Why AI and data security are creating new channel opportunities

The changing needs of software customers are pushing channel partners to focus more closely on data security, compliance and AI-enabled solutions. At the ASIRT Synergy Biz Conclave 2026, Santosh Nivruti, Founder & Director, CBD IT Solutions Pvt Ltd, discussed how changing customer expectations and AI adoption are influencing software businesses and channel opportunities.

Santosh said CBD IT Solutions provides B2B software covering ERP, accounting, payroll, HRMS, asset management, website development and mobile app development. The company also has its own open-source ERP, GetMyERP.

Customer behaviour is changing around data

According to Santosh, customer buying behaviour has changed because of increasing security and regulatory requirements. Customers now want to maintain their data more precisely, which is influencing the development of new software solutions.

“Due to the lots of security and regularity changes, customer's behavior has been changed.”

The company is also developing AI-enabled software, including TallyBot, which automates purchase entries in Tally through WhatsApp forwarding, email integration or photo uploads.

Santosh believes AI can contribute to revenue growth for both customers and partners because its application can improve the value delivered at both ends of the business relationship.

ASIRT knowledge sharing supports partner growth

Santosh also highlighted the role of ASIRT in helping channel partners build knowledge and business relationships. He said ASIRT conducts knowledge-based programmes every month, giving members opportunities to improve their understanding and connect with other partners.

“Knowledge, which ASIRT gives every month, a knowledge based program, which makes them knowledgeable to get more customers, associate with partners and do more business.”

For channel partners, the emphasis on continuous learning reflects the changing requirements of the software market, where customer needs around security, data management and AI are creating new areas for engagement.

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