AI networking is growing. Here’s how to grow with it.
AI is creating real demand for smarter, faster, and more adaptable networks. For partners, this opens up a clear growth opportunity. This Future Ready opinion piece explores the key challenges customers face in getting their networks AI-ready – and what partners can do about it.
AI workloads – such as generative AI and inferencing – put massive pressure on existing networks to be fast, scalable, and secure. But this isn’t just a technical upgrade; it’s a key factor for business success.
Companies with AI-optimised networks can deliver faster services, improve customer experiences, and run more resilient operations. We’re seeing demand for it across several sectors, from IT to banking, healthcare, manufacturing, retail, and governments.
But our latest research found that only 33% of partners say their customers are “fully prepared” for AI. That means 67% have major work to do.
Key customer challenges
AI workloads now span cloud, edge, and on-premise environments, so customers need these systems to work together seamlessly. Many organisations are also struggling to bridge the gap between AI, infrastructure, security, and cloud.
To navigate this, customers need more than just products. They need AI lifecycle services, including advice, design, deployment, and ongoing optimisation. Data privacy and compliance are also top priorities.
But with three in four partners unable to deliver AI networking solutions, many are missing this opportunity. Partners need to connect the dots to deliver modular, adaptable, and future-ready designs that keep customers agile and problem-free.
Our research showed two main challenges: integration with legacy systems and a skills gap.
Integration with legacy systems
Nearly half of partners (46%) told us that integration is the top challenge for their customers. This isn't surprising. Most company networks were never designed for AI. They are often fragmented, inflexible, and built on technology that is decades old. Trying to layer new AI solutions on top of this legacy infrastructure creates serious bottlenecks.
This is where you can shine. You can help by providing:
- AI readiness assessments to identify what needs to change
- Migration roadmaps that provide a clear path forward
- Hybrid integration strategies that connect old and new systems
- Ongoing support and training to ensure a smooth transition
By acting as the bridge between your customer's vision and its execution, you help them modernise with confidence and unlock the full value of AI.
The in-house skills gap
Another major challenge, cited by 39% of partners, is the lack of internal expertise. AI networking requires a blend of skills that most IT teams simply don't have. It demands knowledge across AI workloads, cloud-native infrastructure, and modern security frameworks.
This skills gap is a golden opportunity for you to become an essential partner. You can offer:
- Training and enablement to upskill your customer's team
- Managed services and lifecycle support to run their AI infrastructure for them
- Trusted advice to guide their long-term AI strategy
By providing these services, you move beyond being just a supplier and become a core part of your customer's success.
Becoming a trusted partner for the AI era
As customers face fast-moving changes, they need confidence – not just products. By stepping up as a reliable advisor, you put yourself at the centre of their transformation, helping them navigate tricky decisions and avoid costly mistakes. This builds the kind of deep, lasting relationships that drive long-term growth for your business.
Working with a knowledgeable, digital-forward distributor can be a great force multiplier for your Partner Success. It’s not just about procurement – it’s about working with a disti that can give you all the digital tools, data and insights, and ongoing support you need to lead transformation.
Are you Future Ready?
Future Ready is our latest thought leadership series aimed to provide channel partners with practical insights and strategies for navigating emerging channel opportunities and trends.
At Westcon-Comstor, we’re here to help you lead this change – with training, marketing, technical support, and practical, expert advice. To find out more, contact us.
