AI is evolving fast, but for many businesses, the biggest challenge isn’t the technology. It’s knowing where to begin.
In the latest episode of The High-Growth Equation, TD SYNNEX’s Lawrence Roberts sits down with Ed Morales, Vice President of High-Growth Strategic Business Enablement for North America, to talk about how Destination AI™, a global program designed to enable and guide partner AI strategy and adoption, is helping partners move from uncertainty to action.
Whether you’re just starting your AI journey or looking to scale, this episode offers a practical look at how to align capabilities with real opportunities, without needing to overhaul your business.
Watch Now: Making AI Actionable with Ed Morales
Learn how TD SYNNEX is helping partners build AI practices using the skills, infrastructure, and vendor relationships they already have.
What’s Holding Partners Back? (02:17)
AI adoption can feel overwhelming. With so much focus on advanced use cases like generative AI and agentic AI, many partners assume they need deep technical expertise to participate.
But as Ed explains, that’s not the case.
“Most partners already have the skills, they just need help reframing how they sell.”
Common challenges include:
- Information overload and unclear starting points
- Misconceptions about the level of expertise required
- Difficulty connecting existing capabilities to AI opportunities
A Framework That Meets You Where You Are (05:00)
Destination AI™’s go-to-market framework categorizes partners into three profiles, AI Aware, AI Ready, and AI Expert, and provides tailored support at each stage.
A key tool within Destination AI™ is the Solution Grid, a visual guide that maps AI solutions by technical and sales complexity. It helps partners understand where they fit today and how they grow.
“It’s not just a grid, it’s a strategy on a slide. It shows the full stack, the enablement framework, and the partner profile all in one place.”
Why Infrastructure Matters (06:00)
One of the most powerful takeaways from the episode? AI isn’t just about software.
“You can’t put a jet engine on a paper airplane. If you’re going to deploy AI applications, you need the right infrastructure to support them.”
The Solution Grid helps partners tell that story, showing how AI-Enabled infrastructure is not only relevant, but essential.
With the right foundation, partners can:
- Support the performance demands of AI applications
- Ensure data governance and compliance
- Position infrastructure as a strategic enabler
Making AI Personal (08:10)
The Destination AI™ framework is designed to make AI feel tangible and achievable. It helps partners build on what they already know, using the tools and relationships they already have.
“When partners see the grid, it’s like the fog lifts. They realize they’re already doing AI, they just needed a new way to talk about it.”
It also gives vendors a more unified and scalable way to engage the right partners with the right solutions, making AI more personal, practical, and aligned to real business needs.
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