What It Will Take to Be an ICT Reseller in 2026

The ICT reseller landscape is changing fast. Gone are the days when success was defined by moving boxes of hardware or selling basic software licences. In 2026, resellers who thrive will be those who evolve beyond traditional transactional models and become trusted advisors, strategic partners, and solution integrators for their customers. The opportunity is significant but demands new capabilities, deeper expertise, and sharper commercial instincts.

A Growing Market with Big Potential

Globally, IT spending continues to rise. Gartner forecasts that worldwide IT spending will exceed $6 trillion in 2026, nearly 10% growth year-on-year. This surge creates opportunities for resellers who can align with market demand and deliver value-driven offerings rather than simple products.

In South Africa, the ICT market is robust. It’s valued at tens of billions of dollars and expected to maintain high growth as businesses modernise, adopt cloud services and expand digital initiatives. Cloud adoption, cybersecurity and managed services are major drivers.

The Shift from Products to Outcomes

The traditional reseller model — selling hardware and canned software — is no longer enough. Research shows the channel’s future hinges on outcome-oriented solutions. Businesses increasingly look for partners who can help them solve real problems, not just supply goods. That means building credibility as a strategic adviser.

For ICTGlobe partners, this shift should shape your value proposition. Whether you’re offering cloud infrastructure, unified communications, connectivity services or compliance tools like CallVault, think in terms of how customers benefit, not just what you sell.

Deep Expertise in Key Technologies

In 2026, resellers will be judged on technical and strategic depth more than ever. Core areas that matter include:

• Cloud and hybrid infrastructure. More organisations are migrating workloads and need architecture expertise.
• Cybersecurity solutions. With threats evolving, advisory and managed security capabilities are essential.
• Artificial intelligence and automation. The smartest partners are already embedding AI into offerings and operations, not just talking about it.
• Connectivity and communications. Reliable, high-performance connectivity underpins almost all digital initiatives in business today.

This means investing in skills, certifications and strategic vendor partnerships. Customers want confidence that their reseller understands not only the technology but the business outcomes it supports.

Partnering for Scale and Differentiation

Being an ICT reseller in 2026 is about network effects. No one company can be strong in every niche. Top-performing partners are those who:

• Choose best-fit suppliers that offer flexible provisioning, white-labelling and scalable services.
• Leverage platforms that make selling easier, with real-time provisioning, seamless billing and strong support.
• Build specialised offers for vertical markets or customer segments where they can add the most value.

For example, ICTGlobe’s platform enables resellers to bundle and white-label services across voice, cloud, connectivity and compliance — making it easier to enter new segments and execute quickly.

Customer Experience and Support

In an era where technology choices are abundant, experience wins. Businesses expect:

• Fast deployment and reliable provisioning.
• Local support that understands their context.
• Clear communication and proactive services.

Resellers who elevate customer experience differentiate themselves. Tools that streamline onboarding, automate routine tasks, and provide real-time visibility into services help free time for strategic engagements.

Commercial Agility and Recurring Revenue

The economics of reselling are shifting from one-off deals to recurring revenue models. Managed services, subscriptions, cloud credits and support contracts provide steadier income streams. Resellers who embrace recurring business models can better forecast, invest in capabilities and build long-term customer relationships.

Commercial agility also means being data-driven — using sales data, usage patterns and analytics to guide decisions, refine offerings and boost margins.

Skills, Training and Continuous Learning

Technology does not stand still and neither should your team. The pace of innovation means ongoing investment in skills is essential. Resellers with robust training programmes, clear certification pathways and incentive-aligned career growth will attract better talent and deliver better client outcomes.

Technical training is just part of the story. Sales, solution consulting, project delivery and customer success skills are equally important to compete effectively.

Navigating Market Challenges

Despite the opportunities, challenges persist. South Africa still battles digital divides, infrastructure limitations and cost pressures that affect adoption rates and project economics. Successful resellers acknowledge these realities and build solutions that mitigate them — for example, offering staged adoption plans, flexible pricing, and hybrid technology models.

The Path Forward

ICT resellers who succeed in 2026 will look very different from the channel players of a decade ago. They are:

• Strategic advisers, not order takers.
• Experts in cloud, security, connectivity and next-gen technologies.
• Focused on outcomes, recurring value and customer experience.
• Supported by partner ecosystems that enhance reach and capability.

Partnering with platforms like ICTGlobe can accelerate this transition. With scalable, locally supported solutions you can white-label, bundle and bring to market with minimal friction.

In short, the future belongs to resellers who embrace transformation at every level — commercial, technical and customer-centric. If you prepare now, 2026 will be a year of growth, differentiation and stronger client relationships.

Become a ICTGlobe reseller today by signing up at ictglobe.com/resellers