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Changing Channels
Changing ChannelsDelinea's Scott Goree on What Vendors Don't Know About PartnersVendors readily admit they need partners to cover the total addressable market and service their mutual customers. However, they often don't know what actually motivates partners, how they operate, their economic needs, or their expectations of vendors. Scott Goree, a veteran channel leader, discovered the misalignment when he left the vendor world to run vendor relationships for a large security reseller. Now, as the recently appointed channel chief at Delinea, Goree is applying what he learned about being a partner to his channel program and management team. In this episode of Changing Channels, Goree joins Larry Walsh to discuss...
2026-10-0627 minChanging Channels
Changing ChannelsMonday.com’s Sarit Chalamish on Evolving Channels with Evolving GrowthAs monday.com expands beyond project management into CRM, service, development, and AI, its channel strategy is evolving with it. Partners are taking on broader roles in consulting, implementation, specialization, and helping customers turn AI into business outcomes. Sarit Chalamish, head of strategic emerging partnerships at Monday.com, joins Larry Walsh on Changing Channels to discuss how monday.com is evolving its partner ecosystem to support its next stage of growth.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly T...
2026-09-2233 minPartnerships Unraveled
Partnerships UnraveledEp. 251 - A new approach to bridging the vendor-partner gapSend us Fan MailEp. 251 – Larry Walsh, CEO & Chief Analyst at ChannelnomicsIn this episode of Partnerships Unraveled, we sit down with Larry Walsh, CEO and Chief Analyst at Channelnomics. After three decades studying how vendors and partners work together, Larry brings a data-driven, refreshingly clear-eyed view of what actually makes channel relationships thrive, and where the real opportunity for growth is hiding.Larry opens with a distinction that reframes the whole vendor-partner relationship: vendors tend to operate on narrative economics, describing value in wa...
2026-09-1540 minChanging Channels
Changing ChannelsGoTo’s Mike Day on Turning Customer Experience Into Channel ValueThe technology market is shifting from transactional sales toward recurring, consumption-based, and platform models, forcing vendors and partners to pay far more attention to what happens after the deal closes. In this episode of Changing Channels, GoTo channel chief Mike Day joins Larry Walsh to discuss how customer experience, retention, vertical specialization, and outcome-based engagement are reshaping channel strategy. Day explains why partners must become more involved throughout the customer lifecycle, how GoTo is building deeper vertical practices such as automotive, and why partner economics increasingly depend on helping customers recognize and sustain value rather than simply winning the...
2026-09-0831 minChanging Channels
Changing ChannelsGTDC’s Frank Vitagliano on the Evolving Role of DistributionTechnology distribution is evolving from transactional product fulfillment into a broader role centered on lifecycle support, multivendor integration, services, and ecosystem orchestration. In this episode of Changing Channels, Larry Walsh speaks with Frank Vitagliano, CEO of the Global Technology Distribution Council, about the Channelnomics-GTDC report The Evolving Role of Distribution and what it reveals about distribution’s growing importance to vendor go-to-market strategies. They discuss why vendors can significantly improve their probability of success by working through distribution, how distributors create value through scale and cost avoidance, and why AI, cybersecurity, cloud services, professional services, and increasingly complex customer re...
2026-08-1841 minBeyond Distribution with GTDC
Beyond Distribution with GTDCDistribution as the Glue of the IT Ecosystem: A Conversation with Channelnomics’ Larry WalshIn episode #76 of Beyond Distribution with GTDC, host Frank Vitagliano welcomes back Larry Walsh, CEO and Chief Analyst at Channelnomics, for a timely discussion on the evolving role of distribution and its growing importance in the IT ecosystem. The conversation explores key findings from the latest research from GTDC and Channelnomics examining how technology innovation, shifting customer expectations and rapid market change are reshaping the responsibilities of vendors, solution providers and distributors.  Walsh explains why customers increasingly need guidance, orchestration and business outcome support—not just access to new technologies. The duo also discusses the widening capability gaps be...
2026-08-0533 minChanging Channels
Changing ChannelsRapidScale’s Duane Barnes on How AI Is Transforming Managed ServicesArtificial intelligence is compelling managed service providers to rethink where value is created, shifting the opportunity from resale and token margins to advisory services, implementation, optimization, lifecycle management, and measurable business outcomes. As customers look for partners that can turn AI ambition into practical systems, the MSP market is likely to split between providers with deep expertise and those left supporting yesterday’s model. Duane Barnes, president of RapidScale, joins Channelnomics’ Larry Walsh on Changing Channels to discuss how AI is reshaping managed services. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit...
