Channelnomics is hearing the same thing from partners no matter where they are: They need help from vendors to identify, define, and quantify new opportunities. Yes, vendors talk about AI and the services that partners can build around it, but they’re not actually saying how big the market is or how much partners stand to make.
Add to that the fact that everything’s moving so fast. While it used to be that we had a couple of years between waves of technology innovation, we now have mere months. Partners are being asked to make substantial investments without knowing how long those investments will last. Dead ends cost them money and time.
Vendors need to size up the opportunity, point partners to the best bets, and offer them guidance. That way, both sides see a positive return, and customers get real value.
In this edition of “In the Margins,” Channelnomics CEO Larry Walsh reports in from Prague to share exactly what partners are saying.