predictive analysis, you transition from a software vendor to an indispensable business strategist. 2. Lead with Trust to Drive Adoption In finance and accounting, trust is the ultimate currency. If a CFO or controller doesn’t feel confident in new technology, they’ll revert to manual spreadsheets every time. To combat this hesitancy, partners must resist the urge to deploy wide-ranging AI solutions overnight. Instead, the key to successful adoption is to start small and lead with transparency. Begin by implementing AI in core, everyday workflows where the outputs can be easily explained, verified and audited. Show the client the “why” behind the technology’s recommendations. For example, if an AI tool flags a transaction anomaly, ensure the system clearly outlines the historical patterns that triggered the flag. When finance teams see that the technology is reliable, consistent and fully auditable, their confidence will grow. 3. Reduce Implementation Friction to Unlock Value Faster One of the greatest barriers to growth for VARs and ISVs is project fatigue and the high labor overhead associated with custom, complex deployments. If a partner spends all their time and resources manually building and configuring bespoke systems, they have little capacity left to deliver actual advisory services. Partners also need to make AI easier to adopt. If every deployment feels custom, complex and resource-heavy, it becomes harder to scale advisory services. Standardized onboarding, repeatable templates and clearer implementation paths can help partners deliver value faster while freeing their teams to focus on higher-value client guidance. By reducing implementation friction, partners can accelerate time-to-value for their clients, significantly lower their own delivery overhead and immediately redirect their internal talent toward higher-margin advisory work. The partner ecosystem has always been built on deep expertise and strong customer relationships. In the AI era, those strengths matter more than ever. The partners who win in this next chapter will be the ones who make AI feel practical, explainable and safe to use in the moments that matter. For channel partners, that is a real advisory opportunity: helping clients not just adopt AI but trust the decisions it supports. o Nancy Sperry is an accomplished technology sales executive with more than 25 years of experience driving growth through high-impact partner ecosystems. As vice president of US partner sales at Sage, she leads strategic initiatives that accelerate partner performance and deliver measurable business outcomes. 31 SUMMER 2026 | CHANNELVISION
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