Editor’s Note: An excerpt of this article was featured on Channel Futures, highlighting key insights on AI investment and adoption trends. You can read that version here. Below is the full article, which dives deeper into the strategies and solutions partners need to capitalize on AI today.
Generative AI is no longer just a trend—it’s a business imperative. With AI investment projected to hit $632 billion by 2028, organizations are rapidly integrating AI-driven solutions to enhance efficiency, security, and customer experiences. But with so much ‘hype’, one question remains: how can partners position themselves to not just keep up—but lead?
A co-worker of mine recently authored the 2024 AI Gold Rush eBook, diving deep into how AI is transforming industries and where investments are flowing. In this article, I want to focus on one critical piece of that conversation: how partners can capitalize on AI investments today and build the right foundation for long-term success.
The Role of AI-Enabled vs. AI-Powered Solutions
A key distinction that has emerged in the AI space is between AI-enabled and AI-powered solutions. Understanding this difference is crucial for partners looking to enter the AI market and guide their customers through their AI journey effectively.
- AI-Enabled Solutions → These serve as on-ramps for partners exploring AI. AI-enabled solutions integrate AI-driven capabilities into existing technology—such as AI-driven security, AI-enabled networking, and AI-powered storage—without requiring an entirely new infrastructure. This makes adoption smoother and allows businesses to see the benefits of AI in familiar environments.
- AI-Powered Solutions → These are built from the ground up to leverage AI as their core functionality. AI-powered applications include generative AI models, AI-driven automation, and advanced analytics tools that require robust data management and high-performance computing to function effectively.
With AI-enabled technologies expanding rapidly, partners must recognize that AI is not just a product sale—it’s a business transformation sale. Many companies are hesitant to dive into AI due to concerns about complexity, cost, or lack of expertise. This is where TD SYNNEX’s Destination AI™ comes in—helping partners meet customers where they are and guiding them to the next step in their AI journey.
Where the Investment is Going—And What That Means for Partners
AI adoption is accelerating across industries, but partners need to focus on where the money is flowing and align their strategies accordingly. Businesses across sectors are recognizing that AI isn’t just about automation—it’s about creating entirely new capabilities, optimizing decision-making, and unlocking previously inaccessible insights.
• Banking: AI-driven fraud detection, security AI, and risk management solutions are top priorities. Companies like Red Hat, Nutanix, and IBM are providing AI-powered security solutions to combat threats and streamline compliance.
• Retail: AI-enabled customer service, guided selling, and logistics optimization are reshaping the shopping experience. Retailers are investing heavily in AI to boost operational efficiency, with companies like NVIDIA and Dell offering key solutions.
• Software: AI infrastructure spending is soaring, with major investments in compute, storage, and networking solutions from vendors like NetApp, Fujitsu, Equinix, and Digital Realty.
According to the TD SYNNEX Third Annual Direction of Technology Ecosystem Report, 73.2% of IT spending in 2024 will be driven by partner-delivered solutions and services, reinforcing the importance of strategic partnerships in AI growth.
The AI Journey: Where to Begin
Many businesses are eager to implement AI but struggle with where to start. The first step isn’t necessarily deploying generative AI—it’s ensuring that the right infrastructure is in place to support future AI workloads.
TD SYNNEX’s Destination AI™ framework helps partners navigate this process, guiding them through three key stages:
- Infrastructure Readiness → Optimizing storage, networking, and security to support AI adoption.
- AI-Enabled Technologies → Integrating AI-driven capabilities into familiar systems (e.g., AI-enhanced security or AI-enabled cloud storage).
- AI-Powered Solutions → Scaling up to AI-first applications like automation platforms and generative AI models.
Partners that take the time to educate customers and guide them through this structured approach will be seen as trusted AI advisors rather than just technology resellers.
AI Solutions that Matter: The Winning Formula for Partners
For partners, knowing what AI solutions are in high demand is critical. Businesses aren’t just looking for AI technology, they need solutions that integrate seamlessly into existing workflows and deliver measurable outcomes.
- AI-Enabled Storage, Security & Networking → These solutions provide an entry point for AI adoption by leveraging AI for data management, cybersecurity, and network automation. Companies that already have strong infrastructure in these areas can begin adopting AI without a full transformation.
- Data Management & AI Infrastructure → AI thrives on data, making data ingestion, processing, and analysis critical. This market saw $50 billion in spending in 2023 and continues to grow at 12.7% annually, with key players like Commvault, OpenText, Databricks, and Confluent leading the way.
- AI Platforms → With a 44% annual growth rate, AI platforms are a prime opportunity for partners. Vendors like Alteryx, Automation Anywhere, OpenText, and Pega provide AI solutions that streamline workflows, improve efficiency, and enhance compliance.
For businesses, the AI journey is about more than just adopting new technology—it’s about transforming processes and redefining success. Partners that offer tailored AI solutions, rather than one-size-fits-all implementations, will have the advantage in this competitive landscape.
Why Now? Why AI Skills Matter More Than Ever
AI isn’t just about investing in technology; it’s about investing in people who can drive AI-powered transformation.
As AI adoption accelerates, organizations are realizing that having the right talent is just as important as having the right technology. AI implementation requires a specialized skill set, and businesses are prioritizing workforce development to ensure they can effectively leverage AI investments.
According to the Direction of Technology Report, 27% of technology partners prioritized AI, ML, and generative AI hiring in 2024—a massive leap from just 8% in 2022. However, demand for AI expertise is outpacing supply, creating opportunities for partners who offer AI training, managed services, and consulting —making enablement programs like TD SYNNEX’s Destination AI more crucial than ever.
Partners can add tremendous value by providing AI enablement programs, helping businesses upskill existing employees, and offering professional services to bridge AI talent gaps.
What’s next for Partners: Making AI Work for Your Business
The question isn’t whether AI will dominate IT—it’s how partners can position themselves to lead this transformation. As AI becomes more embedded in business operations, partners need to move beyond selling AI tools and become strategic AI advisors for their customers.
To capitalize on the AI surge, partners should:
• Leverage enablement resources from TD SYNNEX, including hands-on opportunities at the IBM Innovation Studio, along with anchor vendors like NVIDIA and Dell.
• Base strategies on robust market data, aligning offerings with high-demand AI solutions that cater to specific industry needs.
• Help customers transition from AI-enabled to AI-powered solutions by ensuring they have the right infrastructure, training, and strategy in place.
The AI boom isn’t just a trend; it’s a fundamental shift in business strategy. By aligning with proven frameworks, investing in AI expertise, and developing strategic AI partnerships, partners can turn today’s AI boom into a long-term business advantage.
Explore More: For a deeper dive into AI investment trends, strategic insights, and real-world applications, explore the full 2024 AI Gold Rush eBook.
