“There’s a little bit of slowdown at the moment”: Viseo ANZ and Pacific Islands VP on what keeps him up at night

Vincent Motte has noticed a growing trend within the IT channel.

As many organisations have undergone digital transformation in the past five years, partners are seeing a slowdown in investments.

Vincent Motte, VP ANZ and pacific islands, at global IT consulting and digital services firm Viseo told CRN Australia that one of the major things that keeps him up at night is the reduction in investments from businesses in technology.

“There's a little bit of a slowdown at the moment,” he stated.

“The numbers are telling us that the approach of customers - whether it's in enterprise or even in public sector - is to be a little bit more nimble with the investment, and not running projects that are multi years, but running projects that are a little bit more contained,” he explained.

For Motte and his team at Viseo, it means that their business is probably changing speed in terms of responsiveness in sales.

“That means that we have to adapt also the type of delivery teams that we put together, because they have smaller squads compared to what we used to have,” he said.

Over the past five years, Motte has seen several businesses begin “ambitious” technology programs that didn’t produce the benefits once promised or blew their budget.

"There's a lack of confidence around complex projects because the technology is much more complex today than what it used to be. There's a lot more components, like cyber security and big data,” he said.

What he is seeing now is projects being divided into several stages, rather than one big project.

“It doesn't mean they don't spend more or that they spend less time, but it means the size of project is smaller,” he said.

“We pause after the first phase properly, we evaluate, which I think is not a bad approach, not great for professional services, but a good approach when it comes to an outcome.”

The AI of it all

For Viseo, AI, at the moment, is only one percent of their revenue globally in commercial service, but Motte noted that it “probably takes 90 percent of the airtime”.

"It’s quite a paradox, at the moment, in terms of where we are and what we've seen,” he said.

“If we look at our customer base, which is roughly 3000 customers globally. We only have a small percentage of customers who have done other POCs or move those POCs into production.”

Motte explained that Viseo is working out what the barrier to entry is when it comes to green lighting AI projects.

"The difficult conversation is going from the idea to the doing seems to be extremely difficult for CIOs, CTOs and even CEOs,” he said.

The trend Motte is seeing is data and ERP projects being far more important for their customers.

“I still feel like the reality of the market is very much back to the basic things that we've been talking about for the past 15 years, plus a little bit of hype around AI and not much true delivery and benefits [of AI].”

Viseo and CRN Australia conducted this interview at Agentforce World Tour Sydney 2026.