Tom Stephens
CEO, Techary
5-year channel prediction:
“Since ChatGPT landed in 2022, technology has been changing at a pace the channel simply hasn’t matched. Frontier AI is the clearest example: the broad channel still can’t transact LLMs through normal distribution the way it resells a Microsoft license – those remain bespoke, direct deals rather than something your average partner can quote and fulfil.
“The framework of a VAR or MSP being able to transact and add value to the IT org has changed. For the first time, to progress adoption of a new technology, there is no transactional path in the channel. My prediction is that “value” in the channel gets redefined entirely over the next five years. The winners won’t be whoever moves the most boxes or licences, but whoever can integrate, secure and operationalise this technology faster than the customer could alone. Plenty of today’s partners won’t make that pivot.”
Read Stephens’ full Partner Leaders Q&A here, or visit the Oxygen Partner Leaders hub here.
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