Gartner predicts an outcome-driven future for AI partners
Partners who can show measurable KPIs and long-term value will lead the pack
The Australian channel can expect a multi-billion-dollar AI bonanza in 2026 on the back of global AI spending which is expected to top $US2.5 trillion, according to analyst firm Gartner.
Jaideep Thyagarajan, director analyst at Gartner told CRN Australia a high-single to low double-digit billion-dollar market by 2026 is certainly within reach for the Aussie AI channel market.
Thyagarajan said services will account for most of that figure, and while AI adoption won’t be uniform across all sectors, Australia consistently outperforms its relative size in AI services.
“The momentum we are seeing now is only set to accelerate,” he added.
From sales to operationalisation at scale
The Gartner analyst said partners are now embedding AI into everyday workflows and focusing on fast deployment, strong governance and clear, measurable outcomes.
There’s also been a shift in the way partners approach the AI market, moving from simple sales to helping customers operationalise AI at scale.
There’s also more co-innovation between customers and hyperscalers, he said, speeding up time-to-value and spreading the risk. Many channel firms are using AI within their own platforms to automate partner management, and marketplaces are becoming key for secure, collaborative data sharing.
“Ultimately, the channel’s future is about outcome-driven AI strategy, not just the technology itself,” he said.
AI is also only as good as the data it rests on, and many corporate AI initiatives get hamstrung by data that is either siloed or resting in legacy systems. Thyagarajan said channel partners are helping customers overcome these hurdles by stepping into the role of modernising and connecting customer data estates.
Legacy systems aren’t being ripped and replaced, but instead channel firms are layering intelligence on top and helping organisations get more value from the systems they already have, he noted.
Integrators and resellers are pulling together data from CRM, ERP and other core platforms to create a single source of truth.
“Their role as ‘data plumbers’ is becoming essential, and this is making organisations AI-ready while keeping disruption to a minimum.”
Channel firms can differentiate themselves by delivering business results, not just showcasing AI capabilities, Thyagarajan said.
Deep industry expertise, access to proprietary data and automation assets will all be important differentiators.
“Ultimately, success comes from offering industry-specific, whole-product solutions supported by co-innovation and strong governance,” he added.
“The partners who can show measurable KPIs and long-term value will lead the pack.”