Spot AI announced at ISC West 2026 that it is shifting to a fully channel-based sales model and offering $2 million in equity to qualifying partners.
Spot AI recently announced three major changes to its business, including a permanent move to a fully channel-based sales structure and the launch of what it describes as the first program in the physical security industry to offer equity to channel partners.
Effective May 1, Spot AI will close every deal on partner paper and will not sell direct to customers. The company said the shift is a structural commitment, not a policy change, and that partners will own the customer relationship, the margin and the solution.
Alongside the sales model change, Spot AI launched the Physical AI Partner Council, through which $2 million in company equity is available to qualifying Platinum-tier partners. The equity is tied to the first $20 million in net new partner-driven revenue generated after March 25. Once that milestone is reached, the program closes. To qualify, partners must achieve Platinum status, complete Spot AI's Agentic AI Certifications, join the Partner Advisory Council for three to four hours per month, and close a minimum of $500,000 in annual recurring revenue with the company.
The company also announced what it characterized as a platform evolution — moving from discrete Video AI Agents to what it calls full AI coworkers. Spot AI said it was first in the industry to launch and patent Video AI Agents in 2024, describing them as autonomous systems that completed individual physical security tasks such as detecting a threat or surfacing an incident clip. The updated platform is described as capable of handling entire operational workflows, combining camera feeds with company documents, access control systems and operational data.
Rish Gupta, CEO and co-founder of Spot AI, stated the company is at what he called a "Cambrian moment" for physical AI, where connecting a brain to a billion eyes changes everything. He said AI has crossed a threshold from completing single tasks to owning whole workflows alongside humans and called it a new category rather than a product update. Gupta also drew a parallel to Cisco's channel strategy during the internet era, saying the goal is to make partners' success and Spot AI's success the same thing.
The announcements were made at ISC West 2026 in Las Vegas.
Spot AI said it has raised more than $110 million in total capital from investors including Scale Venture Partners, Redpoint Ventures, Qualcomm Ventures, StepStone Group and Bessemer Venture Partners. The company said its platform serves more than 1,000 customers across manufacturing, retail, healthcare and schools.