FEATURE AI REVENUE GENERATION exactly where clients need them... out in front, and earning recurring revenue for being there.
Jon Kane, Senior Director of EMEA Channel at Forcepoint: In an age when customers want to move quickly with AI but can’ t afford security approaches that require constant manual effort or slow them down, partners are faced with a new challenge: balancing security with practical delivery in environments that can change suddenly.
As the market shifts toward responsible AI, partners positioned as trusted advisors, not just resellers, will secure customers eager to drive AI innovation without compromising their data protection or brand trust. Customers are adopting GenAI tools, copilots and agentic platforms faster than their security teams can keep up. That gap between the tools in place and what data is actually protected, is where partners create lasting value. Those investing in genuinely useful tools can help customers close those policy gaps, apply controls across collaboration workflows and keep safeguards relevant as AI changes how data is created and used. That creates a service model that grows alongside the customer’ s AI environment.
Ultimately, helping organisations take advantage of the AI opportunity while keeping their data secure is the partnership model that wins. Partnering with vendors who offer a unified platform, simplified economics and AI-aware automation helps partners deliver measurable outcomes quickly. That approach gives customers a practical route from visibility to action, earning trusted advisor status while building predictable, repeatable revenue in their markets. •
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