Channel Partners Conference & Expo recap: Key Insights from the show floor

The Channel Partners Conference & Expo in Las Vegas never disappoints when it comes to connecting with the heartbeat of the channel. As the Open Systems team recently returned from the Channel Partners Expo in Las Vegas (2025), we wanted to share our observations and the valuable conversations we had with many of you, our trusted advisor partners. The event provided a unique opportunity to gauge the pulse of our industry and identify emerging trends that will shape our collective future.

What we heard from our Trusted Advisors

Hybrid security architectures are the norm, not the exception.

Throughout the conversations, one theme consistently emerged in our discussions: enterprises are firmly embracing hybrid security models. Many of you shared that your customers are no longer looking for "rip and replace" solutions, but rather flexible architectures that can evolve at their own pace. Clients want security solutions that integrate seamlessly with their existing infrastructure, providing visibility and support at every step of their journey.

This validates our continued focus at Open Systems on hybrid SASE deployments that balance local performance with cloud-native scalability, a flexibility that many advisors highlighted as a major differentiator in their client conversations.

Navigating the SASE market is complex.

A significant challenge we heard repeatedly from trusted advisors was the difficulty in navigating the increasingly crowded SASE market. Many of you highlighted that your prospects and customers often feel overwhelmed and confused about where to start their SASE journey. This presents a dual challenge, for the customers and the Trusted Advisors alike. The abundance of vendors claiming SASE capabilities has created a confusing landscape that both advisors and end customers struggle to navigate effectively. Whether you are in the beginning stages of weighing options or developing detailed SASE sales motions, we are here for you every step of the way.

Vendor consolidation should come without a compromise on quality.

The pain of vendor sprawl was a common theme across conversations. Your clients are actively seeking ways to simplify their technology stacks while maintaining robust security postures. However, this consolidation must not come at the expense of visibility, control, or service quality. This balancing act creates both challenges and opportunities for advisors who can help streamline environments while ensuring best-in-class outcomes.

Zero Trust Network Access (ZTNA) has taken center stage.

Zero Trust Network Access (ZTNA) capabilities were top-of-mind in many discussions. As more workloads move to SaaS, trusted advisors are seeking solutions that go beyond basic access control, providing contextual awareness, continuous verification, and intelligent policy enforcement. This deeper level of protection is increasingly becoming a table stake in client conversations.

Industry Trends

Convergence of network and security

Our conversations were dominated by discussions about the continued convergence of networking and security technologies. The SASE (Secure Access Service Edge) framework was particularly prominent, with vendors and partners alike recognizing its growing importance in modern IT architectures.

AI-Enhanced security (but human expertise still matters)

AI was ubiquitous throughout the show, featured in everything from marketing materials to technical demonstrations. However, what stood out in our conversations was the clear preference for "AI-assisted, human-led" approaches. Trusted advisors aren't just looking for flashy AI demos; they're seeking solutions where AI enhances threat detection, automates routine tasks, and provides actionable insights, all while being backed by real security experts who remain accountable for outcomes.

Zero trust evolution in practice

Zero Trust architecture has evolved from a buzzword to an operational reality. We noted many practical implementations being showcased, with a focus on continuous verification and least-privilege access models that can be realistically implemented in hybrid environments.

What this means for Open Systems and our trusted advisor community

As we process these insights, it's clear that what truly differentiates in today's crowded SASE market isn't just technology - it's the comprehensive experience that only Open Systems delivers. In a landscape where clients are overwhelmed by complexity and vendor sprawl, Open Systems stands alone in our ability to simplify without compromise, providing the clarity and accountability your clients demand. We stand ready to help you transform SASE from a confusing technical challenge into a genuine business advantage. An experience that doesn't just meet expectations but fundamentally redefines what your clients believe is possible.

In response to the SASE knowledge gap identified at the conference, we'll be releasing a SASE Conversation Guide specifically designed for our trusted advisors. This guide will give you a clear approach on how to enter a SASE conversation and how to seamlessly pivot to the different pieces which make up the SASE technology stack. Reach out to our team for more information and early access to this guide.

Looking ahead

The conversations we had at Channel Partners reinforced our belief that trusted advisors play an increasingly crucial role in helping organizations navigate the complex technology landscape. As the lines between networking, security, and cloud continue to blur, your expertise and guidance become even more valuable.

If this year's Channel Partners Expo confirmed anything, it's this: the trusted advisor is central to the modern IT journey. Whether you're helping customers navigate security complexity, consolidate vendors, or evaluate AI-powered solutions, your role is indispensable. At Open Systems, we're proud to be your ally offering powerful managed SASE services, integrated security, and true partnership.