2026-07-0739 minChanging Channels
Changing ChannelsNew Relic's Shannon Batson on Winning in the AWS MarketplaceHyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But success requires far more than simply listing products online. New Relic recently surpassed $1 billion in sales through AWS Marketplace, demonstrating what's possible with the right strategy. On this episode of Changing Channels, Larry Walsh speaks with Shannon Batson, Global Director of Cloud Sales at New Relic, about building a successful hyperscaler marketplace business and the lessons learned along the way. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2...
2026-06-2430 minChanging Channels
Changing ChannelsHow Lenovo is Evolving Its Channel for Outcome-Based SellingTechnology buyers are demanding business outcomes, AI readiness, and measurable value — not just products. To meet those expectations, Lenovo is evolving its channel strategy through Lenovo 360, emphasizing services, lifecycle value, technical enablement, and outcome-based selling. In this episode of Changing Channels, Wade McFarland, Vice President of North America Channel at Lenovo, joins Larry Walsh to discuss how Lenovo is helping partners grow profitability, attach more services, accelerate AI adoption, simplify engagement, and deliver stronger customer outcomes. Topics include: • Outcome-based selling and customer success • Lenovo 360 partner program updates • AI-driven opportunities for channel partners • Se...
2026-06-0229 minChanging Channels
Changing ChannelsConnectWise’s Manny Rivelo on Automation, AI, and the Future of MSP PlatformsThe managed services market is entering a new phase as MSPs confront rising operational complexity, mounting tool sprawl, margin pressure, and increasing customer demands for automation and efficiency. Platform consolidation, workflow orchestration, and AI-driven operations are reshaping how MSPs scale and compete, while vendors race to position themselves as the operational backbone of modern service providers. ConnectWise CEO Manny Rivelo joins Channelnomics’ Larry Walsh on Changing Channels to discuss the company’s ASIO platform strategy, the evolution of the MSP business model, the role of ecosystem integration, and how automation and data-driven operations are redefining the future of managed serv...
2026-05-1232 minChanging Channels
Changing ChannelsInside Slide's Reinvention of Backup for MSPsThe backup and disaster recovery market has long been viewed as mature and saturated, yet shifting economics, evolving cyber threats, and partner fatigue are creating an opening for disruption. New infrastructure capabilities, changing MSP expectations, and rising concerns around vendor “extraction” models are redefining what partners demand from their technology providers – including BCDR. Slide, the new MSP-centric backup vendor, aims to shake up the staid segment with new products, innovations, and commitment to partner collaboration. Co-founders Austin McChord and Michael Fass join Channelnomics’ Larry Walsh on Changing Channels to discuss the ascent of Slide. Follow us, Like us, and...
2026-04-1430 minChannel Voices
Channel VoicesRethinking Channel EconomicsWe unpack why channel economics are shifting and how that change is creating real friction between vendors and partners. We get practical about what actually drives partner behaviour, how partners protect profitability, and why simplifying programmes often beats adding more incentives. • Channel economics changing fast as buyer expectations shift and AI tokens emerge as a transaction currency • Vendor margin pressure driving scrutiny of channel investment and partner payouts • Discounting as a sales tool rather than partner margin • Partner profitability coming from value-added services in the channel Goldilocks zone • Channelnomic's ROCKER methodology to define the partner mis...
2026-03-2528 minGet It, Together
Get It, TogetherA Playbook For Building A Partner Revenue Plan That Gets Funded With Amy HendersonChannel leaders are often asked to prove that partnerships deserve real investment, but many programs still rely on activity, optimism, and partner volume instead of a credible revenue plan. In reality, partner leaders need to connect strategy to revenue in a way that earns trust from the CFO, CRO, and the rest of the executive team.In this episode, Amy Henderson, VP of Client Relations at Channelnomics, joins Tyler Calder, CMO at PartnerStack, to talk about what it takes to build real credibility as a channel leader. Amy walks through how partner teams can tie their...
2026-03-1839 minChanging Channels
Changing ChannelsAcumatica’s Sanket Akerkar on How AI is Revitalizing the ERP ChannelEnterprise resource planning systems have long been the operational backbone of businesses, but advances in cloud computing and artificial intelligence are transforming how they are used. AI is turning ERP from a static system of record into a system of intelligence by applying automation, analytics, and decision support to the core data that runs a company—finance, supply chains, procurement, and operations. These changes are also creating new opportunities for partners that implement and support ERP platforms, as success increasingly depends on industry expertise and the ability to translate technology into business outcomes. Sanket Akerkar, president and COO of Ac...
2026-03-1031 minChanging Channels
Changing ChannelsProofpoint Evolving Partnerships for a Secure AI WorldAs enterprises move from AI experimentation to production deployment, security risks tied to data exposure, identity compromise and agent misuse are expanding rapidly, forcing organizations to rethink how they protect people, data and collaboration environments. Proofpoint is positioning itself at the intersection of AI, human-centric security and data protection, evolving from a point-product focus into a broader platform strategy designed to consolidate tools and reduce operational complexity for customers and partners. With the majority of its business now transacted through partners – a dramatic shift from a decade ago – the company is aligning its channel model to drive partner-sourced growth, ince...
