To Be Useful, Be Relevant, Be Contextual, and Walk in Your Prospects’ Shoes

The AI buildout is creating enormous opportunities across all industries. Estimates in the technology industry project the long-term AI opportunity at $7 trillion. Much of that value is centered among a small group of major technology vendors and their partners. Hyperscalers such as Google, AWS, Microsoft, Oracle, and IBM know the value of partner-led AI growth and are investing with ginormous checkbooks.

For hyperscalers and large technology vendors, the channel is a primary revenue engine. Publicly available reports reveal partner ecosystems drive an estimated 60% to 80% of total revenue, while broader market research has found indirect channels represent about two-thirds of U.S. B2B technology sales. Value extends beyond the initial sale: partners influence demand creation, implementation, renewals, expansion, services revenue, and long-term customer relationships.

View Article: To Be Useful, Be Relevant, Be Contextual, and Walk in Your Prospects’ Shoes