AI discussions get real as the focus pivots to the economics of monetizing the technology and the opportunity costs for partners.

From Channel Focus in Carlsbad, California, Larry Walsh, Amy Henderson, and Frank Rauch share what they’re hearing at Baptie & Company's annual event.

This year’s conversations have moved past “AI as a thing” to how the channel will use it, sell it, and be disrupted by it. Attendees know change is here and are looking for the next growth curve. The hosts expect new program structures, new models, and a new way of accounting for productivity and success, with outcomes replacing activity as the measure of what the channel delivers.

Also at the event: The Channelnomics team previewed its new Economic Impact Optimization service, as well as Larry’s upcoming book, “The Channel Equilibrium,” due out in December.