Without Quality Data, There Is No AI: A Warning From The Channel At XChange LATAM 2026

Tané López of Lansweeper and Eduardo Prieto of T Group analyze why the lack of reliable information and strategic focus limits the real impact of artificial intelligence in organizations.

XChange LATAM 2026, organized by The Channel Company together with ITSitio Group, once again put on the table a transformation that is no longer in question: the IT channel business has moved beyond a transactional logic and is being redefined around services, data, and tangible outcomes.

In this context, Tané López (pictured left), Partner Account Executive for Lansweeper in Latin America, and Eduardo Prieto (pictured right), President and Partner at T Group, shared their perspectives on the opportunities, challenges, and most common mistakes in today’s market.

The Shift in Business: From Commodity to Service

The paradigm shift is evident. Companies are no longer simply looking to acquire technology, but to solve specific problems with direct business impact.

“The main opportunity lies in services. Today, more than buying a commodity, our clients are looking for value, and that value comes from service,” López stated, pointing to a trend that spans the entire industry.

From the integrator’s perspective, Prieto agreed that differentiation is key: “Today, we see the market opportunity mainly in standing out, in being able to offer guarantees to clients and ensuring they perceive real value in the proposal.”

In this context, the IT channel faces a strategic challenge: to stop competing on price and instead compete on execution capabilities, knowledge, and results.

Artificial Intelligence: Between Expectation and Reality

The adoption of artificial intelligence continues to grow, but not without obstacles. One of the main issues lies in the lack of structural readiness within organizations.

“One of the key aspects of using artificial intelligence is data. If you have real data with 100% accuracy, you will be able to use AI efficiently,” López explained.

Data quality thus emerges as a critical enabler. Without a solid foundation, any AI initiative loses effectiveness and credibility.

Prieto went further, pointing to a widespread lack of focus: “What we are seeing is that there is no clear focus on the use of artificial intelligence in some companies. It’s a buzzword—they feel they need to be part of it—but there is still no conceptual clarity that allows them to develop real operational utility.”

This diagnosis highlights a gap between intention and implementation, where many initiatives remain at the level of discourse without translating into tangible results.

The Role of Partners: Data, Context, and Execution

In this scenario, technology partners have a clear opportunity: to become strategic guides for their clients.

“We can contribute by supporting our service providers with the data they need to deliver value and act based on that information. We are powered by Lansweeper to empower them with that foundation,” López noted.

The ability to collect, organize, and analyze information becomes a key competitive differentiator. It’s not just about having data, but about turning it into actionable decisions.

At the same time, the integrator’s role is evolving toward a more consultative function. Implementing technology is no longer enough; understanding the client’s business and helping identify real opportunities is now essential.

What Clients Are Looking for Today

Client expectations have also changed. Technological promises are no longer sufficient unless they are backed by measurable results.

“Today, clients value integrators who bring solutions that truly offer value and help identify pain points where artificial intelligence or AI-enabled products can generate a quick return on investment,” Prieto explained.

He added a critical point for the market: “The challenge is to prove that you are delivering a real solution and not just a statement. That is what makes the difference today.”

In other words, commercial messaging must be supported by concrete evidence. Trust is built on results, not promises.

Challenges: Information, Judgment, and Responsibility

The exponential growth of solutions and offerings also brings new challenges. The overabundance of information can become a problem if not properly managed.

“What concerns us most has to do with responsibility in the information we obtain. Today we need a framework that guides us in delivering a good service,” López warned.

For his part, Prieto focused on the difficulty of processing the volume of available options: “Our main concern is how to absorb the vast amount of information and solutions in the market, and how to select those that truly generate value for our clients.”

Continuous training and technology curation emerge as critical factors for maintaining competitiveness in an increasingly dynamic environment.

Desirée Jaimovich is Editorial Director of ITSitio.