Data We make hundreds or even thousands of decisions, so we must


help our customers understand which ones could be automated using data. Tis then builds into using AI, but the conversation is more accessible and understandable when we start by discussing data to predict outcomes and automate decisions in the business.


What are your predictions for the future of the channel market? I think we are moving to a time when the data layer of a business becomes a must-have. We have seen this over time with various technologies – from mainframes to distributed systems to the cloud. At one time, having a mainframe was innovative, but not every company had it. Before the cloud, not every organisation could have infinite infrastructure and computing or storage power – but now they can. I see that the data fabric of the business will be the next step


in this journey. It will become the next core part of the business, and everyone will have to build theirs. Ten, they will look at how they can build on top of their data infrastructure to add value or differentiation using AI. For the channel, this means being ready to support businesses


with the solutions and platforms they need to go to the next stage beyond a data fabric and build on it effectively.


How do you see the role of channel teams evolving? Organisations are seizing the opportunity to rethink their operations and stand out from the competition. Channel teams are critical in helping shape business thinking and offering products and services to meet individual business needs and strategic goals. Tis means channel teams need to change how they package


How is Qlik empowering channel teams to deliver comprehensive solutions rather than just individual products? One of the key ways I frame how our channel teams can help deliver comprehensive solutions is by thinking about the power of three. Tis means having a cloud service provider, an independent soſtware vendor and a channel partner working together to deliver the best platform or product suite for a customer. All teams involved should have a good relationship with the customer, and be able to offer a great experience and a valuable outcome. It’s also about balancing trust and relationship-building with sales.


Channel teams shouldn’t be focused on selling individual products – they should be looking to build long-term relationships between partners and customers to understand what they most need and where the full ecosystem can help.


How can channel teams navigate the conversation around AI? And can you explain why the focus shouldn’t be solely on AI itself? Te conversation around AI should start with how to help customers run a great business. You could start by re-focusing the conversation by asking “what problem are we solving?” Instead of just talking about AI, let’s talk more about better


decision-making. Many businesses today still rely on spreadsheets, old data or gut instincts when making business decisions. We need to focus on using AI, data and insights to make better and automate more of our decisions.


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solutions – and data analytics can help. Channel teams now need to use data as a guide to help understand customers’ challenges and look at the data available to build products and services that meet modern-day requirements. I am very interested to see how our partners evolve their


businesses in the face of AI and, more specifically, GenAI. Channel partners have an opportunity to insert themselves into the transition from BI and visualisation to AI as the interface to Analytics, but time is of the essence. Using technologies and platforms to help clients accelerate this transition will be a great business opportunity for our partners.


With the combined forces of Qlik and Talend, what exciting opportunities do you see for channel partners moving forward? Qlik is at the center of a very important technology shiſt. Te capabilities we add from Talend and our other acquisitions, put our partners and customers in a great position to get the most value from their data. Tere is no doubt that AI will change everything, but we’ve already seen that without a strong data foundation, outcomes can range from hilarious to catastrophic. Like everything we do, great results begin and end with trust. Our platform and the value our partners add will ensure that our clients can build a trusted foundation that will support a very exciting future around AI.


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