The Hackett Group reports record SG&A costs as AI operating models surge

The Hackett Group’s 2026 SG&A Cost Study shows selling, general and administrative expenses have risen to five‑year highs across North America and Europe, limiting traditional cost‑reduction levers. The study concludes that AI‑enabled operating models, rather than economic cycles, will be the primary engine of profitable growth. Channel partners are responding, with 84.5% expecting AI software to drive their 2026 growth and 71% already selling AI solutions. The broader channel AI ecosystem is projected to expand from $14.2 billion in 2024 to $41.8 billion by 2029, a 36% compound annual growth rate.

Separately, Baycurrent Consulting announced a joint research partnership with the University of Tokyo to address a credibility gap in AI consulting. The study highlights that while 83.9% of channel partners cite AI consulting as a top growth driver, only 55.6% claim deep AI expertise. The academic collaboration is intended to provide third‑party validation for partners seeking enterprise mandates as buyer scrutiny intensifies. Both reports underscore rapid market expansion and the strategic importance of AI expertise for channel partners.