Industry leaders discuss AI-powered computing, ecosystem selling, channel transformation, and emerging business opportunities for Punjab’s IT partner community
As part of DT Channel Connect 2026 – Ludhiana Edition, a powerful panel discussion titled “Punjab’s Next IT Growth Story: Unlocking New Business Opportunities in the AI Era” brought together leading technology leaders to discuss how artificial intelligence, evolving customer expectations, new computing trends, and solution-led business models are reshaping opportunities for channel partners.
Moderated by Rajeev Ranjan, Publisher & Editor, Digital Terminal, the session featured prominent voices from the IT ecosystem who shared their perspectives on Punjab’s technology adoption journey, the future of AI-enabled devices, changing sales models, and how partners can unlock new growth opportunities in emerging technology segments.
The discussion highlighted Punjab’s strong technology adoption culture and the proactive approach of its channel community. Industry leaders emphasized that the next phase of growth will come from moving beyond traditional product selling towards consultative selling, ecosystem-based solutions, and value-driven partnerships.
A Powerhouse of Industry Thought Leaders
The panel featured:
Rajesh Khurana, Country Head – Consumer BU, South Asia, BIWIN Technology
Dr. Ramya Chatterjee, CEO, Solitaire Brand Business & MD, Prointek Global Innovations
Sanjeev Walia, Secretary, FAIITA
Kumar Tanksale, Regional Sales Head North 1, Lenovo India
Punjab Continues to Lead in Technology Adoption and Innovation
Opening the discussion, Rajesh Khurana, Country Head – Consumer BU, South Asia, BIWIN Technology, highlighted Punjab’s unique position as one of the most progressive markets when it comes to adopting new technologies.
Sharing his long-standing experience with the Punjab market, he said, “Punjab market is specially very creative. If you compare across India, highly technical products probably launch or get consumed first in Punjab. This is not something I am saying today; I have been seeing this trend since 1999.”
He further added, “There is a specific creativity in Punjab to acquire and use new products. That trend has remained consistent for the last 30 years and will continue to grow further.”
Highlighting BIWIN’s confidence in the market, Rajesh stated, “We decided to start the launch of our new product in Ludhiana. We could have started anywhere, but we chose Punjab because this market has always given us tremendous support and acceptance.”
He also emphasized the responsibility of partners in driving future growth, saying, “The opportunities are there; we all have to come together and take Punjab’s growth story forward by capturing those opportunities as partners.”
AI PCs and Next Computing Cycle to Drive Market Transformation
Sharing his perspective on the changing PC ecosystem, Kumar Tanksale, Regional Sales Head North 1, Lenovo India, highlighted how artificial intelligence is becoming deeply integrated into everyday computing.
He said, “Today AI is a buzzword, but the use cases are continuously evolving and AI is getting integrated into our way of life. There is always a need for better computing and more diversified and complex computing solutions.”
Discussing the upcoming refresh cycle in the PC industry, Kumar added, “The last major refresh in our industry happened during COVID when the market jumped significantly. Ideally, this is the time for the next major refresh cycle, and AI computing will play a very important role in that journey.”
Talking about market challenges, he explained, “The next few years will be more about supply availability. Components like RAM and SSDs are becoming critical, and whoever has secured supply will have an advantage.”
He further highlighted Lenovo’s focus on innovation and accessibility, stating, “We will continue bringing more AI PCs and AI-enabled computing devices. The important thing is how we make these technologies affordable for customers through financing options and different product categories.”
On future opportunities for partners, Kumar added, “Partners need to look beyond traditional categories. Tablets, Chromebooks and new computing devices will create additional opportunities where partners can engage with customers.”
Moving From Box Selling to Ecosystem-Based Solutions
During the discussion, Dr. Ramya Chatterjee, CEO, Solitaire Brand Business & MD, Prointek Global Innovations, emphasized the need for partners to transform their approach from product selling to complete solution selling.
He explained, “Today is the era of ecosystem. Brands are not selling just one product; they are selling a connected ecosystem. Apple does not sell only iPhones, they sell an ecosystem of iPhone, MacBook, Apple Watch and cloud services.”
Talking about opportunities in the education segment, he said, “At Solitaire, we provide a complete ecosystem including interactive flat panels, OPS computers, AI software for teachers, wireless collaboration software and remote device management platforms.”
Dr. Ramya further added, “Partners need to move from a one-time hardware sales approach to a more SaaS-based model. When you sell software solutions, it creates recurring revenue opportunities and long-term customer relationships.”
Highlighting the need for a mindset shift, he stated, “The opportunity is not only about selling a box. Partners need to change their approach towards ecosystem selling because that will create long-term benefits.”
Punjab Channel Community Remains a Strong Pillar of IT Industry
Sharing his views on the strength of Punjab’s IT channel ecosystem, Sanjeev Walia, Secretary, FAIITA, highlighted the dedication and unity of partners across the state. He said, “It would be wrong to say that FAIITA started from Delhi. Its foundation started from Punjab. Today, partners from every district of Punjab have come together, and many have travelled 100 to 200 kilometres to participate.”
Highlighting the discipline and commitment of Punjab partners, he added, “This shows the sincerity and dedication of our industry. Punjab’s associations have always played a major role and have been among the strongest pillars of FAIITA.”
He further stated, “Whenever there is a challenge in the market, Punjab is among the first regions to take initiative. If Punjab stands together, the industry listens because our voice represents commitment and unity.”
Talking about future growth, Sanjeev said, “The opportunities are huge, and together we have to continue building a stronger ecosystem for partners and the IT industry.”
AI Era Requires Partners to Become Solution Advisors
The panel discussion concluded with a strong message that channel partners must evolve with changing technology trends and customer expectations. The speakers collectively emphasized that AI is not only transforming devices and infrastructure but also redefining how partners engage with customers. The future growth opportunities will come from solution selling, ecosystem creation, managed services, and advisory-led partnerships.
The discussion reinforced that Punjab’s IT ecosystem has the capability, experience, and entrepreneurial mindset to lead the next wave of technology adoption.
Final Thoughts: Punjab Positioned for the Next Phase of IT Growth
The panel highlighted that the AI era will create significant opportunities for channel partners who are ready to adapt, learn, and move towards value-driven business models. From AI-powered computing and connected ecosystems to software-led solutions and stronger industry collaboration, Punjab’s technology community is well-positioned to play a key role in shaping India’s next phase of digital transformation.
DT Channel Connect 2026 – Ludhiana Edition continues DT’s mission of bringing together technology brands, partners, and industry leaders to create meaningful conversations that drive growth and innovation across India’s IT channel ecosystem.
Relive the memorable moments from the event,:
Event Photo Gallery: https://photos.app.goo.gl/edCjBhpZKyMMd2BG7
Event Video: https://www.youtube.com/live/0jTjLWNI7aQ
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