With the generative AI market poised for explosive growth, distributors are rushing to introduce programs to help MSPs capitalize on AI tools such as Copilot for Microsoft 365. IDC estimates that spending on generative AI software, hardware, and services is growing at an annual rate of 81% and will reach $151 billion by 2027.
With so much opportunity to be had, distributors have introduced training courses, resources, and tools that aim to help partners get a generous slice of the AI pie, especially now that Microsoft has made Copilot accessible to small and midsize businesses. Copilot employs large language models (LLM) and generative AI to quickly create text and images, summarize documents, and answer questions.
In January, Microsoft made the tool available across all sales channels, including Cloud Solution Provider (CSP) New Commerce and lifted a 300-seat minimum. Distributors such as Ingram Micro, TD SYNNEX, D&H Distributing, and Pax8 have launched programs to prepare their partners to help end customers integrate generative AI into their businesses.
TD SYNNEX, for instance, is providing training, resources, and expertise to MSPs on Copilot through its Enablement Journey program.
“The Enablement Journey emphasizes supporting customers with their data security and data management strategies,” says Reza Honarmand, senior vice president, Global Cloud and Hyperscalers, at TD SYNNEX. “This holistic approach ensures that MSPs not only grasp the technical intricacies of Copilot but also gain insights into structuring their operations for efficiency and excellence.”
Essential to the Enablement Journey, says Honarmand, is the TD SYNNEX Practice Builder, for Microsoft 365 Copilot. “Within Practice Builder, MSPs are guided through a comprehensive interactive experience in which they access AI specialists to strengthen their value proposition, define their offering, and build their plan for success,” he explains.
Getting Ready
Ingram Micro, for its part, has been focusing on getting partners ready for Copilot, says John Dusett, the distributor’s vice president, Technology Solutions. “We understood a key factor for successfully capitalizing on Copilot would be knowing a customer’s base business and how they are using Microsoft’s business tools, as that would allow our partners and MSPs to provide their customers with solid guidance for Microsoft 365 Copilot adoption.”
Because of the focus on readiness, Dusett says, partners have been able to respond quickly to “strong customer demand” for Copilot. “Part of getting our partner community #CopilotReady was helping them know how to organize their customers’ data and create policies for security and data governance,” Dusett says.
“Copilot presents a great and growing opportunity for MSPs.”
John Dusett, Ingram Micro
Ingram Micro also helps partners with provisioning through the Xvantage platform, which fully automates the ordering, provisioning, and management of licenses.
Distributor D&H is also on the Copilot bandwagon. On February 8, D&H launched its Go Big AI Program, consisting of training, consultative initiatives, and resources to help MSPs leverage AI opportunities. The initiative includes a “Getting Started with AI 101” course, workshops, sales enablement tools, and go-to-market strategies.
“The goal is to demystify these complicated solutions for partners, enabling them to implement specific sales strategies to monetize these offerings while the market is on the cusp of practical adoption,” the distributor said in a statement.
A Playbook
For its part, cloud marketplace Pax8 has published a Copilot playbook for MSPs. Developed with the help of Microsoft Copilot, the AI Readiness playbook covers basic information on Copilot and explains how it works with other Microsoft tools to enhance business functions.
The playbook also addresses how to prepare a managed services business and its clients for AI by developing a strategy, preparing for AI capabilities, and ensuring that proper security measures are in place. “Security is a crucial aspect of being ready for AI, as it helps to safeguard your employees, business, and data,” the playbook says.
Revenue Potential
When Microsoft made the Copilot announcement in January, MSPs welcomed the opportunity, but some expressed doubts at the revenue potential. Distributors seem more optimistic.
Citing IDC’s growth predictions for generative AI, Honarmand notes: “The AI market presents an expansive opportunity, poised for remarkable growth. Key drivers include increased automation, enhanced decision-making through machine learning, and the proliferation of AI-powered applications.”
Dusett adds, “Copilot presents a great and growing opportunity for MSPs. From a shorter-term perspective, because Copilot became available early in the calendar year, MSPs have a better opportunity to really build it into their plans.”
