Climb Channel Solutions UK ("Climb") has introduced a 'People + Platform' partnership model as a new approach within the technology distribution sector. The model is intended to shift focus from transactional and automation-led methods toward a more people-focused approach, with the aim of supporting Managed Service Providers (MSPs) in developing their capabilities and long-term growth.
The 'People + Platform' model combines hands-on support with structured frameworks, practitioner input, and guided processes alongside a platform designed to reduce operational complexity. The approach focuses on supporting MSP development beyond transactional engagement.
Marketplace platforms have changed how MSPs procure and manage technology. However, challenges remain, including margin pressure, hiring constraints, complexity, and differentiation. According to Climb’s internal analysis, marketplace models may not fully address areas such as go-to-market strategy, service design, pricing, and long-term planning. The 'People + Platform' model is intended to address these areas.
The partnership model is structured across eight stages, covering initial assessment, service development, launch, customer acquisition, and ongoing optimisation. The initial discovery phase is led by Climb and focuses on understanding an MSP’s priorities, challenges, customer base, and existing technology environment, without vendor involvement at that stage.
Additional components include the MSP Growth Toolkit, a webinar series focused on MSP-related topics, and the MSP Growth Collective, a community initiative designed to support collaboration and knowledge sharing among MSPs.
Climb positions the model as combining platform capabilities with human support and structured guidance, with an emphasis on service development and delivery.
