The UK IT channel is facing a period of fundamental change. With increasing economic pressures, competition is intensifying, and buyers are demanding more transformational outcomes than ever before.
In this environment, the traditional model of slow, steady organic growth is starting to look increasingly risky, because speed, capability and agility matter. And that’s why we’re seeing a clear shift: companies are scaling faster through acquisition, partnerships, and more innovative hiring strategies.
Softcat’s first-ever acquisition of Oakland Group, a data and AI consultancy, is a clear signal to the market. Even the most successful organic-growth players recognise that deep, proven expertise is critical to maintaining a competitive edge.
Clients are no longer satisfied with their suppliers and want strategic partners who can help them navigate complex challenges in AI, data, cybersecurity, and automation. The businesses that can’t offer tangible, credible capabilities risk losing relevance fast.
Over the next 12–24 months, we’ll see clear strategies emerge: companies will increasingly merge or partner to add specialist skills and scale their services more quickly than building them organically would allow.
Leaders who can’t or don’t want to acquire will double down on hiring key expertise, but the race for the best talent will be fierce. Founders and boards must decide whether to build, buy, or partner; waiting to see what happens is no longer a viable strategy.
Experience and results will outweigh size or brand recognition because buyers and clients are looking for those who can deliver outcomes, not just talk about them.
Hiring and retaining the right people is becoming a strategic imperative. It’s not just about filling roles anymore; businesses need people who can deliver transformation outcomes, and they need them now.
The best candidates will have choices, and companies that move slowly or offer uninspiring propositions will miss out.
However, winning talent is only half the challenge; retaining critical expertise and creating an environment where top performers thrive will define long-term success.
In a market where capability is currency, losing key people doesn’t just hurt morale; it impacts valuations, client confidence, and competitive positioning.
Final Thoughts: The channel’s next decade will be shaped by those who move fastest and smartest. M&A is one strategy. Hiring is another. Retention is the glue that holds it all together.
The companies that recognise now that capability, agility, and culture are their actual assets and act accordingly will be the ones that not only survive but also lead.
Jesse Westgate
Jesse Westgate is the founder of Fortuna UK, a boutique search business focused on recruitment for technology companies. A highly experienced sales leader, Jesse spent many years working in the channel before moving into recruitment in 2017.
