Over a quarter (27 per cent) of channel partners currently using AI-powered cybersecurity tools are planning to expand their usage in the next two years.
The insight comes from Dicker Data's research report 'The Strategic Partner Shift: Reimagining possibilities in the AI era', conducted by Tech Research Asia (TRA, now part of Omdia) in partnership with Microsoft.
The study captures the views of 258 companies (156 in Australia; 102 in New Zealand) plus 82 channel partners (55 AU; 27 NZ), comprising of organisations with 50–500 employees and senior IT decision-makers.
Nearly three fifths of channel partners surveyed (59 per cent) said they are already using AI-powered cybersecurity tools but with no additional expansion plans, while for end user customers, 41 per cent said they're already using them and an additional 23 per cent say they will ramp things up.
Overall, 37 per cent of the research respondents in Australia and 45 per cent in New Zealand reported they would increase their cybersecurity spending overall.
The research also found that end user customers and channel partners are "not exactly aligned" when it comes to the factors determining selecting cybersecurity solutions.
"As shown value for money keeps coming up and more so directly from end user customers," the report states.
"In TRA’s view, the channel at large needs to modify how it articulates value for money. Too often channel partners see a price on the product and don’t think more broadly about the services attach potential or the overall engagement value. "
In spite of this, the research found that only 6 per cent (AU) and 5 per cent (NZ) of buyers choose on lowest cost alone; most weigh value for money, performance and innovation, with total cost of ownership and return on investment central to success.
Two fifths (40 per cent) of end users also prioritise partners with strong privacy and security certifications, and 48 per cent require partner capability to implement industry‑specific regulations.
AI budgets set to get a boost
Three quarters (75 per cent) of Australian and 80 per cent of New Zealand companies have currently deployed some form of AI business solution and TRA said that it expects that investment to continue growing in the coming 12 months.
A large majority (88 per cent) of Australian companies and 90 per cent of those in New Zealand intend to invest in AI in the coming 12 months, with 48 per cent (Australian) and 44 per cent (New Zealand) of businesses intending to increase their investment in AI through reallocating existing AI budgets.
Another 17 per cent (Australia) and 21 per cent (New Zealand) will keep investment funding levels the same with no increase, while 22 per cent (Australia) and 25 per cent (New Zealand) are increasing AI investment through incremental increases in budgets.
Cloud momentum continues
"As a platform underpinning business operations, both cloud infrastructure and SaaS solutions will continue to maintain their importance over the coming two years," the report predicted.
When asked about their intentions regarding their cloud platforms and SaaS consumption, organisations in both countries indicated strong ongoing investment.
For Australia, 29 per cent of companies will pursue 'more cloud, less on-premises' for cloud infrastructure and 17 per cent for cloud software solutions.
Over a quarter (27 per cent) of organisations (cloud infrastructure) and 33 per cent (cloud software solutions) will ‘moderately increase’ adoption whilst maintaining levels of on-premises systems.
For New Zealand, 24 per cent of companies will pursue more cloud, less on-premises for cloud infrastructure and 13 per cent for cloud software solutions.
Close to two fifths (39 per cent) of organisations (cloud infrastructure) and 36 per cent (cloud software solutions) will ‘moderately increase’ adoption whilst maintaining levels of on-premises systems.
Measurable outcomes, not just the lowest price
When asked to rank the importance to their business operations of an integrated platform of solutions from a single vendor, 75 per cent of Australian companies and 78 per cent of those in New Zealand rated this issue as either ‘highly’ or ‘extremely’ important.
A majority (71 per cent) of organisations also now work with 2 to 5 partners.
Dicker Data's GM of Microsoft Cloud for ANZ, Sarah Loiterton, said technology remains the top strategic priority for ANZ businesses, and the data shows end-customers want partners who deliver measurable outcomes, not just the lowest price.
"This research reinforces what we hear every day: value, speed and security are the fundamentals for growth," she said.
"Our role is to help partners lead with value across AI, cloud and cybersecurity, and to connect them with the specialist ecosystem partners who can augment their capabilities and deliver results for end-customers at scale.”
“Customers are investing in AI beyond productivity tools, into automation, analytics and secure platforms that reshape how they operate. Together with Microsoft, we’re enabling partners with the programs, funding and technical depth to accelerate time‑to‑value while meeting local compliance needs.”
Microsoft Asia's VP of Asia channels, Gustavo Fuchs, said customers are moving fast, and they expect their partners to accelerate with them.
"That’s why partners should leverage their distributor partnerships to skill up to a level that matches their customers’ pace and keeps them ahead of the curve," he said.
“Different from the past, we’re seeing customers prioritize innovation over inertia, and they’re looking for partners who can lead from the front and help them transform into frontier firms. That’s why we’re equipping our ecosystem with AI, cloud, and security capabilities from day one.
"Global scale means nothing without local relevance, and that’s why we’re investing in partners who understand their markets deeply. The best solutions are those that resonate locally, even when they’re built globally. Additionally, collaboration isn’t optional; it’s the new competitive edge.
"Our partner ecosystem is designed to scale intelligence, not just infrastructure, and partners should expect their distributor to facilitate partnerships across their ecosystems.”
The full Australia-specific and New Zealand-specific reports are available today.
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