2025 Agenda

This keynote will explore the profound ways in which AI is reshaping today’s channel landscape based on thousands of interviews with channel leaders. One of the industry’s most sought-after analysts will dive deep into how AI is altering business models, fundamentally changing the economics and service delivery capabilities of the entire channel. Hear how customer discussions are evolving as buyers realize how AI makes technology relevant to non-technical staff, which immediately expands the number of buying groups channel partners can address. To scale in this new AI era, senior leaders need to realize there is no room for gradual change as it will result in disintermediation by rivals using AI-powered sales tools and self-service platforms. To establish their brand as a market leader, partners must show customers they are in tune with the business options that arise from AI’s impact on infrastructure and operations. Internally, partner leaders must embrace a “sense-and-respond” approach allowing them to identify developments that will have a tangible impact on their businesses. They must also avoid overcommitment to avenues that may seem technically impressive but are misaligned with financial or operational goals. Discover whether your business is scaling or static.