Channel re-imagined
AI is driving your next move
AI is driving your next move
It's now embedded into partner operations, from automating on boarding to delivering predictive insights. Partners who embrace AI are creating faster, more efficient, and more responsive customer experiences. But do you know which of your partners is leading in this space? Which are using AI to gain an advantage, and which are still holding back?
AI is changing three areas in particular:
Partners who adopt these capabilities are creating stronger margins and deeper customer trust.
Vendors need to know where AI is making an impact. Without visibility, they risk missing out on the value being created in their own ecosystem. Some partners are already using AI to promote competitor solutions more effectively than yours. Are you aware of who they are?
The opportunity lies in identifying which partners have AI maturity and enabling others to follow. Bench-marking partner ecosystems against AI capability provides clarity on where to invest and where to intervene.
For channel leaders, this is not about chasing hype. It is about building ecosystems that reflect how technology is being delivered today.
AI is not a future trend, it is a present reality. Vendors who understand how their partners are applying it will create ecosystems that are more competitive, more resilient, and more valuable.
In 2026, global IT spending is set to exceed US$5.5 trillion, with around 70% delivered or influenced by partners. Yet many vendors still lack the visibility and data needed to manage their Partner ecosystems effectively.
The dynamics of partner ecosystems are undergoing a profound shift. Cloud marketplaces and co-sell motions have evolved from niche experiments into mainstream sales engines, reshaping how technology vendors and partners go to market.
This paper explores how vendors across the Globe can unlock growth by applying assessments, benchmarking, and competitive intelligence to their partner strategies.
70% of all global IT spend is now driven and influenced by channel partners.
Most vendors still lack clear visibility into partner performance, ecosystem overlaps, and real growth opportunities.
With marketplaces, co-sell motions, and SaaS changing how customers buy, building a high-performing channel has never been more complex. Here’s how we help vendors and distributors grow faster by combining AI insight with real execution so you can see partner performance clearly, close gaps, recruit smarter, and invest where it matters most.
As plans are being drawn up to deliver 2026 strategies, the question is simple: do you really know what your partners are doing for you? If you can’t answer with confidence, your biggest opportunity lies in making data the cornerstone of your channel strategy. The good news is you don’t need to wait or build complex systems to get there, it’s available, ready to go, and delivered as a service, complete with SLAs and there’s no additional overhead or infrastructure required.
Regulation and vertical expertise are defining the next generation of partner ecosystems, making them key growth enablers.
The channel is experiencing a profound shift because in 2026, four in five enterprises will design and run new digital infrastructure using subscription-based services.
Visibility into partner activity is the key to unlocking marketplace and co-sell advantage.
For many years, partner programmes have been managed with broad tiering systems and static certifications.
Data insight, smart execution, reach
Shift from volume to value
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