2026-02-2433 minChanging Channels
Changing ChannelsHow Energy Management is the Next Greenfield OpportunityAs AI workloads expand, data centers multiply, and everything stays perpetually plugged in, electricity has become a limiting factor for digital growth rather than a passive utility. Aging power grids, rising costs, and infrastructure constraints are colliding with unprecedented demand, pushing energy management into the core of IT strategy. For the channel, this convergence of power, IoT, and infrastructure represents a new growth frontier — one where managing, optimizing, and securing energy is as critical as managing networks or cloud workloads. Vince Bradley, the CEO and founder of Abundant IoT, joins Larry Walsh on Changing Channels to discuss the growing op...
2026-02-1030 minChanging Channels
Changing ChannelsConnecting the Dots on Channel AttributionThe channel is widely regarded as the most effective way for technology vendors to cover the total addressable market, enabling broader customer reach, deeper penetration into specialized segments, and more profitable growth. Yet persistent doubt remains—from boardrooms to field sales—about the true contribution of partners. That skepticism is rarely philosophical; it is rooted in attribution. When vendors lack clear, agreed-upon methods for measuring impact, linking partner activity to outcomes, and crediting success, the value of the channel becomes difficult to defend. In this episode of Changing Channels, Larry Walsh is joined by Joe Sykora, CEO of Coro Cybe...
2026-01-1334 minChanging Channels
Changing ChannelsServiceNow Redefines Partnering With AI FluidityArtificial intelligence is radically transforming how businesses and individuals operate, eliminating mundane tasks, driving operational efficiency, and unlocking new sources of value. In the technology channel, AI is reshaping the go-to-market relationship between vendors and partners by automating processes, improving collaboration, and introducing new products and services that help offset the effects of commoditization. Partners are under pressure to find new accretive and attached offerings to sustain profitability and growth, and few companies are responding to this opportunity as aggressively as ServiceNow. The company has evolved from embedding AI into its platform to incorporating it across its partner management...
2025-10-2838 minChanging Channels
Changing ChannelsHow MongoDB Is Powering the Next Generation of AI PartnershipsIn this episode of Changing Channels, Larry Walsh sits down with Olivier Zieleniecki, Global Vice President of Worldwide Partners at MongoDB, to discuss how the database innovator is redefining partner collaboration in the era of artificial intelligence. Zieleniecki explains how MongoDB’s ecosystem strategy has evolved from product enablement to outcome-driven partnership, emphasizing joint innovation and solution development over transactional resale. He details how MongoDB empowers its partners to build generative AI applications, integrate with leading platforms, and deliver measurable business results for customers. From the company’s “AI factory” framework to its focus on quality over quantity in partner...
2025-10-1423 minChanging Channels
Changing ChannelsRedefining and Elevating Cybersecurity DistributionIn this episode of Changing Channels, Larry Walsh sits down with Jason Beal and Justin Crotty of Exclusive Networks to explore how the cybersecurity-focused distributor is carving out a distinct role in a market dominated by broadline distributors. Beal and Crotty discuss why they returned to distribution after senior vendor roles, the unique services Exclusive Networks offers across the customer and channel lifecycle, and how they help vendors and partners navigate the crowded cybersecurity landscape. From emerging vendor incubation to white-glove engineering support, they explain how Exclusive Networks aims to become as well-known in North America as it is...
2025-09-3030 minUncle Marv\'s IT Business Podcast (Products, stories, and tips for the MSP and IT Professional)
Uncle Marv's IT Business Podcast (Products, stories, and tips for the MSP and IT Professional)MSPX 2.0: The Future of MSP Contracts (EP 903)I’m joined by Matt Yesbeck, the innovative co-founder of MSPX, a groundbreaking online marketplace empowering MSPs to buy, sell, and value managed services contracts with confidence. Matt brings deep industry experience as a builder of smart, secure business solutions for IT providers. Together, we unpack the new features of MSPX 2.0, including trust scores, escrow-backed transactions, and tools for contract evaluation that are driving real change in the managed services sector. Whether you’re looking to grow or streamline your MSP business, this episode gives you actionable insights for scaling up and standing out.Why Listen:Disc...
2025-09-2430 minChanging Channels
Changing ChannelsGetting the Most Out of Channel DataThe channel exists to extend a vendor’s reach and capabilities through partners, opening access to markets and revenue streams that would otherwise be out of reach. Building and running programs that enable those partners, however, rests heavily on how well performance and sales data are understood. While most agree that channel data management is critical, the practices for collecting, analyzing, and applying that information often fall short. In this episode of Changing Channels, Bill Rainey, vice president of global channels at Milestone Systems, joins Channelnomics’ Larry Walsh for a conversation about the discipline of data in the...
