AI adoption rockets partner performance worldwide: Study

IDC reveals that early AI drives high double-digit growth for UK resellers

AI has driven resellers to strong performance over the last two years, according to research from IDC commissioned by Sage.

The report, which surveyed 2,009 software resellers worldwide, including 350 in the UK, reported that 87 per cent of “high-performing partners” have a dedicated AI practice.

The study also garnered the opinions of partners from the US, Spain, Germany, France, Canada, Portugal, and South Africa.

Partners qualify as high-performing if they have delivered 20 per cent or more revenue increase in the past two fiscal years, which applies to 70 per cent of the polled UK partners, and 63 per cent worldwide.

On a global level, 70 per cent of channel partners now resell or implement software with embedded AI features.

52 per cent of British partners also say that AI has made their service delivery more efficient, and 70 per cent say that their customers are already seeing measurable business impact.

Customers are now being served in more efficient ways, according to 70 per cent or partners worldwide, as AI solutions offer specialisations that help meet customers where they are, speaking their language, and solve sector-specific challenges.

This reportedly makes it easier for them to get started quickly, see value faster, and avoid costly customisations.

The opportunities around AI have led partners to increase their focus on the rising tech, as 37 per cent of those polled in the UK see AI-focused services as a top three strategic priority.

33 per cent of these high performing companies treat investment in AI as a company-wide target to build new services, deepen vertical expertise, and develop proprietary IP.

“High performing partners are building growth on innovation that delivers outcomes,” says Stuart Wilson, senior research director, EMEA partnering ecosystems, at IDC.

“They lead with customer outcomes, invest in AI as a differentiator, and run disciplined, services-led models with clear vertical focus.

“This cohort is translating technology into higher margins, faster time-to-value and stronger customer advocacy.

“Their success is repeatable, and their model is setting the pace for the next evolution of the channel.”