"On one hand, the pressure is on to innovate - to deploy AI, to be faster, smarter, and to harness data in ways that were impossible just a few years ago. On the other hand, the lights are kept on by legacy infrastructure that's too critical to fail and too expensive to replace. This is the gap where the transactional, product-first channel partner becomes irrelevant."
"The opportunity for those who can bridge it is immense: this year alone, an estimated 70% of growing customer spending on technology, IT services, and telecom services is set to flow through partners. Success is no longer about pushing the next hardware refresh. It's about becoming the strategic guide who can navigate both of these worlds at once, and maximizing the value of what a client already owns while charting a clear, intelligent path to what comes next."
Legacy infrastructure remains critical and expensive to replace, creating tension with pressure to innovate through AI, data, and faster operations. Transactional, product-first channel partners struggle to bridge the gap between old and new technologies. Seventy percent of growing customer technology and services spending is expected to flow through partners, highlighting opportunity for those who act as strategic lifecycle advisors. The most valuable partners will translate raw data into actionable insights and maximize existing infrastructure value while charting intelligent paths to future investments. Success requires retooling teams, investing in skills, and shifting from hardware sales to ongoing advisory relationships.
Read at ChannelPro
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