Beyond Distribution with GTDC

AI, Data Intelligence and the Evolving Role of Distribution: Insights from HP’s Sven Rathjen

In episode 71 of GTDC Beyond Distribution, recorded live at the 2026 GTDC North America Summit, Sven Rathjen, Vice President of Global Strategic Channel Partners at HP, joins host Frank Vitagliano for a wide‑ranging discussion on the evolution of IT distribution and the accelerating impact of AI on the channel. 
Rathjen shares his career journey from distribution into the vendor ecosystem and explains why a deep understanding of distribution remains foundational to running a successful channel organization. He explores how distributors have evolved from logistics and fulfillment engines into digital platform providers—delivering AI‑enabled insights, subscription and consumption models, and scalable partner enablement. 
The conversation also dives into HP’s Amplify platform, AI training initiatives and data‑driven go‑to‑market strategies. How has partner adoption of these technologies advanced? What are the ROI considerations for AI?  How will artificial intelligence reshape how the distributors and vendors engage with channel partners and their customers?  
Check out this must‑listen episode for those answers and more.  

View from the Top: EMEA Distribution Leaders Highlight Generational Transformation

Recorded live at the April GTDC Summit EMEA, episode CEO Frank Vitagliano moderated a lively and informative conversation with top executives from the European distribution community. Each leader offered unique perspectives on the evolution of the channel, the shift from hardware- and software-led businesses to cloud subscription models, and the platform investments required for partners and vendors to succeed in an expanding IT ecosystem.  
The discussion also explored why adaptation has become a core competency for distributors.  What will it take for vendors to be digitally ready to keep pace with faster transactions and business change? How is AI reshaping the technology landscape (especially cybersecurity) as the channel demands increasing levels of orchestration?  This episode of Beyond Distribution with GTDC provides answers to those questions and hits on a number of other critical industry topics.   
Panelists included Nick Bannister, President ECS EMEA, Arrow; Miriam Murphy, President, Europe, TD SYNNEX; Jesper Trolle, CEO, Exclusive Networks; and Matthew Sanderson, EVP and President, EMEA, Ingram Micro. Check out more key takeaways from this year’s event in the 2026 GTDC Summit EMEA event recap.