JustUpdateOnline.com – As corporate interest in artificial intelligence shifts from experimental trials to full-scale operational use, the information technology distribution sector is undergoing a profound evolution. This transition marks a departure from traditional business models, favoring a system built on specialized knowledge, strategic orchestration, and long-term service provision.
Sundaresan K, who leads Tech Data across India and the ANZ region, suggests that the sector’s future lies in results-oriented ecosystems rather than simple hardware or software transactions. According to the executive, the most significant growth potential for technology partners is currently found in managed AI services. These offerings help clients overcome common obstacles such as professional skill gaps, trust issues, and technical complexity.
Historically, success in the IT channel was tied to the sheer volume of products moved, such as cloud subscriptions or hardware units. However, the paradigm is shifting toward integrating smart capabilities directly into business workflows. By focusing on data-driven insights and risk reduction, partners can provide substantial value that goes beyond the initial point of sale.
This shift toward an outcome-centric model is also changing how different players in the industry work together. The old-fashioned linear supply chain is being replaced by a complex web of partnerships involving system integrators, managed service providers (MSPs), and data governance specialists. Instead of focusing on a single product, these groups now collaborate to ensure a specific business result for the end user.
Despite the enthusiasm for AI across the Asia-Pacific and Japan (APJ) territories, many firms remain stuck in the "proof-of-concept" phase. A primary roadblock is the severe lack of qualified experts to manage these systems, a challenge cited by more than half of the region’s partners. Managed AI services bridge this divide, allowing companies to leverage advanced technology and ongoing optimization without needing to build a full internal team of specialists from the ground up.
Implementing AI is rarely a straightforward "plug-and-play" process. It requires the seamless integration of cloud infrastructure, data pipelines, and cybersecurity protocols. Distributors are now stepping into the role of orchestrators, helping partners manage the entire lifecycle of an AI project—from the initial discovery of use cases to financial planning and post-implementation maintenance.
In this new era, technical expertise has become more valuable than company size. Firms that prioritize learning, governance, and specialized training will likely outperform those focusing solely on high-volume product turnover. While emerging trends like data monetization and proprietary intellectual property are on the horizon, the immediate future belongs to those who can offer reliable "AI-as-a-Service" models.
Ultimately, the relevance of IT channel partners will depend on their ability to adapt both technologically and culturally. Success in the modern market is no longer measured by inventory levels, but by the ability to act as a trusted partner that delivers intelligent, outcome-focused solutions in an increasingly complex digital world.