Three quotes that capture the AI channel partner reinvention story at XChange EMEA 2026

Channel leaders share their takeaways on the opportunities and challenges shaping AI adoption during CRN’s signature European conference

What an event this year’s XChange EMEA was. CRN UK’s editorial team was in The Hague, where partners, vendors and industry leaders gathered to discuss how AI is reshaping the European channel.

Across two days, conversations ranged from infrastructure and cybersecurity to trust, sovereignty and commercial strategy.

Senior reporter Paul Ferretti reflects on three AI quotes that best captured the themes defining the next chapter of the channel.

‘The fluidity and volatility of the markets that we are in is the new normal. We just have to live with it.’

Neels Burger, group head of industrialisation shared services at Capgemini, argued that partners are embracing AI against one of the most unpredictable business environments in recent memory.

From geopolitical tensions and supply chain disruption to rising costs and changing customer expectations, volatility is becoming a permanent feature of the market rather than a temporary challenge.

For partners, the ability to adapt quickly may prove just as valuable as adopting the latest technology.

‘The shift is from promises to verification.’

That was the warning from Dr Jaroslaw Wilk, CTO at Engave, during a discussion on trust, cybersecurity and sovereignty.

As AI becomes embedded in mission-critical business processes, Wilk noted that customers are no longer willing to take claims around security, governance or compliance at face value.

Instead, they increasingly expect evidence through certifications, transparency and demonstrable resilience.

For channel partners, building trust is becoming just as important as deploying new technologies.

‘We live in very uncertain times…Make sure that you’re in a position to embrace them.’

Jason Holloway, founder of QL Security, said partners should view the uncertainty surrounding AI adoption, geopolitics and regulation as an opportunity rather than a barrier.

Rather than standing still, he argued that businesses willing to remain flexible and adapt to changing customer needs will be best placed to capitalise on new opportunities as they emerge.

For channel partners, reinvention is about more than adopting AI. It is about having the agility to evolve alongside it.