FOUAD GHANNAM , HEAD OF ALLIANCES AND CHANNELS , MIDDLE EAST , AFRICA AND TÜRKIYE , SAS
Q & A
EDITOR ’ S
FOUAD GHANNAM , HEAD OF ALLIANCES AND CHANNELS , MIDDLE EAST , AFRICA AND TÜRKIYE , SAS
In the expanding AI market , channel partners have a spectrum of opportunities , ranging from consultancy and education to integration , customisation , cultural change facilitation , and security services . Channel partners can guide manufacturers in identifying AI applications , and offering education
Customers and organisations look at AI for solving business problems . Failing to identify the right use cases will lead to unfortunate results .
and training programs to bridge knowledge gaps .
Specialising in the seamless integration of AI into existing manufacturing systems , connecting with IoT devices , and addressing the complexity of diverse environments presents another avenue . Developing customised AI solutions tailored to specific manufacturing challenges , such as predictive maintenance and quality control , offers a niche .
Additionally , assisting in cultural change , overcoming resistance , and fostering an environment conducive to AI adoption is crucial . Addressing the historical divide between Operational Technology , OT
and Information Technology , IT through collaboration solutions is essential . Continuous improvement and support services , ensuring the relevance and effectiveness of AI systems , and offering cybersecurity and ethical AI services to build trust round out the comprehensive role of channel partners .
In addition , transforming partners from traditional IT selling into business value selling . Channel partners in IT are used to target CIO and CTO , whilst AI it will expand their reach to business and decisionmakers like CDO , CAO , CFO , CEO , CSO , CRO , and others . However , challenges lie in staying current with evolving technologies , understanding diverse manufacturing environments , and effectively addressing resistance to cultural and technological changes within client organisations .
For example , failing to identify the related use cases and defining priorities . Customers and organisations do not look for AI as only a tool but for solving business problems . Failing to identify the right use cases will lead to unfortunate results .
For channel partners exploring AI solutions , securing relevant certifications and cultivating a diverse skill set is important . SAS recommends the SAS Certified AI and Machine Learning Professional certification , validating proficiency in critical areas like SAS programming , data manipulation , and statistical analysis – an essential foundation for effective AI implementation .
Advanced expertise in machine learning algorithms , model deployment , and integration is equally crucial , allowing partners to seamlessly apply AI concepts and tailor solutions to meet specific client needs .
Beyond technical insight , effective communication and people skills are highlighted . These attributes empower channel partners to engage with clients , comprehend unique requirements , and articulate how AI solutions can address business challenges , fostering trust and collaborative relationships .
In addition to technical and communication proficiencies , possessing business insight is necessary . From data scientists , statisticians , modelers , analysts to software developers . •
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