Tech partners shift from integrators to energy advisors

May 1, 2026 2 min read

80% of partners are already investing in sustainability, and more than 55% of companies in Europe now require environmental KPIs when selecting suppliers.

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Are technology partners moving beyond implementation to become guides in corporate sustainability?

Energy efficiency is no longer a standalone technical issue: it is reshaping how companies operate, invest, and grow.

In data centers, control rooms, and corporate boardrooms, a recurring concern is becoming increasingly prominent: how to make technology consume less, perform better, and support growth without compromising the environment. In this context, the role of those who integrate and design technology solutions is undergoing a profound transformation.

The role of technology partners is evolving rapidly in a landscape where energy efficiency and sustainability have become organizational priorities. Integrators are no longer limited to deploying infrastructure; they are now also supporting companies in optimizing energy consumption, modernizing operations, and transitioning toward more sustainable models.

New advisory role.

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Against this backdrop, the EcoXpert program from Schneider Electric aims to strengthen the capabilities of the partner ecosystem through certifications, technical training, and access to digital tools.

These capabilities enable the design of solutions focused on energy efficiency, automation, and critical infrastructure management. As a result, integrators are moving closer to the role of technology consultants specialized in sustainability and energy management.

For partners in Latin America, this shift also opens new business opportunities. Expanding their portfolios into consulting services, energy audits, data center optimization, and digital monitoring enables them to build longer-term client relationships, as well as develop recurring revenue models based on services and ongoing infrastructure management.

Specialized services.

The growing complexity of digital infrastructure is driving increased demand for specialized services. According to the Uptime Institute, organizations are allocating more resources to energy optimization, operations, and data center modernization, expanding opportunities for providers and integrators capable of delivering strategic support and continuous management.

This shift reflects a broader industry trend: the value of the technology ecosystem is no longer concentrated solely in infrastructure, but in the ability to design, operate, and optimize complex digital environments in an efficient and sustainable way.

Natalia Mora, IT Channel Manager SAM, Secure Power at Schneider Electric, explains:

“The market is evolving toward a model where partners not only implement technology, but become strategic advisors who support organizations on their journey toward energy efficiency and digital sustainability. This change redefines the value of the channel. The EcoXpert program is precisely designed to strengthen this advisory role, providing partners with the tools, certifications, and capabilities needed to design more efficient solutions and generate new business opportunities based on services and ongoing infrastructure management.”

Sustainability as standard.

According to IDC, 80% of partners globally have already invested in strengthening their sustainability credentials, responding to growing customer demand for responsible and measurable practices.

In addition, more than 55% of European companies now integrate sustainability KPIs into their partner selection processes, demonstrating that sustainability has become both a competitive differentiator and a requirement for growth in mature markets.

The partner ecosystem plays an increasingly strategic role in the design and implementation of technology solutions. Programs such as EcoXpert – Data Center and Critical Infrastructure – illustrate how the industry is evolving toward a model in which consulting, specialized services, and intelligent, sustainable infrastructure management are becoming key growth drivers for the technology channel in Latin America.

This shift positions the partner ecosystem as a key player in the transition toward a more digital, efficient, and sustainable economy.