be managed without sacrificing agility, while ensuring operational efficiency.

A growth engine for the partner ecosystem

From an expert perspective, adopting hybrid and multicloud strategies not only drives technological modernization, but also redefines the channel's business model. Partners who focus on consulting capabilities, automation, and deep customer knowledge will be better positioned to capture new opportunities in areas such as artificial intelligence, analytics, and application modernization.

In a scenario where cloud decisions directly impact business competitiveness, the IT channel is establishing itself as a key player in turning technological complexity into tangible results for the business.

Leaders and decision-makers from the cloud ecosystem will gather to discuss the challenges and opportunities for the future of the sector at Cloud & AI Infrastructure, in Tech Show Madrid, November 4 and 5, 2026, at IFEMA.