Channel partners lag behind rising demand for AI networking

New research highlights a skills and capability gap among channel partners when it comes to delivering AI-driven networking solutions. The study, commissioned by Westcon-Comstor, found that customer demand is outpacing the ability of many partners to provide suitable solutions.

Capability shortfall

The survey, which contacted 500 senior decision makers across managed service providers and value-added resellers in five countries, found that just 26% currently offer advanced network services with integrated AI capabilities. In contrast, 74% said they are not yet able to design and deliver AI-ready networking solutions, despite strong demand from their customers.

Only a third of respondents believe that their customers' current network infrastructures are fully prepared and optimised to support AI workloads. This points to a sizeable gap between what customers require and the ability of partners to deliver.

Developing expertise

The research shows that 54% of channel partners are working to build their AI capabilities, while 18% are in an exploratory phase, offering mainly traditional networking solutions. Most are supporting customers in more established areas of network transformation, such as automation, security, and visibility.

However, fewer channel partners are active in more specialised and emerging fields. Only 40% are involved in intent-based networking and just 37% in zero-trust architecture. This demonstrates a need for greater investment in upskilling and training for partners in advanced networking technologies.

Obstacles identified

The study identified several barriers to the successful modernisation of networks for the AI era. These include issues around integration with existing systems, as well as concerns over security and compliance. End-user organisations report additional struggles with internal skills shortages and uncertainty in choosing the correct technologies.

These factors present an opening for channel partners that have the appropriate expertise to position themselves as strategic advisors to customers navigating the complexities of AI-driven network transformation.

Revenue prospects

The transition to AI-driven networking is expected to generate growth opportunities. When asked about the most promising growth areas for the coming year, 52% of partners pointed to AI-enhanced network security analytics. Other major areas of expected opportunity include AI-powered network observability and diagnostics (48%), edge-to-cloud data routing and optimisation (43%), and autonomous or self-healing networks (36%).

The findings suggest that partners who develop competencies in these areas could be well placed to benefit from rising demand.

Strategic advisory

"AI is changing the game, and partners have a rare window to step up as true strategic advisors," said Patrick Aronson, Chief Marketing Officer and Executive Vice President, Asia-Pacific, Westcon-Comstor. "Customers are hungry for intelligent, adaptive networks - but the gap between ambition and readiness is real. The partners who lean in now, build capability and get closer to the customer will be the ones leading the next wave of growth."