The Rise of the “Born in AI” Partner
The IT channel is no stranger to the looming threat of extinction, but the age of AI is once again separating the disruptors from the disrupted. Alex Smith, Vice President of Ecosystem Channels at the Futurum Group, notes that while optimistic partners are riding a wave of AI-driven portfolio growth , a massive shift is underway as traditional hourly billing models give way to outcome-based deliverables. To survive this next inflection point, organizations must evolve into “Frontier Partners,” building their practices not just around legacy vendors, but directly on top of the Large Language Models and Agentic workflows that are redefining the very nature of professional services.