2025-09-0926 minChanging Channels
Changing ChannelsInside Microsoft’s AI Vision for Channel and PartnersIn this episode of Changing Channels, Larry Walsh speaks with Nina Harding, Corporate Vice President of Americas Global Partner Solutions at Microsoft, about how artificial intelligence is reshaping the channel landscape. From internal adoption of Copilot—Microsoft’s flagship AI tool—to the rise of AI-native partners, Harding shares how Microsoft is enabling its vast ecosystem to innovate faster, streamline operations, and deliver meaningful customer outcomes. Together, Harding and Walsh explore the growing importance of data readiness, partner-to-partner collaboration, and preserving the human element in AI-driven transformation—offering valuable insights for anyone navigating the evolving channel model.   Fol...
2025-08-0537 minChanging Channels
Changing ChannelsWhy Fun Is the Secret to Cloudflare’s Channel SuccessIn this episode of Changing Channels, Larry Walsh speaks with Tom Evans, Chief Partner Officer at Cloudflare, about how fostering an open, fun, and collaborative culture translates directly into partner success. Evans shares insights from his first year at Cloudflare, where he’s reshaping the company's channel strategy to accelerate growth and increase partner contribution. Learn how Evans cultivates an environment that balances high expectations with genuine enjoyment, promotes diversity of thought, and creates a sense of belonging, even in remote settings. It’s a refreshing look at how channel leaders can build strong, productive teams by making sure that...
2025-07-2230 minChanging Channels
Changing ChannelsHow Sophos is Rewarding MSP CommitmentsIn this episode of Changing Channels, Larry Walsh sits down with Chris Bell, Senior Vice President of Global Channels, Alliances, and Business Development at Sophos, for an inside look at MSP Elevate—the company’s bold new program designed to reward committed partners with richer margins, exclusive capabilities, and unmatched growth potential. Bell shares how Elevate goes beyond the existing MSP Flex model by offering architect-level training, performance-based rebates, and early access to new offerings—all while simplifying the path to profitability. It’s a compelling playbook for how vendors can win partner loyalty and stand out in today’s competit...
2025-07-0829 minChanging Channels
Changing ChannelsAutodesk Goes All In on the Agency ModelAutodesk has overhauled its channel strategy by moving to an agency model, where the company handles transactions directly while partners focus on delivering post-sale value. The change provides Autodesk with greater pricing and data control, reduces the administrative burden for partners, and enhances the customer experience through streamlined systems and self-service capabilities. Early results show stronger renewal rates, higher partner margins, and improved operational efficiency. Rachel Tuller, Vice President of Global Channels at Autodesk, joins Larry Walsh on Changing Channels to discuss the strategy, transition, and results of this strategic change. Follow us, Like us, and Subscribe!
2025-06-1727 minChanging Channels
Changing ChannelsHow Plugable is Dealing with Tariff TurbulenceTariffs are top of mind across the channel. In this episode of Changing Channels, Larry Walsh talks with Lynn Smurthwaite-Murphy, CEO of Pluggable Technologies, about the wide-reaching effects of shifting U.S. trade policy. Lynn shares how Pluggable restructured its supply chain in response to Trump-era tariffs and how new rounds of uncertainty are forcing fast, complex decisions. The discussion covers pricing volatility, the limits of reshoring, and how to stay competitive in a crowded peripherals market. With decades of channel experience, Lynn provides practical insight on managing through disruption and maintaining strategic focus when the rules keep changing.
2025-04-1529 minChanging Channels
Changing ChannelsDelighting and Frustrating PartnersVendors go to great lengths to create channel programs that enable and encourage partners to succeed in their mutual go-to-market activities. These programs define the rules and agreements under which vendors and partners operate. However, partners often have little direct influence over how these programs are crafted or managed. Vendors can either elevate partners to new heights or dash their hopes and aspirations. Channelnomics reviewed years of commentary from satisfaction surveys that gathered insights from thousands of partners on their experiences and perceptions of working with different vendors. We aggregated and compiled these comments, identifying the actions that delight...
2025-03-1132 minChanging Channels
Changing ChannelsEsprinet CEO Alessandro Cattani on the Changing Face of European DistributionIn this episode of Changing Channels, host Larry Walsh speaks with Alessandro (Alex) Cattani, CEO of Esprinet Group, about the unique dynamics of working within the IT channel and distribution landscape across Europe. Unlike the United States, the European market is complex, shaped by distinct local economies, languages, and regulations across different countries. Cattani shares insights into how these regional distinctions require a highly localized approach, making distribution essential for navigating each country’s specific business climate. The conversation explores the evolving state of distribution in Europe, highlighting the digital transformation reshaping distribution and the ongoing consolidation tr...
