Timestamps:
00:00 – Introduction
01:17 – Meet Phillip Sellers and Xentegra
02:40 – What customers need from partners today
05:04 – Moving AI from hype to practical use cases
07:30 – How Xentegra is using AI internally
09:46 – The AI adoption and training gap
12:05 – What partners need from vendors' AI strategies
14:24 – Why AI integration creates more value
15:08 – When AI integration becomes a security problem
16:15 – Guardrails, governance and data permissions
18:02 – Why people still matter in an AI-powered channel
20:27 – Agentic AI, autonomy and keeping humans in control
22:15 – Why security platforms matter
24:00 – Data as the foundation for decision-making
25:09 – Helping customers unlock value from their data
27:41 – Does AI really change everything for channel partners?
28:25 – The challenge of monetizing AI services
29:22 – AI hype versus fundamental industry change
31:44 – Closing thoughts

A new episode of Channel Insider: Partner POV is released every other Thursday.

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Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

Channel Insider: Partner POV is an asset of Channel Insider, which is a brand under TechnologyAdvice.