INDUSTRY VIEW
That is where the challenge begins. Many partners are being asked to make AI practical, but the messaging they receive from vendors is often still too broad. There is no shortage of excitement around AI, and much of it is driven by vendors launching new capabilities, integrations and model-driven features.
While vendors want to demonstrate innovation, they often end up creating the impression that AI is something partners can just sell in
When a vendor leads with the capability benefits, it puts partners on the back foot. its own right. This leaves partners in the difficult position of trying to translate broad AI promises into practical outcomes.
On top of this, customer budgets are tighter than ever, and buying decisions are scrutinised more heavily, so every investment must clearly demonstrate business value. So, when a vendor leads with the capability benefits, it puts partners on the back foot.
What should the AI narrative actually look like? The narrative around AI should focus on helping customers apply AI in practical, measurable ways. AI is a partner’ s silent co-pilot, and when applied to real operational problems, it allows them to act faster, prioritise more effectively and deliver measurable value to customers.
In the context of cybersecurity, AI helps accelerate security investigations, reduce manual administrative work, and help analysts make faster, more informed decisions. For partners, this creates a clear
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