2024-11-0531 minChanging Channels
Changing ChannelsExploring the Importance of Collaboration in EcosystemsIn this episode of Changing Channels, Channelnomics's Larry Walsh speaks with Stephanie Chiras, Senior Vice President of Partner Ecosystem Success at Red Hat, to discuss the critical role collaboration plays in building and leveraging successful ecosystem channels. Chiras highlights how no single company can solve all customer challenges alone, emphasizing the need for multiple partners to work together to deliver comprehensive solutions. Red Hat, as a leader in open-source software, has embraced this collaborative approach by creating a flexible, modular partner framework that enables partners to engage more effectively with both Red Hat and each other. Throughout the conversation...
2024-10-0832 minChanging Channels
Changing ChannelsInside NinjaOne's Meteoric Rise in Managed ServicesIn this episode of Changing Channels, host Larry Walsh speaks with Sal Sferlazza, the CEO and founder of NinjaOne, a leading managed services platform, to discuss the evolving landscape of Managed Services Providers (MSPs). They dive into how NinjaOne has emerged as a competitive alternative in the crowded MSP market by focusing on simplicity, scalability, and superior customer service. From the rise of MSPs to the challenges they face in today’s complex and commoditized environment, this conversation covers how vendors like NinjaOne are helping MSPs consolidate their tech stacks, improve business outcomes, and grow their customer bases. Sferlazza al...
2024-09-1730 minBeyond Distribution with GTDC
Beyond Distribution with GTDCAlleviating Vendors’ Burdens Through Distribution: Exclusive Insight from Channelnomics’ Larry WalshLarry Walsh, CEO and chief analyst at Channelnomics, emphasizes that the value proposition for distribution continues to grow stronger due to vendors' expansion goals, and even more so with the increasing focus on data intelligence and digital transformation. In this episode of Beyond Distribution with GTDC, he discusses partner expansion and the shifts in global go-to-market strategies with host Frank Vitagliano.    How will greater data synergies and analytics affect sell-through? What effect will digital marketplaces have on partner engagement and sales growth? How has the value of distribution been affected by cloud expansion and hyperscalers? Hear the answ...
2024-09-1133 minChanging Channels
Changing ChannelsInside the Influencing Power of Partner Advisory BoardsPartner advisory boards (PABs) or councils (PACs) are integral components of many vendor channel programs, serving as crucial platforms for direct and candid dialogue between vendor leadership, channel managers, and partners. These forums allow vendors to gain valuable insights into their current operations and gauge partner sentiment regarding future plans and aspirations. While most vendors acknowledge the significance of PABs in their partner programs, the effectiveness of these forums can vary. Inconsistent execution or a lack of actionable feedback can diminish their value. Successful PABs require careful planning, coordination, active listening, and, most importantly, a genuine commitment from vendors...
2024-08-2030 minChanging Channels
Changing ChannelsBuilding Annual Recurring Revenue with PartnersMore than 90% of software and services vendors are selling their products on subscription plans, generating annual recurring revenue (ARR). The model is more advantageous than traditional sales through transactional perpetual licensing, as it provides predictable revenue that leads to higher market valuations. While software and services sold on long-term recurring contracts have many operational and economic advantages, generating sales through partners isn’t always easy. Many vendors are challenged in getting partners to accept and act on the model. A company finding success in the subscription model is Cato Networks, which recently announced it surpassed $200 million in ARR, doubling th...
2024-08-0623 minChanging Channels
Changing ChannelsRedefining Managed Services EconomicsThe managed services segment of the channel has long operated on a “best of breed” basis. These companies developed services with collections of technologies from multiple vendors, providing what they considered the best options for their needs. While "best of breed" is considered a good means of developing effective systems, it is not always easy and often expensive to create and maintain. The holy grail of managed services is the simplification of systems into consolidated applications with well-integrated features and lower total cost of ownership. This approach, in theory, leads to better organizational management, predictable costs, and improved service deli...
2024-07-2330 minChanging Channels
Changing ChannelsWhat Channel Women Face in their CareersWomen in the IT channel face unique career challenges. These include skill development, gaining experience, and demonstrating their value for advancement in a predominantly male industry while also balancing motherhood and family responsibilities. Simply put, men don’t face the same pressures as women. Progress is evident, though, with more women holding leadership positions and rising through the ranks. However, mid-level channel professionals continue to face challenges balancing work and family commitments. In this episode of Changing Channels, Bryn Nettesheim, explores career issues for women building successful careers in the channel with an expert panel of...
2024-07-0947 minChanging Channels
Changing ChannelsConnecting the Ecosystem Dots with ISVsNo one technology vendor has all the products and services that businesses need to operate efficiently and effectively. Even the best vendors with the broadest portfolios have limitations. They need to partner with complementary products and services to extend the value of their applications. This need is at the heart of what makes ecosystems valuable. Through ecosystems vendors and partners are able to combine products into systems. A significant part of this ecosystem is independent software vendors (ISVs), which make the applications that extend the functionality and value of the underlying technology products and platforms. The challenge vendors and...
