facilitate a more seamless customer experience from initial engagement through continued support. Such consistency establishes trust and reduces the friction of adding new capabilities, especially AI-powered tools that demand both technical integration and change management in partner organizations. Operational consistency can be supported by embracing open integration standards and making APIs and automation tools functional across platforms. This prevents the lock-in concerns that have traditionally hindered multi-vendor cooperation. When partners plug into a common framework without compromising their own innovation roadmap, the outcome is an ecosystem that is simultaneously agile and integrated. The AI Imperative for Partnerships AI is redefining the meaning of partner enablement. Static training and collateral are no longer sufficient. Partners now require embedded intelligence that enables them to move quickly, pursue the right opportunities and provide value in real time. The State of Data Infrastructure Global Report discovered that 37 percent of IT executives list insufficient access to high-quality data as an obstacle to AI scaling. This highlights the requirement for partnerships that blend technical expertise with a keen awareness of data governance. AI-driven partner platforms can pair prospects with best-fit partners, automate manual tasks and bring predictive insights to the forefront for improved decision-making. Yet, the mere implementation of AI tools is not sufficient. The OECD, along with other policy institutions, emphasizes that AI projects need to be underpinned by robust governance structures to be used ethically, securely and in compliance with requirements. This is where partnership harmony becomes a market differentiator. When both parties are jointly responsible for AI results, trust increases and market effect expands. For partners, harmony translates into practical benefits: more predictable revenue, faster time-to-value for clients and the differentiation needed to stand out in a crowded AI marketplace. Partnership harmony does not imply shying away from tough discussions on price or scope. It entails maintaining a balance between such discussions and longer-term goals such as market positioning, innovation cycles and lifetime customer value. In the age of AI, as tech cycles shrink and stakes grow, partnerships that can move in tandem will beat those mired in zero-sum bargaining. The future will belong to those who look beyond transactions to true collaboration, with ecosystems that scale innovation, satisfy regulatory requirements and provide measurable value. The age of AI favors trust, integration and mutual ambition. Those that make harmony a core principle won’t just adjust to market transformation – they will define it. o Dennis Frank is vice president of EMEA strategic partners & alliances for Hitachi Vantara. Ditch the Copper. Upgrade with Confidence SolEx POTS Replacement Solutions: Approved for elevators, alarms, and life safety systems Upgrade outdated phone lines with SolEx’s range of cutting-edge POTS replacement solutions, designed for every budget and application. Contact us today to future-proof your critical connections Partner@solexp.com or 800.411.3611 VSA CHANNEL PROGRAM OF THE YEAR 2023/4/5 VSA MULTI-LOCATION DEPLOYMENTS OF THE YEAR 2024/5 VSA MOST RESPONSIVE SUPPLIER CHANNEL TEAM OF THE YEAR 2923/4/5 Over 30 years of industry experience Flexible & Scalable Solutions • Self-install kits or professional deployment • Solutions for basic service, fire alarms, elevators, blue-light systems • Single or Dual SIM with customizable backup battery • T.38 Fax compatible Certified for Critical Services • HIPAA & PCI Compliant – Secure for healthcare and payments • FCC Certified – Legal and Safe Operation • UL Listed – Rigorous safety and performance testing • ASME A17.1 – Elevator & Escalator code compliant • NFPA 72 Approved – Fire/life safety ready • Tested and Approved by CalFire & FDNY Nationwide Trust & Support Validated by leading fire and burglar panel manufacturers. Backed by SolEx’s award-winning service & support. SolEx POTs Replacement Choices: Confidence in Every Connection. 41 FALL 2025 | CHANNELVISION
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