‘Most organizations don’t have their data in a state that’s ready for AI to deliver accurate insight,’ says Asher Lohman, vice president of data and analytics at Trace3.

As businesses increasingly look to harness the power of AI, more and more solution providers are charting a path toward more actionable, data-driven results for customers.

Focusing on structured data and outcome-based models has the potential to represent a pivotal shift in how AI solutions are delivered.

CRN spoke with four solution providers about how and why data management is crucial to helping their customers derive value from AI.

[Related: Here’s How Four MSPs Are Helping Clients Navigate AI]

Fulcrum IT Partners

“At the end of the day, most customers understand that data is the core input toward any AI application,” Kyle Lanzinger, president of Toronto, Ontario-based Fulcrum IT Partners, told CRN.

“It’s not about the tools, it’s about the information. AI is just 5 percent of the deal, it’s the data processing services and the structured data environment that unlock the true value,” he said.

Fulcrum’s approach to AI projects is driven by identifying small, cost-effective use cases that can deliver quick returns.

“That’s where the market is right now,” Lanzinger said. “We’re trying to be more actionable, which can lead to bigger solutions, bigger deals and ultimately more cost savings and revenue generation for customers.”

While AI technology continues to evolve, Fulcrum remains focused on delivering real-world results and moving beyond what the company describes as “AI hype.”

“What’s really hard is to do the work, and that’s what we’re doing: selling outcomes, not presentations,” he said.

Fulcrum is making investments in foundational capabilities as it sees the growing demand for advanced AI-driven solutions.

“We can’t talk to our customers about deriving value from data if we aren’t doing it ourselves,” said Gareth Davies, president of Fulcrum Labs and managed services at Fulcrum. “We’re investing in making sure the data is in the right format and place so we can democratize it and use analytics and AI tools to generate real value.”

AI is playing a pivotal role in helping Fulcrum’s customers adapt to changing business environments as they are increasingly expecting AI-powered insight to help them react quickly to market conditions.

“Boards now expect their operational teams to react faster, and AI helps with that agility,” said Davies. “We’re seeing pressure trickle down from large enterprises. They feel like they’re behind because competitors are using data and AI more effectively, which drives us to form long-term partnerships to help them stay competitive.”

New Charter Technologies

New Charter Technologies is harnessing AI’s potential as an assistive tool to streamline data correlation and process automation, according to Christopher Luise, group president of the Denver-based solution provider.

However, fully integrating these capabilities into its core operations remains a work in progress.

“We’re leveraging AI primarily as an assistive tool right now,” he told CRN. “We have large datasets that require complex data correlation. Without AI, we’d need to hire interns to manually sift through spreadsheets.”

While AI offers promise in areas like cybersecurity and process automation, Luise said New Charter is still evaluating its broader impact. The company also aims to develop proprietary AI solutions tailored to customer needs.

“We’re not yet seeing AI toolsets that knock it out of the water,” he said. “That’s why we’re building our own implementations to move the needle for us.”

But New Charter is seeing promising applications of AI in various industries it serves, such as health care and legal ,that have direct line-of-business impact. The solution provider is helping organizations see the potential of AI in unlocking valuable insight from their existing data. For example, legal firms are using AI to correlate case law, which would have taken far longer through traditional methods, he said.

On the operational side, AI is already transforming cybersecurity efforts.

“We’re seeing AI get stronger in areas like cybersecurity, where we need quick data correlation from a security information and event management system to detect and trace threats. This is where AI really shines, helping us act swiftly.”

LI Tech Advisors

Anthony Buonaspina, founder and CEO of Babylon, N.Y.-based computer and network security firm LI Tech Advisors, is leveraging AI to optimize internal processes and client services.

“Our team might only have 10 employees, but thanks to automation and AI we’re operating as if we have 20,” he told CRN. “This is all about working smarter, not harder. AI allows us to orchestrate workflows like conductors of an orchestra, managing up to 10,000 engineers and technicians across the country. AI isn’t an option anymore, it’s a necessity. If you’re not embracing AI, you’re going to be left behind.”

One of the most impactful uses of AI in the company’s operations is streamlining customer communication and satisfaction. LI Tech Advisors integrates AI into platforms where all customer communication is processed. AI then analyzes the sentiment behind each interaction, which helps Buonaspina’s team anticipate issues and keep customer satisfaction high.

And AI-powered data analytics has also been impactful in troubleshooting technical problems. The company has been able to reduce client service tickets by 50 percent by identifying and addressing recurring issues.

“If a client’s equipment is old and causing multiple issues, we know right away because AI identifies those patterns,” he said. “By solving core issues early, we save clients downtime and money.”

Trace3

Irvine, Calif.-based solution provider Trace3 has been leveraging AI technology to transform how businesses utilize their data lakes and warehouses.

“We’ve always focused on helping clients stand up their data lakes or data warehouses and make the most of the data available,” said Asher Lohman, vice president of data and analytics at Trace3.

“But with the evolution of AI, we’re now able to accelerate those insights and provide business value much more efficiently.”

Trace3 has seen success using AI in financial institutions for anomaly detection, which alerts organizations when unusual behavior occurs. The company is also using AI to modernize traditional security information and event management systems.

“We’re bringing all cybersecurity data into a modernized data lake, where AI can efficiently detect threats, unusual network activity and potential breaches,” he said. “This approach is far more effective and cost-efficient than older, siloed systems.”

But as solution providers increase AI into their services, many businesses struggle to ensure that their data is ready for AI.

“Most organizations don’t have their data in a state that’s ready for AI to deliver accurate insight,” Lohman said. “Trace3 helps clients prepare their data by focusing on AI readiness. Bad data leads to bad insight, and that’s why it’s crucial to start with proper AI readiness.”