More Partners Look to Offer AI/ML Solutions, a Potential New Revenue Stream

More Partners Look to Offer AI/ML Solutions, a Potential New Revenue Stream

By Greg Tavarez

In the blink of an eye, AI and machine learning transitioned from esoteric concepts to ubiquitous household terms. Curiosity brought many people to test the waters of AI, or generative AI to be more specific, and they realized the potential of this technology after seeing it can craft original text and images.

In fact, according to McKinsey’s The State of AI in 2023 report, 79% of respondents have been exposed to generative AI at work or outside of work, and 22% said they were already regularly using it in their own work. This marks a pivotal moment in the democratization of AI and the pervasive influence of machine learning across various facets of society.

But how do businesses meet the demand that comes with AI? Businesses have started to deploy new technologies and are looking at partners that offer AI/ML solutions. So, this places a burden on partners to meet the AI/ML demand.

A recent TD SYNNEX report revealed that 37% of partners have already incorporated AI/ML solutions into their offerings, and an additional 40% of partners are gearing up to embrace AI/ML solutions within the next two years. This indicates a widespread recognition within the industry of the transformative potential and increasing demand for intelligent technologies.

Because of that increased demand, 77% of North American channel partners are anticipating at least some revenue increase in 2023. To continue to grow, channel partners are redefining their strategies, with a heightened focus on services, workforce development and adaptability.

Networking, cybersecurity and data analytics are pivotal drivers in the increased revenue. Partners are keenly aware of the lucrative opportunities presented by these domains and are strategically aligning their services accordingly. The emphasis on data analytics is particularly noteworthy, with 46% of North American partners expressing plans to offer these services within the next two years.

As more partners look to offer these services, the report found that nearly two-thirds of partners cited hiring for business planning and managed services skills as their top business priorities, as demand for AI/ML and data analytics skills outpaces global average. Over 50% of partners cited AI/ML and data analytics as skillsets they are currently hiring for, and nearly 30% are recruiting to cover security skills.

Partners are also shifting away from selling hardware toward selling services. Do remember that hardware is important. However, the report saw a nearly 250% jump in sales of product lifecycle services and 80% increase in resale of packaged services.

“Getting a pulse on what partners are focused on both today and in the next two years allows us to help them take their business to the next level,” said Peter Larocque, president, North America, TD SYNNEX. “We have many capabilities in this space, including product breadth, services, coverage and solutions. We want to make sure we always deliver what is needed.”

Partners are constantly overcoming any possible obstacles and opportunities, but based on the report, they are in a great position to meet the needs of businesses as they navigate an increasingly data-centric landscape.

Edited by Greg Tavarez
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MSPToday Editor

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