AI and the future of partner programs: Vertiv experts discuss key industry trends at Canalys Forums 2023


Vertiv, the provider of critical digital infrastructure and continuity solutions, took centre stage at Canalys Forums 2023 as a Gold Sponsor and presenter, drawing insights from international experts on key trends like Artificial Intelligence (AI). Canalys Forums is a cutting-edge technology event that brings together industry leaders, innovators and experts to explore the latest news, forecasts and strategies in the IT channel market.

This year, Vertiv participated in two panel presentations in the event Expert Hubs, with Andrea Ferro, VP channel, IT and edge applications for EMEA and Jesper Hersbro, EMEA channel distribution director. Both shared their perspectives on current topics that are closely related to data centres and the channel.

Specifically, Andrea Ferro spoke about the convergence of AI in the cloud in the Expert Hub titled "AI meets the Cloud," where he highlighted the importance of AI as the next super application that will significantly drive cloud consumption. He also emphasised that its impact will not be limited to the cloud alone, forecasting noticeable effects for on-premise and colocation data centres.

Cloud companies are strategically positioned to address this increased demand for AI services, with the help of high-density cooling and power solutions. Their scalable infrastructure and expertise make them ideal partners for organisations looking to harness the power of AI without the burden of managing complex on-premises solutions. As a result, cloud service providers are well equipped not only to support this growth, but also to play a vital role in democratising AI, making it accessible to a wider range of customers and industries. He also mentioned that the synergy between AI and cloud technology will profoundly reshape the data processing and analytics landscape.

"Vertiv is continuously investing in research and development to provide innovative solutions to support the latest tech trends like AI and high-performance computing,” said Ferro. “Our portfolio already comprises a range of solutions, from efficient and high-capacity liquid and immersion cooling, to smart power and dynamic grid support systems. These high-density solutions complement our wider offering which includes prefabricated modular data centres, including micro solutions for indoor deployments, is designed to support edge applications, reflecting our dedication to staying at the forefront of technological innovation." 

In the second Expert Hub, "Tomorrow's partner programs", Jesper Hersbro highlighted the different types of partner programs which help drive both sales and non-sales activities, and can be more easily applied to complex sales cycles and diverse partner ecosystems. "In Vertiv's case, our VIP incentive program tracks and rewards partners for a range of sales and non-sales activities without any reporting requirements and lets them know when they have points to redeem," said Hersbro. “This not only acknowledges their contributions, but also enables them to focus on sales rather than dealing with unnecessary administrative tasks.”

Vicente Chiralt, VP of marketing for Vertiv in EMEA, added: “Every year, Canalys Forums remains the go-to gathering for the EMEA channel market.  As gold sponsors, we take pride in actively contributing to this crucial event by sharing our expertise, while learning valuable insights from fellow experts and partners. Being here adds depth to our understanding, helping us refine a more robust partner program.”

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