2024-06-2536 minChanging Channels
Changing ChannelsDissecting the Ecosystem Definition ProblemThe term "ecosystem" has become increasingly prevalent in recent years, steadily replacing "channels" to denote indirect sales processes. By definition, ecosystems is the collaboration between two or more companies to address a customer's needs. Nevertheless, there is a trend where the term "ecosystems" is also applied to describe channel populations and communities, leading to some confusion. This conflation of terms can set unrealistic expectations about what ecosystems are and what outcomes they can achieve.   In this episode of "Changing Channels," Channelnomics's Larry Walsh and Bryn Nettesheim address the nuances of the ecosystem definition and seek t...
2024-04-0225 minThe Killing IT Podcast
The Killing IT PodcastEpisode 207 - Bigger and Bigger MSPs, AI, and How to Consume AdviceCheck out the bonus Killing IT content on MSP Radio's Business of Tech podcast! Today's a great day to subscribe to that: https://www.businessof.tech/subscribe/ -- -- --  Topic 1: The Current State of Mergers, Acquisition, and MSP Consolidation Mergers and Acquisitions are alive and well in the MSP channel. Jay McBain from Canalys predicts a growth of M&A of 50% in 2024. In addition to MSPs themselves, he says that we’ll see some major vendors acquired as well. The promise of these larger organizations is always that they’ll bring...
2024-03-3033 minChanging Channels
Changing ChannelsThe Impact of Tech Layoffs on DEI InitiativesThe tech industry is the generator of great wealth and a contributor to economic growth. The industry has provided trillions of dollars in opportunities to entrepreneurs and investors around the world, and it has offered a pathway to a better life for millions. The last two years haven’t been kind to the tech industry. Many companies and their partners are struggling against strong economic headwinds resulting from the post-COVID recovery and geopolitical instability. While tech companies continue to generate profits, their operating costs are going up. The biggest impediments to performance and growth: Inflation, interest rates, au...
2024-02-2039 minChanging Channels
Changing ChannelsHPE’s Paul Hunter on Transitioning Channels to ‘as-a-Service’Paul Hunter, managing director of North America at HPE, joins Changing Channel’s Larry Walsh to discuss the traditional data center hardware company’s transition to the Everything-as-a-Service model and what it meant to its channel program. In recent years, vendors across the tech industry have wholeheartedly embraced the Everything-as-a-Service (XaaS) model. This revolutionary approach involves selling technology in various forms through subscription and consumption-based models, which offer numerous benefits. The appeal of this model is undeniable: It generates recurring and predictable revenue while eliminating the uncertainties of sales cycles. While companies that were born in t...
2023-06-0633 minChanging Channels
Changing ChannelsIngram Micro’s Eric Hembree on Extended Reality & IoT in the ChannelEric Hembree, director of Internet of Things at Ingram Micro, joins Changing Channel’s Larry Walsh to discuss the state of Extended Reality and IoT in the channel.  The reputation of Extended Reality (XR) technology is taking a hit as some consumer vendors are pulling back on their market development ambitions. But in the commercial segment, XR is just getting warmed up.  Ingram Micro, one of the world’s largest technology distributors, partnered with Channelnomics to study the state of XR — an umbrella term that includes augmented and virtual reality — in the channel. The research found that...
2023-04-1838 minB2B Reimagined
B2B ReimaginedEp 74 | The Channel: Always Changing, Always Vital (w/ Channelnomics)"When people talk about the death of the channel, the death of distribution, I just sit back and go, 'Hold my beer – give me a whiteboard and I will explain to you how wrong you are.'"   Channelnomics CEO Larry Walsh is our guest today for a wide-ranging discussion on what the channel is and why it matters for B2B companies.   He shared how the pandemic exposed both the vitality of the channel and the perils of neglecting it, how the channel serves as a salve to a recession, why talk...
2023-04-1329 minChanging Channels
Changing ChannelsThe 2023 Channelnomics Channel ForecastEconomic uncertainty remains high, even as the general indicators start to point away from a recession disrupting the market in 2023. Channelnomics is adding to this more optimistic outlook with the recently released annual Channel Forecast report, which found that technology vendors believe indirect sales will increase this year.  The prospect of a good sales and revenue year is somewhat surprising amid the continuing string of technology company layoffs and mixed sales results by product category. The technology market is in flux and adjusting to the contemporary realities of the post-pandemic world. As supply chains ease and companies r...
