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The Channel must become better at selling AI projects

23 Jun 2026 Clipping IT Channel

At Channel On 2026, Oramix participated in the first roundtable of this year’s event, dedicated to moving artificial intelligence from the discussion stage to the business stage. Pedro Rocha, Chief Strategy & Innovation Officer at Oramix, joined representatives from Inetum and Broadvoice in a discussion moderated by Henrique Carreiro, Director of IT Insight magazine.

The conclusion of this roundtable was clear. Demand for AI is no longer limited to experimentation, and a growing number of clients are approaching the Channel with specific requests linked to real business needs. However, this maturity in demand only translates into value when the data, processes and governance required to support it are in place, and Pedro Rocha left no doubt about the first obstacle: “Typically, the obstacles are found in the data, whether due to integration or governance.”

Without organised and up to date data supported by a defined governance model, any AI project risks failing before it even begins, with consequences for the credibility of the entire Channel among clients.

Watch the full recording of the roundtable:
Watch on YouTube

Read the full article on IT Channel. (in portuguese)