AI Won't Replace Channel Partners in Cybersecurity

AI will not replace channel partners in the cybersecurity market, especially for small and medium-sized businesses. There's a debate about vendors going direct to customers versus using a partnership network. The idea that AI makes the traditional channel model redundant is largely incorrect for SMBs. Here's the thing: most UK businesses in the SMB and mid-market segments rely on the channel for serious security capabilities. One in two small businesses experiences a cyber incident annually. SMBs need local expertise, trusted relationships, and security operations that fit their budget. That's what a partner network provides. What's interesting is that partners face pressure, with nearly half of executives expecting AI-powered threats. However, only 53% feel prepared. Partners need vendors to help them sell and deliver value, especially as 59% of executives say it's harder for employees to identify real threats due to sophisticated AI attacks. The bottom line: cybersecurity is a trust-based business. Customers want partners who understand their local industry and regulatory environment, which vendors cannot create from a distance. This means the channel remains crucial for effective cybersecurity for many businesses.