Acquisitions continue to shape the technology landscape, creating both challenges and new opportunities for growth. At the 2025 Sandler Partners National Summit, Linzie Janis and Caleb Tucker moderated “Discover How Strategic Acquisitions Impact the Channel, welcoming Loi To, Vice President, Strategy and Business Development, Comcast Business; Mike Kane, SVP, Global Partnerships & International Sales, Dialpad; and Christopher Jones, VP, National Sales, GTT, to the stage to share how strategic M&A activity is influencing providers, customers, and Partners alike.
These industry leaders discussed how companies are approaching acquisitions to enhance capabilities, expand reach, and better serve enterprise clients—while also addressing the importance of integration, Channel alignment, and Partner enablement post-deal.
A few highlights from the discussion included:
- Purposeful Growth: Successful acquisitions are driven by clear strategy, not competition or hype.
- Channel Integration: Providers are prioritizing Channel alignment early in the M&A process to ensure smooth transitions for Partners and customers.
- Operational Excellence: The challenge begins after the deal—integrating systems, teams, and customer experiences.
- AI as a Catalyst: AI-driven innovation continues to influence acquisition strategy and post-integration execution across the industry.
The takeaway: strategy and execution go hand in hand. For acquisitions to deliver value, they must strengthen customer experience, operational efficiency, and Partner relationships across the Channel.
The Sandler Partners National Summit
The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.