Channel Partner & AI: Opportunity, Infrastructure Spend, Business Value
Kognitos founder and CEO Binny Gill shares his 2026 channel predictions in ChannelDive — where the AI opportunity sits for channel partners, how infrastructure spend is shifting, and how to frame business value in the current market.
ChannelDive is a publication covering the channel partner ecosystem, from managed service providers and VARs to distributors and technology vendors. In this byline, Kognitos founder and CEO Binny Gill contributes his 2026 predictions for channel partners navigating the AI opportunity — covering where infrastructure spend is going, what the business value conversation actually looks like in the field, and how channel partners should position themselves as enterprise AI deployments move from pilot to production.
The piece reflects Binny’s perspective that the channel AI opportunity is real but requires a clear framework: understanding which infrastructure investments are durable versus speculative, how to separate AI hype from deployable value, and how partners can earn trusted-advisor status in an era where every enterprise customer has been pitched AI by a dozen vendors already.