Telecoms
WHEN ALGORITHMS START DOING THE DEAL-MAKING
AI is set to streamline procurement and put pressure on the broker-heavy channel. In this 2026 preview, Robert Bye, CEO and Founder of Zenture Partners, outlines how smarter, faster automation will shift power toward data-driven buying and force brokers to rethink their role.
F
Robert Bye, CEO and Founder of Zenture Partners
42 | January/February 2026
or too long, the telecoms channel has had little change to the traditional broker-heavy model. Layers of resellers
and commission-driven entities have complex business outcomes; enterprises lack visibility into value, ownership responsibility and the long-term business strategy. In 2026, the priority is to not only restructure procurement but to redefine the entire channel. In 2026, traditional connectivity
and telecoms services will continue to commoditise, and enterprises will look for flexible, future-ready solutions that support cloud integration, unified communications, automation and AI-driven security. What’s crucial for enterprises is to adopt lifecycle management solutions that implement
AI and automation, mainly to ease the pressure on procurement teams. Channel players need to reposition themselves as strategic advisors and provide value to enterprises. If the channel persists in operating as an
unclear transaction-driven landscape, it risks being pushed aside by enterprises that demand visibility, clarity, control and strategic guidance. For the channel to remain relevant, it needs to evolve. Te solution is a new model of the channel,
driven by actionable insights through AI, and providing proactive management of the lifecycle. Enterprises need a channel that’s built for the modern demands of cloud and AI. Complete visibility, proactive optimisation, and continuous lifecycle intelligence must
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