Colleen Kapase helped launch OpenAI’s inaugural OpenAI Partner Network that went live in July. Under her leadership, OpenAI is seeking to train 300,000 certified OpenAI consultants by the end of 2026.
A new class of disrupters reshaping IT
Kapase leads a list of 25 executives recognized for transforming technology delivery. The annual list highlights leaders who have helped partners modernize IT environments and capitalize on AI opportunities.
At AMD, Jason Mooneyham is challenging Nvidia’s dominance in AI infrastructure. His strategy combines GPU accelerators, server CPUs, and AI platforms, all delivered through channel partners. While Nvidia’s lead in AI chips is strong, Mooneyham’s focus on existing partner relationships could help AMD gain traction.
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Other executives address specific challenges. Peter Klanian at Vertiv assists partners in managing the cooling and power needs of AI-driven data centers. Traditional infrastructure struggles under the increased load, making his work essential. Michelle Ragusa-McBain at Corero Network Security is building the company’s first formal partner program to promote DDoS mitigation technology, filling gaps in current security setups.
Anil Varanasi, co-founder and CEO of Meter, is redefining business models with a Networking-as-a-Service approach. His $100 million partner fund and 100% channel model make networking profitable for partners while reducing costs for customers.
For solution providers, these changes create opportunities but also risks. The most successful partners will likely move beyond reselling products to become strategic advisors. They must help customers with AI integration, cybersecurity, and modern IT infrastructure. Yet many partners still depend on older revenue streams, and the skills needed for AI or cloud services differ from those used in hardware or on-premises software sales.
Related: Intel CEO cites AI and chip demand for growth
The channel’s role in an AI-driven future
OpenAI’s channel push reflects a broader trend among AI vendors. The technology’s complexity and the market’s fragmentation make expert guidance necessary for adoption. Partners can provide this support—but only if they adapt.
The initiative aims to certify 300,000 OpenAI consultants by the end of 2026. This goal reflects both the company’s ambitions and the demand for AI expertise among businesses integrating large language models.
The next 18 months will reveal whether OpenAI’s partner strategy succeeds or if its ambitions exceed its execution.
