From networks and voice to messaging and security, AI is reshaping the technologies Partners bring to their clients, and many clients are looking for guidance on where it fits. At the 2026 Sandler Partners National Summit, Eric Beller, SVP of Sales and Complex Solutions, moderated Emerging Technologies Shaping Future Client Conversations, welcoming Steven Walchek, CEO, Liminal; Shane Gledhill, National Channel Manager, Lumen; Brian Mason, Channel Partner Manager, Sinch; and Stephen Malito, Director of Solutions Engineering, Telnyx. The panel discussed how new technologies are changing customer requirements and creating ripple effects as existing technologies adapt to meet them.
A few highlights from the discussion included:
- Networks Built for AI: AI moves data constantly between the edge, the Cloud, and AI platforms, and on-demand networks are replacing connections that need a ticket for every change.
- Voice Is Growing: AI agents are driving a wave of voice deals, and call quality and low latency decide whether the customer experience works.
- Secure AI for Every Employee: Businesses want to give employees general-purpose AI tools while keeping regulated data inside their own network.
- Messaging Customers Trust: Channels like RCS help businesses of every size, from global brands to local dental offices, show customers that a message is legitimate.
The takeaway: the right discovery question often uncovers the opportunity. Asking how easy it is to add a new Cloud, how a customer’s AI agents will reach their customers, or how they protect data in AI tools can lead to a much larger conversation.
The Sandler Partners National Summit
The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.