In this moment, excerpted from the full session “Partner Roundtable: How AI is Redefining the Partner Business Model,” Terry Petrzelka, Principal, The Petrzelka Group, warns that partners must adapt to AI within 12-24 months or risk going out of business, emphasizing the transformative shift in the Microsoft partner landscape.
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Key Takeaways
- Changes to business models: “There’s points in time in a business model where there’s significant change,” explained Petrzelka. When Copilot first emerged 36 months ago, it sparked uncertainty, but it has since evolved into a defining part of the future business model.
- Leading with AI: Within 12 to 24 months, Petrzelka explained that many in the room may no longer be in business, not due to market or economic shifts, but because of a failure to adapt and become a forward-looking AI frontier firm.
- AI categories: Partners today fall into three categories that Petrzelka has defined as AI curious, AI building, or AI scaling. He explained that everyone must honestly assess where they stand; with roughly 18 months to bridge gaps and evolve, this “partner divide” will determine who successfully builds a scalable AI-driven business.
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