Four Sage executives named to 2026 CRN Channel Chiefs list

Sage has had four senior executives named to the 2026 CRN Channel Chiefs list, which recognises leadership in building and running partner programmes across the technology channel.

CRN, part of The Channel Company, selected Gretchen O'Hara, Pino Biase, Juha Harkonen and Nancy Sperry. The list is positioned as an annual snapshot of influential leaders shaping partner strategies and channel engagement across the IT industry.

The recognition comes as software vendors and service providers adjust partner models around artificial intelligence and the growing linkage between finance, operations and people data. Sage has been increasing its focus on partners as part of its route to market for accounting, financial management, HR and payroll products aimed at small and medium-sized businesses.

Partner Strategy

The four leaders represent different parts of Sage's alliances and channel organisation. O'Hara is EVP of Strategic Partnerships and Business Development. Sage grouped Biase, Harkonen and Sperry as executives shaping the company's partner direction.

Across the channel, vendors are pushing partners to move beyond resale and implementation towards managed services, data-led consulting and ongoing optimisation. The shift has accelerated as customers ask for practical AI in day-to-day processes and tighter integration across business systems.

Sage framed its partner approach around workflow-level use of intelligence in finance and operational tasks, alongside an open platform model. These approaches typically depend on integration with third-party applications and services, and on partners that can build packaged offerings and sector-specific add-ons.

In Sage's ecosystem, partners include IT solution providers and consultants, as well as accountants and bookkeepers who deploy and configure software for clients. That mix is a defining feature of the SMB accounting and payroll market, where customers often rely on external support for compliance and process change.

AI And Workflows

Sage linked the Channel Chiefs recognition to AI-driven change in how customers manage data and processes. It said finance, operations and people information is becoming more connected, with implications for how partners implement software and advise clients.

Its investment focus is on embedding intelligence into everyday workflows and connecting services across the ecosystem. Those themes reflect a broader trend in business software, with vendors integrating AI assistants and automation into routine tasks such as invoice processing, payroll preparation, cashflow review and reporting.

Sage also positioned its strategy as a way for partners to build recurring services and differentiate. In practice, that can include managed payroll, compliance monitoring, continuous configuration and integration management. SMB customers also face frequent changes in tax rules and employment regulations, increasing reliance on software updates and expert advice.

O'Hara linked the recognition to the role partners play in Sage's growth and in customer adoption of new technology.

"It's a real honour for our Sage leaders to be recognised by CRN, and a reflection of the work happening across our partner ecosystem," said Gretchen O'Hara, EVP Strategic Partnerships and Business Development at Sage.

"Partners are fundamental to how we help customers succeed, and our focus is on giving them the tools, platform and intelligence they need to deliver real value, not just more technology. By embedding AI into everyday workflows and connecting services across the Sage ecosystem, we're helping partners support customers in more practical, human and impactful ways as they grow," O'Hara said.

Industry Recognition

CRN uses its Channel Chiefs list to highlight senior figures responsible for partner strategy, programme design and channel engagement. The Channel Company operates a portfolio of media, events and marketing services for the technology channel, including vendors, distributors and solution providers.

Jennifer Follett, Vice President of U.S. Content and Executive Editor at CRN, said the list recognises partner commitment and channel influence.

"Leaders recognised as CRN Channel Chiefs this year have demonstrated unwavering commitment to their partners and the broader IT channel. Their vision, passion and drive for innovation continue to shape the future of our industry. We are proud to celebrate their achievements and the positive impact they make every day," said Jennifer Follett, Vice President, U.S. Content, Executive Editor, CRN.

The Channel Company describes itself as focused on channel growth services for technology brands and solution providers. It is backed by investment funds managed by EagleTree Capital.

For Sage, the recognition is a marker of channel visibility in a market where vendors are competing for partner attention, skills and capacity, particularly around AI deployment and data integration. Sage said its leaders are focused on how partners support customers as business data becomes more connected.