Katie Bavoso

So as Victoria was saying, you're going to see MSPs and other solution providers really continue to drill down into one specific area, maybe a few.

Some of them will even get almost sub-verticalized where they're not just getting into healthcare, they're specifically getting into nursing homes that have X number of beds or are on this very specific system with a healthcare provider.

So

It's verticalization is going to be so important in 2026 because it's how people are differentiating.

And to Victoria's point, offering something like Harvey and not to not to I don't know anything about Harvey as far as, you know, not to give them a shine that they don't deserve.

But if that is something that they realize they can offer at scale to law offices, then that is something that I can absolutely see.

become a differentiator for an MSP and they go, oh, we want to be a part of that.

Since we are very law firm specific, we can see this as being an offering.

Let's work something out.

That's why you're seeing a lot of ISVs now create their own channel programs.

And for those who, again, letters, independent software vendor, an independent software vendor, a lot of them are creating their own channel programs to be able to connect with other MSPs.

ISV is sort of this, I would argue to say newer platform.

name in the channel as far as the MSPs, the VARs go.

Those are old hat, but ISVs have kind of come in as AI has really ramped up because they offer software, usually SaaS products that are built on top of a hyperscaler.

AWS is very big on this because AWS is one of the first ones to market with this.

And they have the marketplace where a lot of these ISVs can go and put their software, their offerings in.

And then people can go and buy from it.

So it's really easy to do.

So a lot of ones that I speak to are hyper-verticalized or they really get into your CRM or they really get into your system in a very specialized way to make things easier on you with these

big, very AI intensive workloads, but they're built on top of AWS.