AI Momentum in India: Tech Data’s Vision for Enabling the Next Wave of Partner Growth

Introduction

As the AI revolution gains pace in India, technology partners across the country are seeking clarity on how to evolve from early curiosity to meaningful implementation. In a candid conversation with itVARnews, Sundaresan K., Vice President & Country General Manager for India & ANZ at Tech Data, outlines a practical roadmap for channel partners to transition into full-stack AI enablers. He also sheds light on Tech Data’s recent collaboration expansion with NVIDIA and how it’s helping Indian ISVs and VARs fast-track their AI readiness.

Why Now for AI in India?

India’s digital infrastructure is evolving at unprecedented speed. With increased government and enterprise investment in AI, growing interest across verticals like BFSI, manufacturing, education, and healthcare, and a maturing partner ecosystem, Tech Data recognized the timing was right to deepen its global collaboration with NVIDIA.

“Over the last 18 months, India has seen rapid digitization and rising demand for future-ready infrastructure,” Sundaresan shared. “Our renewed focus on AI stems from this demand surge.”

Bridging the AI Readiness Gap

Despite growing interest, many Indian partners are still navigating the early stages of AI adoption. To support this transition, Tech Data has launched NVIDIA-backed AI infrastructure in regional labs and curated a support stack that includes:

– Training & Certifications on NVIDIA platforms
– Pre-sales and technical support for deployment planning
– GTM marketing assets and campaign assistance
– Access to NVIDIA’s global ecosystem of ISVs and reference architectures

Enabling Scalable GTM for VARs and ISVs

Through this collaboration, Indian partners can now deliver complete AI solutions, not just hardware or services. Tech Data offers guidance on building full-stack AI offerings and co-developing go-to-market plans that leverage NVIDIA’s credibility in the market.

“This empowers Indian ISVs to fast-track AI development and gives VARs an opportunity to reposition themselves as strategic AI partners,” said Sundaresan.

What Makes Tech Data Different?

Unlike others focusing on transactional fulfillment, Tech Data’s approach revolves around capacity building. The Tech Center of Excellence (COE) and the Digital Practice Builder (DPB) platform are designed to accelerate partner skill development across data, cloud, security, and now AI.

Since launching in June 2023, DPB has helped partners address talent gaps and ramp up their solution delivery capabilities through bite-sized, modular learning.

AI-First Sectors to Watch

According to Sundaresan, BFSI remains a frontrunner in AI adoption—particularly in fraud detection and customer intelligence. Education, healthcare, and agriculture are also seeing traction, driven by personalization, diagnostics, and smart farming initiatives.

Message to Hesitant Partners

Sundaresan’s advice to traditional infrastructure players? “AI is not a buzzword anymore—it’s a capability. If you’re familiar with data infrastructure, you’re already halfway there. Start small. Upskill. Experiment. And scale.”

With structured enablement, ecosystem access, and the power of global alliances, Tech Data aims to not just distribute AI tools—but to co-create India’s AI-driven future alongside its partner network.