𝗛𝗼𝘄 𝗔𝗜 𝗜𝘀 𝗥𝗲𝘀𝗵𝗮𝗽𝗶𝗻𝗴 𝘁𝗵𝗲 𝗘𝗻𝘁𝗶𝗿𝗲 𝗖𝗵𝗮𝗻𝗻𝗲𝗹 — 𝗙𝗿𝗼𝗺 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗼𝗿 𝘁𝗼 𝗥𝗲𝘀𝗲𝗹𝗹𝗲𝗿 @ZINFITECH

[00:00:00]My question is AI going to help or make it worse or make it better? Can you go through those three parts?

[00:00:05]>> Yeah, absolutely. And that's a number of things in there that let's unpack those, right? So, first thing if you look at the entire channel business, whether you're a distributor, you're a reseller, you're a telco, that is basically servicing end enterprises, everybody's starting to build what they call solution practices within their organizations.

[00:00:27]And these solution practices are kind of us very similar to have enterprise companies like SAP and Microsoft etc. with building the solution teams to solve the customer's business problem with a package solution.

[00:00:43]They think of the same way, but in this case, they're basically thinking of solutions that are bundled through co-selling motions or even resale selling motions. That's number one.

[00:00:53]By doing that, they're starting to basically look and saying, "How can I basically drive GTM ops at a predictive pace? How can I basically drive rev ops?

[00:01:03]What are the packages that need the What can I do for finops, right?" So, people are starting to think that way and build those partnerships there.

[00:01:12]The second piece is it's not just about going ahead and building and delivering those solutions.

[00:01:19]A lot of our resellers are kind of becoming more and more leaning towards a value-added resellers where they are basically buying stakes into the outcomes.

[00:01:29]Which is why they're focusing heavily on customer success. Which is why they're focusing heavily on customer support, right? To drive.

[00:01:37]In that wave, they're also partnering a lot with SI vendors to go ahead and basically deliver SI offerings as a part of the solution. So, that ecosystem is starting to become very big, which is kind of missing in the classic distribution reseller model.

[00:01:52]And the last thing I think with AI coming in, it's basically two-folds. One is, of course, it's basically helping enterprises start realize new scenarios, which is then basically helping the distributors come in and now position a new catalog of capabilities that they did not have before.

[00:02:13]But the second thing that's also doing is from a distributor and reseller standpoint, AI is helping build tools that are allowing them to basically reach those outcomes for customers with a much better margin profile.

[00:02:28]So, I think AI is helping from both those ways. And then the last part is we're still at this juncture where we're seeing a lot of use of AI in terms of infrastructure, which is great. We're seeing a lot of use cases in terms of tools that are enabling people to build their own applications and solutions using AI.