The Conference Debrief: Edition 1

26th February 2026 2 minute read

We are excited to introduce a new series: The Conference Debrief - Your NZ lens on the global stage. In each edition, we speak with Dicker Data team members fresh from major international technology conferences to cut through the noise, unpack the key takeaways, break down what's shifting in the market, and why it matters right here at home for New Zealand partners.

What We Learned at the APAC Canalys Forum 2025 and What It Means for NZ Resellers

Veronica Datson, our General Manager of Sales recently returned from the APAC Canalys Forum 2025 in Da Nang, Vietnam - one of the region's largest gatherings for technology channel leaders. The message that came through loud and clear: the next phase of growth will reward partners who move early and deliberately.

Here are the four themes that Veronica thought defined the conversation, and what they mean for New Zealand resellers and their customers.

1. AI Must Move from Proof of Concept to Real Outcomes

ROI is now the biggest barrier to AI adoption. Across the region, customers are stuck in proof-of-concept mode, excited about the technology, but unable to demonstrate meaningful business value. That's where the real opportunity lies for partners.

What this means for NZ resellers and customers: Stop selling AI as a technology and start selling it as an outcome. NZ customers need partners who can simplify the journey, handle integration complexity, and connect AI initiatives to measurable results. If you can bridge that gap, you'll win the deals that others are losing.

2. The Only Way to Fight AI Is with AI

AI investment is growing three times faster than security spending, yet threats are becoming more sophisticated by the day. AI-driven defence, from threat detection to compliance automation, is quickly becoming table stakes rather than a premium add-on.

What this means for NZ resellers and customers: Customers who aren't using AI-powered security tools are already behind the curve. Resellers have a strong value-add opportunity to help customers understand their exposure and build a layered, intelligent defence strategy, balancing speed of adoption with risk oversight.

3. Co-Selling Is No Longer Optional

Around 50% of partners across APAC are now co-selling with other partners or vendors, and they're seeing bigger deal sizes and faster close rates as a result. Those who aren't embracing co-selling are finding it increasingly difficult to stay competitive.

What this means for NZ resellers and customers: For NZ resellers, co-selling is a genuine growth lever and not just a nice-to-have. Engaging your vendor and distributor relationships more actively in the sales process can open doors to larger opportunities and strengthen customer confidence in the solutions you're recommending.

4. Infrastructure Pressure Is Accelerating and Sustainability Is a Commercial Opportunity

Data centres are on track to consume 9% of global energy. Liquid cooling is growing rapidly, and sustainability is shifting from a corporate aspiration to a genuine commercial differentiator. Partners who can lead this conversation are positioning themselves ahead of a wave of customer demand.

What this means for NZ resellers and customers: NZ customers, especially those with ESG commitments are increasingly asking questions about the environmental footprint of their IT infrastructure. Resellers who can speak credibly about sustainable infrastructure solutions will stand out.

How Dicker Data Can Help

Dicker Data supports partners across all four of these areas, from AI and security to co-selling frameworks and sustainable infrastructure conversations. If you'd like to align on how to bring these timely, value-led conversations to your customers, we'd love to hear from you.

Reach out to the Dicker Data team today - sales@dickerdata.co.nz

Dicker Data NZ

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