More than 1,400 professionals from over 60 countries gathered at the Mohegan Sun in Uncasville, Connecticut, on September 21st & 22nd for VARTECH 2026, a two-day event focused on technology, education, and relationship-building under this year's theme: "Where Builders Gather."
For resellers, ISVs, MSPs, vendors, and channel leaders, the theme resonated throughout every aspect of the event. As customer demands grow more complex, delivering solutions today requires more than matching products to requirements. It requires bringing together hardware, software, services, expertise, and trusted partnerships. VARTECH makes those connections possible.
Building What's Next
A recurring discussion throughout VARTECH 2026 centered on the evolution of the channel itself.
Whether in education sessions, hallway conversations, or on the trade show floor, attendees explored how solution providers can move beyond traditional product fulfillment and play a larger role in helping customers achieve business outcomes. Topics ranging from AI and automation to payments, RFID, healthcare technology, digital signage, and connected solutions all emphasized a common question:
How can partners create more value?
The answer frequently came back to services, expertise, and partnerships. As technologies continue to converge, the most successful channel organizations will be the ones capable of assembling solutions rather than simply selling components.
A Keynote That Connected on a Personal Level
This year's keynote speaker, Ben Nemtin, bestselling author and co-creator of The Buried Life, delivered one of the event's most memorable presentations. His message focused on purpose, ambition, and the importance of helping others achieve meaningful goals.
Sharing stories from a journey that began with a list of 100 "bucket list" goals, Nemtin challenged attendees to think beyond business objectives and consider what they truly want to build in both their professional and personal lives. His message was equal parts motivational and practical, reminding the audience that many opportunities begin simply by asking for help, being brave about the opportunities in front of us, and being willing to help others in return.
I try to look at the fear of failure like this...if I'm afraid to go after my goal, or I'm waiting for the right time, unfortunately, I failed, didn't I? At least when I try and I fail...when I learn from that...it far outweighs any hit to my reputation. - Ben Nemtin
For an event centered around builders, innovators, and entrepreneurs, it was a fitting way to begin the week.
Education Focused on Action
As always, VARTECH's educational tracks delivered practical insights attendees could immediately apply to their businesses.
Artificial intelligence remained a major topic across multiple sessions, but discussions went beyond the hype to examine real-world applications, strategies, and business opportunities. The US Breakout session on Monday afternoon began with a deep-dive presentation from IHL Group's Greg Buzek on building AI into the VAR business and wrapped with a panel discussion on practical examples and strategies featuring Buzek, Intel's Rob Risany, Denali's Lisanne Schliemann, & Lyngsoe's Carl Kallen. A major conclusion: the importance of collecting, cleaning, and utilizing good data for internal AI processes and selling AI-enabled solutions.
AI is as much a recipe as it is a technology. That recipe is...you gotta get clean data first. Whatever you've gotta do to get to accuracy. That might be RFID, that might be computer vision technology... The network is the next piece. You don't do those things, AI is going to be a disaster. - Greg Buzek, IHL Group
It's not necessarily AI itself creating the noise, it's the data below it that's creating the noise. If you don't have the right data structure in place and have the one place where everything has already been cleaned, you're just spreading more of a problem...creating larger noise. You have to make that investment - Lisanne Schliemann, Denali
One particularly notable theme was the industry's transition from traditional VAR models toward service-oriented relationships. A BlueStar Academy session titled "Navigating the Shift from VAR to VSP (Value-Added Service Provider)" reflected broader conversations taking place across the channel. Partners are increasingly evaluating how they can create recurring value through services, support, and ongoing customer engagement.
The Show Floor Remains the Heart of VARTECH
While sessions and speakers provide inspiration, the exhibit hall (still affectionately known as "CodeZone") remains the place where ideas become real, handshakes and business cards are exchanged, and attendees can see, touch, and ask questions about the latest hardware and software solutions. It's a testament to VARTECH's longstanding ability to bring diverse channel ecosystems together in one place.
One of the highlights was finally getting to meet many of our reps and partners in person after working with them remotely. We also really enjoyed being able to see and experience all of the new technology firsthand. Getting hands-on with the latest products and solutions, asking questions directly, and seeing how the technology actually works. - Attendee Feedback
Investing in New Partners & the Next Generation
As is tradition for many years now, the Day 2 general session spotlighted software with TEConnect Live, giving 16 ISVs 90 seconds each to explain why they were the perfect partner to help attendees build their next solution, business case, or service-forward offering.
TEConnect Live co-sponsor Intel continued the theme by introducing the audience to their new BlueStar Account Manager, Amia Corotan, who brings a fresh perspective to complex solution builds and how to take them to market.
There's so many opportunities in which we can solve customer's problems that we haven't had before. Continue to learn, be curious about what's going on in the industry, as well as listening to your customers. A strong solution build is based on a customer outcome and not a pre-described list of products or vendors. - Amia Corotan, Intel
After introducing the initiative at last year's event, channel veteran Mike Monocello updated the crowd on BlueStar Academy, which continues to provide training and education designed to accelerate success for sales and technical professionals entering the channel. The initiative reflects a growing industry need to develop new talent while helping experienced teams stay current on rapidly evolving technologies.
Finally, BlueStar Director of Marketing James Korte introduced the new TEConnect Community Portal, taking the TEConnect ISV Program to the next level by creating a space for channel professionals to continue connecting and building together when they're not at events. The members-only community is signing up new partners now and growing every day.
Beyond Technology - Looking Ahead
VARTECH has always been about more than products and solutions.
Like the best channel events, its greatest value comes from bringing people together. Beyond the busy days of networking, learning, and greeting partners old and new, attendees enjoyed evening events in the cool New England air around fire pits and at the Mystic Seaport, complete with lobster, old ship tours, music, carnival games, and sunset boat rides.
VARTECH 2026 reinforced that the future belongs to builders: organizations and entrepreneurs willing to learn, adapt, collaborate, and create new opportunities for customers.
Whether attendees came to explore AI, discover emerging technologies, strengthen partnerships, or simply reconnect with industry peers, they left with new ideas and new possibilities. The tools may continue to evolve, but the channel's ability to innovate together remains its greatest advantage.
