Exclusive: Lenovo's Kirat Khara discusses how AI is shaping the future of ANZ businesses

The adoption of artificial intelligence (AI) across industries in Australia and New Zealand (ANZ) is steadily gaining traction, according to Kirat Khara, ANZ Commercial Director, Channel and Distribution at Lenovo ANZ.

Speaking with TechDay, Kirat explained that while larger corporations are cautiously developing proprietary AI models, smaller businesses are often using AI without even realising it.

"AI has been here for over a decade, but it's gone to the next level now," he said.

"Many people are already using AI unknowingly, whether it's Google searches or Amazon recommendations. However, true AI adoption remains gradual."

Kirat highlighted substantial investments in infrastructure to support AI capabilities.

"From hyperscalers to hybrid cloud environments, the foundation for AI is being laid across Australia," he added. Lenovo is also focusing on AI-enabled personal computers (PCs), which feature Neural Processing Units (NPUs). "While adoption is growing, the usage of AI in end-user devices still has room to accelerate."

The Role of Channel Partners in AI Adoption
Kirat believes channel partners have a critical role to play in educating businesses about the potential of AI.

"It's not about selling hardware but showing how AI can solve customer problems and boost productivity," he explained.

In a rapidly evolving ecosystem, Kirat encourages partners to embrace consultancy roles alongside their product offerings.

"Whether it's a large corporate, mid-market customer, or sole trader, use cases vary, and partners need to help customers understand how AI adds value."

Kirat stressed that partners must communicate the benefits clearly. "There's a lot of AI noise out there—articles, conferences, even Netflix is talking about it," he said. "The challenge is cutting through this noise to highlight the privacy, security, and compliance aspects of AI solutions."

Overcoming Misconceptions
A major hurdle for businesses scaling AI, according to Kirat, is the misconception that it's overly complex or irrelevant.

"Some think AI is just about using ChatGPT or Microsoft Copilot," he said. "The reality is that AI offers much more, particularly in improving productivity and user experience."

To counter these misconceptions, Lenovo collaborates closely with channel partners, offering training and resources to empower them. "Some partners have even set up dedicated training teams," he noted. "If they lack these capabilities, Lenovo steps in with global case studies and expertise tailored to industry-specific needs."

Evolution of Channel Partner Strategies
Lenovo's service-led transformation strategy underscores the evolving role of partners. "We're no longer just a hardware company," Kirat said. "From Motorola devices to cloud services, we offer a 'pocket to cloud' approach that uniquely positions us to support AI adoption."

He emphasised the financial potential of AI-related services.

"For every dollar spent on hardware, there's a tenfold opportunity in associated services," Kirat explained.

"Partners who evolve beyond hardware sales to offer consulting and AI implementation will thrive."

Preparing for AI in 2024 and Beyond
Looking ahead, Kirat identified two key drivers of AI adoption in ANZ: the transition to Windows 11 and the increasing demand for AI-enabled PCs.

"Many PCs running on Windows 10 are not AI-ready," he said. "The shift to Windows 11 will force businesses to refresh their devices, presenting an opportunity for AI adoption." Lenovo is well-prepared for this shift, with 90% of its PCs now featuring NPUs.

Kirat also acknowledged the challenges of AI integration, including the demand for skilled talent.

"Scaling AI capabilities will require significant workforce training," he said. "Lenovo is committed to supporting partners with training programs and technical expertise to bridge this gap."

A Promising Future for AI
Despite challenges, Kirat is optimistic about AI's role in transforming the IT industry.

"AI can improve productivity, simplify tasks, and enhance user experiences," he said.

Reflecting on the industry's global momentum, Kirat noted, "In places like San Francisco, every conversation is about AI. While Australia and New Zealand may adopt at a different pace, the potential here is immense."

Kirat concluded with a hopeful vision: "As vendors, partners, and end users work together, we have an opportunity to harness AI responsibly and effectively."

"The future of the IT industry—and humanity—is incredibly promising with AI."