As AI, automation and agentic technologies become embedded into managed services, service providers will find it increasingly difficult to differentiate through capability alone. This session will explore how the next source of competitive advantage will come from deeper client understanding: knowing not just the client’s industry, but how technology shapes their business performance, risk profile, customer experience and competitive position. Drawing on conversations with enterprise technology and transformation leaders, attendees will explore how providers can shift from selling technology capability to becoming business partners that use AI to solve specific client problems. The message is simple but consequential: providers that know their clients best will be better positioned to win larger, longer-term relationships in 2027 and beyond.