2023-03-0733 minChanging Channels
Changing ChannelsNetskope’s David Rogers on the Security of EcosystemsDavid Rogers, senior vice president of alliances and global channel sales at Netskope, talks to Larry Walsh about the security risks of the expanding world of ecosystems. “Ecosystems” is a buzzword that everyone is talking about these days. In these collaborative networks of technology and value providers, vendors, distributors, resellers, service providers, and integrators work together to combine various applications and resources, resulting in a value that’s greater than the sum of their parts. These ecosystems aren’t limited to the technology industry or the IT channel. Every industry is adopting ecosystems to maximize their pr...
2023-02-2125 minChanging Channels
Changing ChannelsOracle’s Ross Brown on Cloud EconomicsRoss Brown, senior vice president of North America Cloud Ecosystem Partners at Oracle, talks to Larry Walsh about what it means to make money in cloud computing. The cloud is now mainstream. Vendors and partners make more money on cloud and other automated services sold through subscriptions than they do through traditional hardware and software products. A large part of cloud computing’s appeal is the recurring revenue — steady, predictable income with a consistent expense correlation. Unlike fluctuating, seasonal sales cycles, recurring revenue brings certainty.  Recurring revenue sounds simple in explaining the cloud computing model, but a...
2023-01-2443 minEmerging Technologies in Business
Emerging Technologies in BusinessStrategy and Intelligence in XR with Channelnomics CEO Larry WalshToday we get the opportunity to speak with award-winning journalist Larry Walsh the CEO of Channelnomics. They are a business strategy and research firm focused on improving the performance and technology of companies' direct and indirect channels through their portfolio of market-leading products and services to accelerate and optimize routes to market utilizing Channelnomics strategy, intelligence, and enablement services. This episode is brought to you by ConcannonXR. ConcannonXR is a team of expert consultants skilled in helping take XR solutions to the marketplace. Reach out to inquiry@concannonxr.com to learn more.
2023-01-2437 minChanging Channels
Changing ChannelsPalo Alto Networks’ Karl Soderlund on Challenging ComplacencyKarl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership and teams to continuously challenge themselves to look for improvements and better ways of doing things. Technology is a driving force behind the transformation of the way businesses operate. One important aspect of this transformation is the channel, which vendors use to get their products to market through partners. Staying ahead of the competition and meeting customers’ evolving expectations require channel managers and teams to constantly seek ways to improve their strategies an...
2023-01-1027 minChanging Channels
Changing ChannelsBest of Changing Channels 2022Changing Channels welcomed dozens of seasoned and insightful channel leaders from around the world and across the industry to share their experiences in developing modern routes to market. As we transition to the new year, Channelnomics is revisiting some of the best moments of Changing Channels over the last 12 months. We’re looking back at the deep thoughts and experiences shared by numerous industry executives, including: Rob Rae, Datto Cheryl Cook, Dell Technologies Louise McEvoy, Trend Micro Ted Schumann, Planet One (now Avant) Michelle Hodges, Ivanta (formerly of GitLab) John Dusett, Ingram Micro Cloud Lou Serlenga, Nile Dan To...
2022-12-2723 minChanging Channels
Changing ChannelsDell Technologies’ Cheryl Cook on the Evolving Art of Channel MarketingCheryl Cook, senior vice president of global channel marketing at Dell Technologies, joins Larry Walsh to talk about the state of channel marketing, how marketing to and through the channel is evolving, and how to craft market-leading channel marketing programs. Successful channels require a combination of good products with demonstrable value propositions, training and enablement to transfer skills required to sell and support the offerings, and marketing resources and support to drive the demand that leads to revenue and profitability. Every vendor has channel marketing resources and functions that support partners’ go-to-market activities and keep pa...
2022-11-2935 minChanging Channels
Changing ChannelsGoogle Cloud’s Eric Buck on Distribution in Cloud ServicesEric Buck, director of commercial partners and global distribution at Google Cloud, joins Larry Walsh to talk about the role two-tier distribution models and distributors play in aiding cloud service providers in engaging channels and supporting partners.   Technology is increasingly being delivered via the cloud and sold through subscription payment models. End customers — from SMBs to enterprises — appreciate the ability to acquire and utilize computing resources hosted in public cloud infrastructure and available from virtually anywhere.   The digitalization of computing infrastructure and resources has many channel pros questioning the necessity of selling cloud services through traditio...
2022-10-2528 minChanging Channels
Changing ChannelsTanium’s Todd Palmer on Finding the Right PartnersTodd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek to sell their products and why it’s important to set the right expectations when developing go-to-market partnerships.  Vendors often say that they want to work with the right partners — resellers and solution providers with the ability and willingness to sell their products, support their customers, and, most of all, book consistent sales and beat revenue expectations.   “The right partners” are the white whales of the channel — a bit of a myth, if not mi...
