INDUSTRY VIEW and webinars that feature live demonstrations and real-world case studies showcasing AI success stories .
Detailing the tangible ROI metrics from these examples helps clients visualise the quantifiable gains . Offering Proof of Concept
trials is also valuable , allowing them to directly experience the shortterm benefits .
Developing comprehensive educational content like whitepapers , guides , and videos is crucial to build awareness and understanding . Providing personalised ROI calculations and using data-driven insights to benchmark AI ’ s impact further helps clients grasp the potential benefits .
Conversations should focus on articulating the business outcomes rather than technical complexities , supported by consultative AI strategy workshops and collaborative road mapping sessions .
Market differentiation
A key tactic , based on their respective market reach , is offering industry-specific AI solutions tailored to the unique needs of verticals like healthcare , finance services , retail and manufacturing . Providing flexible AI-as-a-Service models through scalable , subscription-based offerings can also help partners stand out .
Delivering end-to-end AI solutions spanning consulting , implementation , and ongoing support , emphasises the partners ’
comprehensive service capabilities . Importantly , these offerings should prioritise driving measurable business outcomes and ROI for clients . What is behind AI and the corresponding investment ? What is the value and how much do I get in return for every dollar spent ? What are the financing options ?
Again , upskilling resellers ’ teams with targeted AI training and certifications is a crucial enabler , allowing them to effectively deploy and manage AI-powered services .
Enhancing managed services through AI-driven automation and monitoring , can drive significant efficiencies . Developing new AI-based consulting services , as well as embedding AI functionality into existing products , are also essential strategies for partners to consider .
Establishing specialised AI consulting practices to guide clients on strategy and change management , as well as offering AI training and education services , strengthens the partners ’ positioning as trusted advisors . Developing proprietary AI tools and seamlessly
Detailing tangible ROI metrics from these examples helps clients visualise quantifiable gains .
integrating AI into managed services for predictive monitoring further enhances the partners ’ differentiation .
Partnerships
Strategic partnerships with leading AI vendors , allows channel partners to create unique AI ecosystems that are difficult for competitors to replicate .
Partners should leverage third-party AI platforms and form strategic partnerships with specialised AI vendors to augment their own capabilities .
The AI landscape is rapidly evolving , presenting channel partners with a wealth of opportunities to leverage cutting-edge technologies and capabilities . A particularly notable trend is the growth of Generative AI , exemplified by large language models that can be customised for diverse industryspecific applications . This empowers partners to deliver highly tailored , AIpowered solutions .
Channel partners must ensure seamless technical integration of the vendor ’ s AI solutions into their own service stacks . This allows them to deliver highly differentiated , vertically-focused offerings that address unique customer pain points .
Once suitable vendor partners are selected , the focus should shift to developing clear , mutually beneficial value propositions . This involves outlining the unique synergies , joint go-to-market strategies , and measurable business outcomes that the alliance can deliver to end customers .
Leveraging co-marketing and co-selling initiatives , as well as participating in vendor certification programs to build expertise and access valuable resources , are effective ways to operationalise these alliances . •
INTELLIGENT TECH CHANNELS 17