We also have the latest State of the Channel Report from CompTIA. According to a new report from CompTIA, IT channel companies are optimistic about the growth potential of technology services, business solutions, and generative AI. The report reveals that companies see the increasing complexity of technology and the availability of AI tools as key drivers for customer demand. Additionally, the shift from products to services is becoming more prominent, with IT services projected to have the highest spending in 2024.
Rich Freeman covered it well in Channelnomics —some highlights of the data.
- Only 25% of channel firms offer automation services, including AI. However, this number is expected to rise, with 47% of these firms planning to sell generative AI solutions this year. Among partners whose businesses are in better shape now than two years ago, 55% plan to sell AI this year, compared to 32% of partners in worse shape.
- Competition and pricing pressure, particularly from online marketplaces like AWS and Microsoft, are the primary factors driving down profits and revenue for partners. 36% of partners view these marketplaces as their main competition, though this is less than the 49% reported in older research. Other significant competitors include other channel firms (40%) and vendors going direct (35%).
- 29% of partners are enrolled in one to four programs, and 11% are enrolled in none. However, partners are increasingly satisfied with their vendors, with 33% reporting high satisfaction, up from 18% last year.
Channel leaders in the IT industry are feeling positive about the market conditions, with optimism levels reaching a five-year high, according to a survey by Agilitas. The survey also highlighted the growing interest in artificial intelligence (AI) and the need for businesses to prioritize efforts in areas such as emerging technologies, company culture, sustainability, and customer experience. Bridging the gap between leadership and employees, adopting innovative technologies, and demonstrating a sustainability strategy are key challenges for channel players.
For IT service providers not yet offering AI solutions, it is time to explore and integrate these technologies into your service portfolio. That’s my take. That doesn’t necessarily mean AI in everything. It’s about “something” versus nothing. Develop a clear vision