The question is, “Are you part of the solution?”
AI is dominating every boardroom conversation right now.
What most channel partners haven’t fully recognized yet is this:
AI isn’t just a productivity shift: It’s the fastest-growing source of enterprise security risk we’ve seen in years.
And that creates one of the biggest opportunities the channel has had in a long time.
The Problem Is Already in Your Accounts
What we’re seeing across customers is consistent:
- AI tools are being adopted faster than IT can track.
- Business units and individual employees are deploying AI independently.
- Security teams don’t have visibility into how data is being used or exposed.
You’ve seen this before with Shadow IT. The difference now? It’s happening faster, with more data in play. And often, it’s happening without visibility, without controls, and without security teams realizing the exposure.
Security Feels Like a Foreign Language — And That’s Okay
A lot of partners avoid these conversations for a simple reason: Selling cybersecurity can feel like learning a new language. Different acronyms, different buyers, different expectations.
That hesitation is real. But it’s also where most partners get it wrong.
Stepping into AI risk doesn’t require becoming a security expert. Most customers will happily talk about their AI plans. What they haven’t thought through is their exposure.
Try asking these questions:
- “Where are AI tools already being used across your business? And how are you controlling access and data exposure?”
- “How are your existing security controls handling AI-driven risk at the edge and in the browser?”
- “As AI agents start interacting with systems and data, how are you thinking about managing identity and control for non-human actors?”
You don’t need a perfect answer. In most cases you’ll get something vague, an incomplete response, or a version of “We’re looking into it.” That’s enough. Your role isn’t to diagnose the problem on the spot. It’s to recognize that there might be an opportunity there — and to open the door to exploring that opportunity further.
This is where most partners hesitate — because taking the time to identify the opportunity isn’t making a product sale. But that’s exactly why it matters.
AI risk isn’t solved with a single product. It’s a control plane conversation across identity, network, endpoint, and security operations.
That conversation is where larger, more strategic opportunities come from. If you’re hearing signals like this in your accounts, don’t ignore them. They’re your entry point into a much bigger conversation.
Loop us in. We’ll help you turn that opportunity into something real.
Feel free to reach out to me directly — I’m always happy to think through an account together.
Guest Author
Gregg Rowe — Chief Channel Officer
Gregg Rowe is a seasoned technology leader with a background in engineering, sales, and channel strategy. He holds a degree in electrical engineering from the University of Illinois and an MBA from Washington University’s Olin School of Business. With experience leading wholesale, channel, and operational teams at CenturyLink and Vonage, Gregg now drives Globalgig’s Channel program, focusing on secure enterprise connectivity strategy.