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Turn Existing Customer Relationships
into New AI Revenue

Turn customer AI demand into profitable, production-ready opportunities

Discover how MSPs and VARs can identify high-value AI opportunities within their existing customer base, build the business case, and deliver AI solutions without building an internal AI engineering team.

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Thursday, August 13, 2026

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11:30 AM ET

Hosted by

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Mark Murphy , CEO & Founder, Softura

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Dave Curran , Channel Partner Manager – AI Practice, Softura

Best Suited For

Your customers are asking about AI. Are you turning that demand into revenue?

This Session Is Relevant For

  • MSP and VAR owners, CEOs, COOs, and business leaders
  • Sales and business development leaders looking to create new AI revenue
  • Channel, partner, and alliance leaders
  • Managed services and technology practice leaders
  • IT service providers looking to deliver AI without building an internal AI team

From Customer AI Interest to Revenue

Your customers are already asking about AI. The opportunity is turning that interest into a business case, a funded initiative, and a production solution.

This session shows how Softura helps MSPs and VARs bridge the gap between customer AI interest and measurable business outcomes.

You'll see how Forge and Pulse work together to help partners:

  • Identify and prioritize AI opportunities
  • Quantify the business value and ROI of potential use cases
  • Build a roadmap from AI discovery to production
  • Govern, deliver, operate, and measure AI initiatives
  • Create recurring AI services revenue without building an internal AI engineering team

From AI Opportunity to Business Outcomes

Your customers are already asking about AI. The opportunity is turning that interest into a business case, a funded initiative, and a production solution.

This session shows how Softura helps MSPs and VARs bridge the gap between customer AI interest and measurable business outcomes.

You'll see how Forge and Pulse work together to help partners:

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Identify and prioritize AI opportunities

Quantify the business value and ROI of potential use cases

How to capture, prioritize, govern, and measure AI initiatives that deliver measurable business value.

Govern, deliver, operate, and measure AI initiatives

Create recurring AI services revenue without building an internal AI engineering team

What you'll learn

How to turn existing customer relationships into AI opportunities

Learn how partners can use their existing customer relationships to uncover AI opportunities and create larger, multi-year engagements.

How to build the business case before investing in delivery

See how the pre-sales discovery process identifies, scores, sequences, and quantifies AI use cases before delivery resources are committed.

How to deliver AI without building an internal AI team

Understand how Softura's delivery team works behind the partner, allowing MSPs and VARs to retain the customer relationship while accessing AI delivery capabilities.

How to create ongoing AI services revenue

Explore how AI opportunities can expand into delivery, cloud consumption, licensing, managed services, and ongoing operation of AI use cases.

How to measure AI business outcomes

See how Pulse provides visibility into use-case performance, including usage, time savings, value delivered, and ongoing business impact.

What you'll see

A practical walkthrough: from AI opportunity to production

Watch the complete journey of an AI opportunity — from identifying and prioritizing use cases to building the business case, delivering the solution, and measuring ongoing value.

01
Identify & Quantify
02
Business Case & Roadmap
03
Move to Production
04
Ongoing Service
STEP 01 OF 04

Identify and quantify AI opportunities

See how a simple company input can generate a portfolio of relevant AI use cases, with each opportunity scored and evaluated based on business value, automation potential, speed, risk, and financial impact.

What gets evaluated
Business value and impact potential
Automation potential and speed to value
Risk and feasibility scoring
Financial impact and ROI projection
STEP 02 OF 04

Build a business case and roadmap

See how high-value opportunities are prioritized into a roadmap, with projected value, ROI, payback period, and sequencing to help customers determine what to invest in first.

Roadmap outputs
Prioritized use case backlog
Projected value and ROI per initiative
Payback period and investment sequencing
Clear first-investment recommendation
STEP 03 OF 04

Move approved AI initiatives into production

See how approved use cases move through delivery using an agile methodology, with governance, risk management, budget tracking, sprint planning, testing, deployment, and measurement.

Delivery covers
Governance and risk management
Budget tracking and sprint planning
Testing, deployment, and go-live
Ongoing measurement from day one
STEP 04 OF 04

Turn AI delivery into an ongoing service

See how released AI use cases can be monitored, operated, governed, and measured over time — creating an opportunity for ongoing managed AI services.

Managed service includes
Live use-case monitoring and operations
Governance and compliance oversight
Ongoing business outcome measurement
Recurring managed AI services revenue
What does this mean for partners?

Build an AI practice without building an AI team

Partners retain ownership of the customer relationship while Softura provides the AI expertise and delivery capabilities behind them.

The model can help partners
Win larger AI opportunities
Expand existing customer relationships
Generate new recurring revenue
Increase cloud and technology consumption
Add AI services without adding specialized AI headcount
Stay involved throughout discovery, delivery, and ongoing operations
Engagement models
Referral
Reseller
White-label

Softura offers multiple partner engagement models depending on the partner's requirements.

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FAQ

Do I need an internal AI team to participate?

No. An internal AI team is not required. Softura provides the AI expertise and delivery resources behind the partner. Partners retain the customer relationship while Softura supports the AI initiatives and delivery. 

What partner engagement models does Softura offer?

Softura offers multiple partner engagement models, including referral, reseller, and white-label approaches. The right model depends on the partner's business and customer requirements. Partners can schedule a conversation with Softura to determine which model is the best fit. 

How does Softura help partners identify AI opportunities?

Softura's Forge pre-sales capability helps identify relevant AI use cases for a customer, score and prioritize them, and quantify their potential business value. It produces a prioritized backlog and roadmap that can be used to move from AI interest to a funded business case. 

How does Pulse help organizations manage AI initiatives?

Pulse provides the system of record for AI initiatives across governance, delivery, operations, and measurement. It helps organizations manage the AI backlog, approve and sequence initiatives, track delivery, monitor live AI use cases, and measure business outcomes. 

Ready to Capture the AI Opportunity?

See how you can build and deliver an AI practice without building an internal AI engineering team.

Book a Partner Strategy Call
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