Category: Channel Partner Law

The enterprise technology channel has reached a critical structural inflection point. For decades, Managed Service Providers (MSPs), Value-Added Resellers (VARs), and cloud distributors relied on Master Services Agreements (MSAs) and Channel Partner Contracts designed for deterministic software. If a software bug caused downtime or a security flaw enabled a breach, liability framework models were straightforward:

The year 2026 has brought unprecedented regulatory scrutiny to the structuring of indirect sales channels and distribution networks. As enterprise technology vendors increasingly rely on complex ecosystems of Value-Added Resellers (VARs), Managed Service Providers (MSPs), and systems integrators to scale their global footprint, the line between aggressive channel management and unlawful anti-competitive behavior has blurred.