The GTIA “State of the Channel 2026” study provides current insights into the IT channel in Germany, Austria, and Switzerland. Based on a survey of 128 IT service providers, the results indicate a differentiated picture: technological complexity drives demand, while external economic factors create obstacles.
The GTIA study “State of the Channel 2026” shows that the IT channel in the DACH region is at a turning point in terms of AI. Hybrid models dominate, AI
is driving growth, and sentiment is split between stability and a sense of new beginnings.
Key Metrics
38% of respondents cite increasing technological complexity as the main driver for channel strength. 33% name external factors such as the world economy, inflation, and interest rates as the biggest obstacles. 41% expect AI and cybersecurity services to be the primary growth categories in the next two years, with 24% highlighting AI services in particular.
Three Defining Themes
The study identifies three central themes:
- AI Turning Point: The debate on AI introduction is over. Strategic and operational maturity of AI deployment is now decisive. 31% of companies describe themselves as “AI-driven.”
- Moderate Growth: Revenue growth exists but remains cautious. Providers grow in AI and cybersecurity while maintaining stability in existing portfolios.
- The Hybrid Model: Most IT service providers continue to combine managed services, products, and project business. Diversification serves as a success strategy in uncertain times.
Market Sentiment
Opinions are divided almost equally between “relevant and stable” (49%) and “relevant and in upheaval” (48%). Only 2% see a loss of relevance – the lowest figure in four years. This reflects the more cautious approach to new technologies in the DACH region.
Revenue Structure and Offerings
Hybrid revenue models dominate: 40% report a balanced mix of recurring and project-based revenues. Infrastructure services remain a focus, while growth is expected primarily in AI services (24%), cybersecurity (17%), and managed infrastructure services (17%). 34% of providers already generate 11–25% of revenue from AI-related products and services, with 39% anticipating significant growth in the coming two years.
Vendor Relations and Competencies
Satisfaction with vendors has slightly declined as providers evaluate new AI-focused partnerships. At the same time, 26% rate their own business competencies (finance, sales, HR, risk management) as expert level, and 70% as advanced. These competencies correlate strongly with performance against business plans. Overall, the DACH channel demonstrates resilience. Providers are advancing strategically in AI while maintaining balanced portfolios amid economic caution.
Dr. Jakob Jung is Editor-in-Chief of Security Storage and Channel Germany. He has been working in IT journalism for more than 20 years. His career includes Computer Reseller News, Heise Resale, Informationweek, Techtarget (storage and data center) and ChannelBiz. He also freelances for numerous IT publications, including Computerwoche, Channelpartner, IT-Business, Storage-Insider and ZDnet. His main topics are channel, storage, security, data center, ERP and CRM.
Contact via Mail: jakob.jung@security-storage-und-channel-germany.de