AI has become a board-level priority, and buyers are looking for someone who can help them cut through the noise. At the 2026 Sandler Partners National Summit, Linzie Janis and Ben Edwards moderated The New AI Buyer: Budgets, Barriers, & Business Impact, welcoming Craig Walker, CEO, Dialpad; Katie Quillen, AVP Enterprise, Five9; Steven Walchek, CEO, Liminal; and Ariel Jalali, CEO, Paragon, to the Mainstage.
The panel shared where AI is delivering measurable results, why projects stall, and how Partners can guide clients through security, governance, and buying decisions.
A few highlights from the discussion included:
- Partners as Educators: Customers need help separating signal from noise, and Partners who bring relevant use cases to the table lead the conversation.
- Revenue Over Cost Savings: AI can grow revenue, not just cut costs. After adding AI to its scheduling process, one healthcare organization booked far more surgeries with the same team.
- Governance and Data Privacy: With shadow AI on the rise, guardrails, observability, and data sovereignty are central to every AI conversation.
- Bring Everyone to the Table: Successful projects align the CEO, CFO, CIO, and operations teams around clear success metrics from the start.
The takeaway: AI buyers need a guide. Partners who understand the technology, the risks, and the business goals behind each project are positioned to become that resource for their clients.
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.