Katie Bavoso

So they're able to walk them through.

What was really startling for a lot of them is that a lot of the customers and their businesses in general with their employees

came to them saying like, we've tried this new tool before they could even bring it up.

Like the customers know a lot more about AI than they did during the last sort of evolution in the channel involving cloud.

So there was a lot of confusion around cloud or hybrid cloud or even multi cloud.

So

This is really kind of a strange element where we see the channel providers needing to almost catch up a little bit.

And that brings it back to why they're focusing so much on verticalization, why they're focusing so much on niche application uses and being the trusted advisor for something very specific because you can't go broad in this.

Like there's too many tools and there's too many use cases.

And at the same time, everybody wants more and more and more.

So you have to protect yourself.

That's been an interesting thing to watch from our viewpoint between Victoria and I and the rest of the Channel Insider team is to see people go, people as in partners go, okay, why do my customers seem to have more questions than I have answers about AI?

Because they've been using it a little too much outside of the guardrails.

So there definitely is kind of a walking it back sort of focus right now.

I think it could be a little bit of both.

In my opinion, from what I've seen, when done right, because we have to recognize that there are still MSPs out there that are probably not doing some things right.

the correct way, whether that be because of staffing, whether that be because of talent, or whether that be because of the pressure to keep up.

That does happen.

In every industry, you have somebody that would rather be first than correct.

I think the ones who do it well, and I have a lot of friends out there in the channel that I really, really respect,