Big shifts, existential risks take centre stage at Day 1 of Pipeline 2025

Pipeline has returned to the Gold Coast for 2025, bringing together more than 200 partners, vendors, marketplaces and distributors.

This year’s event focuses on the theme of forging the future of alliances within the channel, exploring strategies to expand networks, strengthen connections and position companies for success in a rapidly changing landscape.

Day 1 kicked off with Tech Research Asia co-founder and Asia Pacific research director Trevor Clarke unveiling the biggest developments reshaping Australia’s IT channel over dinner at the Sheraton Grand Mirage.

Drawing on data, research and deep client conversations, Clarke unpacked where the growth lies for MSPs, integrators and consultants, focusing on the key market shifts in the past 12 months and what’s next for traditional growth drivers such as cloud migration and security.

His keynote also touched on where the big money in AI is being made – and why it’s not where many partners are looking - as well as the spending drivers that are creeping back into the channel strategy and five predictions that he said every tech partner needs to consider heading into 2026.

Brad Howarth took to the stage next to present a snapshot of techpartner.news' State of the MSP Report, including data from techpartner.news MSP Index program.

Covering such aspects as MSP offerings and customer size segments, Howarth also spoke about how MSPs are responding to shifting client needs, navigating operational challenges, and preparing for future growth.

Rhonda Chandler, ConnectWise's channel development manager, introduced the number-strong crowd to the ConnectWise Partner Program in her Lightning Talk, sharing how the program can help partners to enhance their sales and marketing efforts.

Astrid Groves - Schneider Electric’s GM for channels, alliances and operations - used her Lightning Talk to challenge the assumption that co-location data centres are where all the action will be for channel partners.

AI has been sold as a game-changer – but for many businesses, the reality hasn’t lived up to the promise. In this candid fireside chat, SixPivot founder and director Faith Rees unpacks why so many AI proofs of concept stall or fail, even when the ROI looks strong on paper.

Speaking in a fireside chat with techpartner.news publishing director VB Templeman, SixPivot founder and director Faith Rees unpacked why so many AI proofs of concept stall or fail, even when the ROI looks strong on paper.

She explored what’s driving the disconnect between hype and execution, the challenges partners face in moving from pilot to production and the differences in how SMEs and enterprises approach AI investment.

The final Lightning Talk of the evening came by way of Kaseya’s SVP of MSP enablement, Shaun Witherden, who provided actionable insights and tools to help MSPs protect their clients, streamline service delivery, and unlock new growth opportunities.

The formal presentations concluded with a speech from Damien Thomlinson, a decorated Australian veteran who lost both legs while serving in the elite ranks of the 2nd Commando Regiment in Afghanistan 2009.

Thomlinson shared his story with the audience, touching on resilience and overcoming adversity, the power of teamwork and determination, motivation and goal setting.