Everyone is looking to put AI to productive use, yet many partners have not made it central to their strategy. As adoption accelerates, the question is becoming more pressing: do IT service providers need to prioritise AI now to avoid falling behind?
► While 97% of service providers are using AI in-house, only 28% are ‘AI-driven’
► 40% of AI-focused providers are ahead on their business plans
The dual paced progression of partner AI journeys was highlighted in the Global Technology Industry Association (GTIA)’s 2026 State of the Channel report. While 97% of IT service providers are using AI, just 28% are considered ‘AI-driven’. GTIA identified this latter group as generating notable AI revenue, working under formal AI leadership, and operating with integrated AI processes and workflows.
That leaves 72% still applying AI in a more limited, tactical way. This reinforces that while AI adoption is not yet essential, it is increasingly becoming a competitive differentiator. For now, this gap is not creating immediate downside. Many providers without a defined AI strategy continue to perform strongly, suggesting that AI maturity is not yet a requirement for profitability.
However, early signs indicate this may change. Among providers ahead of their annual business plans, 40% are AI-driven - pointing to a growing link between AI adoption and business performance.
At the same time, AI is emerging as a core growth area alongside cybersecurity. The report shows 77% of North American IT service providers expect both to drive the strongest revenue growth over the next two years.
As these technologies evolve, so too does complexity. Half of North American providers cite increasing complexity and demand for expertise as key business drivers, while skills shortages remain a leading challenge in the UK and Ireland.
Taken together, this suggests the dual pace of AI adoption could become more consequential. The divide between AI-enabled and AI-driven partners is not yet critical - but it is widening.
For partners, the focus is shifting from experimentation to execution - building the capability to turn AI into scalable business value.
TD SYNNEX supports this transition through Destination AI, helping partners progress from awareness to enablement and business development. The Practice Builder approach also helps strengthen cybersecurity capabilities through structured development pathways.
The 2026 State of the Channel report is available exclusively to GTIA members. If you are not already a member, you can apply to join.
Destination AI
Destination AI from TD SYNNEX is our comprehensive end-to-end programme designed to help you and your customers get ahead of the AI curve.
