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AI Channel Programs Shift Forecasting Risk to MSPs as Vendor Sales Fall Short
The episode reveals a structural transfer of forecasting and adoption risk from AI vendors to managed service providers (MSPs) and IT service organizations. Five companies—CyberFOX, Intezer, Sophos, Flamingo, and Charles IT—have taken distinct strategies to expand AI capabilities within the channel, underscoring a coordinated attempt to shift the uncertainty of AI demand, usage, and revenue forecasting off vendors’ balance sheets and onto service providers.
A central data point comes from Gartner’s survey of over 1,300 technology leaders at companies above $50 million in revenue: fewer than…
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