And some insights on opportunities. According to Techaisle’s research, AI adoption in SMBs and midmarket presents significant opportunities for channel partners. Over 40% of upper midmarket firms, nearly 40% of core midmarket firms, and almost 30% of small businesses expect AI-related IT spending to increase by more than 25% in 2024. However, potential risks exist, such as vendors bypassing the channel and customers favoring partners who can leverage AI effectively. Channel leaders are advised to adopt a “sense and respond” approach and align value propositions with customer decision-makers. Key solution categories for AI adoption include cybersecurity, customer experience, IT operations, and management. Successful channel firms can capitalize on the rapid growth of AI in the SMB and midmarket by working with relevant solutions, products, and suppliers.
A survey of business leaders reveals concerns about quickly training employees to keep up with AI and tech developments. In a survey of 715 senior executives worldwide, including 680 from Forbes Global 2000 companies and 35 public sector organizations, 80% said it’s never been this difficult to plan for future talent requirements. 92% of senior executives said they’ll need a more flexible workforce in the next two years.
Why do we care?
This is where I see the two stories coming together. First, a “flexible workforce” does not have to mean full-time employees. Instead, one option is working with a partner to deliver skills and capabilities that will be of higher value.
Layer in AI – the productivity boosts can offset inflation costs, and tying the two together and linking them to revenue impact will be the successful choice. Sense and respond – there is an awful lot to unpack there. To sense, you need to be very close to your customers and not only hear what they say but also sense their unspoken concerns. Respond implies you are prepared to do so with appropriate solutions. I agree with the approach and want to point out that those who execute will be both scarce and more profitable.