2022-10-1230 minChanging Channels
Changing ChannelsNile’s Lou Serlenga on Launching a New Company in the ChannelLou Serlenga, chief revenue officer at Nile, joins Larry Walsh to talk about the launch of a new Network-as-a-Service company that’s leveraging channel partnerships to take on the incumbents in the staid, commoditized networking segment. New technology companies spring onto the IT landscape all the time, but few launch into a well-established and commoditized segment that’s dominated by a giant such as Cisco Systems. Yet that’s what the folks at Nile are doing. Under the leadership of chairman John Chambers, former CEO of Cisco, and Pankaj Patel, former executive vice president and chief...
2022-09-2729 minChanging Channels
Changing ChannelsChannelnomics’ T.C. Doyle on the X-Chasm of Service TransformationT.C. Doyle, vice president of strategic content at Channelnomics, joins Changing Channels host Larry Walsh to discuss the challenges all vendors face in transitioning from transactional to recurring revenue models. Services sold through subscription or recurring contracts are fast becoming the dominant go-to-market model for all vendors. While cloud service providers are built on the recurring-revenue model, even hardware and component vendors are pivoting toward the predictable revenue model. Recurring revenue is attractive, but it’s not easy to generate when a vendor has a legacy of transactional sales. Recurring revenue is — or should be —...
2022-07-2116 minThe Partner Channel Podcast
The Partner Channel PodcastHow Your Channel can Thrive in an Economic DownturnTune into our latest episode with Larry Walsh, CEO & Chief Analyst at Channelnomics as he speaks with Tori Barlow, VP of Marketing at Allbound, about ways your channel can thrive during an economic downturn.
2022-06-2917 minChanging Channels
Changing ChannelsNetenrich’s Justin Crotty on Leveraging Data in Managed ServicesJustin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming managed service delivery and value propositions.  Managed services in the channel are nothing new. Partners started delivering them more than 20 years ago, augmenting and replacing their legacy break/fix support with remote monitoring and management.   Increasingly, vendors — particularly legacy hardware and software vendors — are discovering the power and value of service and subscription models. Vendors want the same predictable recurring revenue that partners have generated for years. Wall Street and private...
2022-06-2222 minChanging Channels
Changing ChannelsWhat Vendors Don’t Understand About PartnersLarry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental misunderstanding of partner business models and ill-conceived presumptions about partner capabilities. Being a channel chief isn’t easy. Channel leaders face numerous challenges, including getting partners to perform in a way that contributes to company goals and revenue-generation expectations. This underlying challenge is amplified by the struggles that come from transitioning channels to new service and subscription models. In the 2022 Channel Chief Outlook report, Channelnomics reveals that 85% of channel chiefs say they’re challe...
2022-06-0712 minChanging Channels
Changing ChannelsIngram Micro Cloud’s John Dusett on Cloud Customer ExperienceIngram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro Cloud, Microsoft, and Google Workspace — and how the customer experience is crucial when it comes to service renewals and expansions. The cloud computing market continues to grow at double-digit rates. Over the next decade, businesses will continue to migrate systems and mission-critical workloads into cloud environments. They’ll adopt cloud-based applications to replace legacy client-side licenses, and they’ll subscribe to managed services to support their cloud resources. To say that it’s...
2022-05-0328 minChanging Channels
Changing ChannelsTeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel StrategiesTeamViewer’s Patty Nagle and Rob Thiele join Changing Channel’s Larry Walsh to discuss how they’re revamping their channel program to accelerate the company’s evolution into more use cases and market opportunities beyond their remote-access foundation. Many products start out as free, consumer-oriented offerings to capture market share for what’s often a singular purpose or value proposition. Over time, they evolve into more business-ready, enterprise-centric solutions. The trick is building the sales capacity and coverage to make the leap from legacy to future. The channel is often that evolutionary catalyst. One company th...
2022-04-2731 minChanging Channels
Changing ChannelsHow the War in Ukraine Is Reshaping EverythingLarry Walsh, chief analyst at Channelnomics, provides an overview of how the Russian war on Ukraine is affecting global and regional economies, and how the conflict will impact the technology industry and channels. The Russian war on Ukraine isn’t a regional conflict. While the fighting is happening across the plains and marshlands of the Ukrainian heartland, the war is having a cascading effect of human and economic disruption around the world. As Walsh explains, the war will cause significant disruptions in energy, food, and raw-material supplies. Western resolve to oppose the war through sanctions co...
2022-04-1240 minChanging Channels
Changing ChannelsHitachi Vantara’s Kim King on Automated Partner QuotingLarry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy access to accurate pricing with minimal human interaction. Buyer expectations have evolved. No longer are companies willing to wait for weeks for quotes on their IT projects. They want the same “Amazon Experience” in their business purchasing that they get in their consumer lives. In other words, they want quotes in days, if not hours. Quoting has been a longtime challenge for both vendors and distributors. Partners receive different discounts and...
2022-04-0533 minChanging Channels
Changing ChannelsAcronis CEO Patrick Pulvermueller on the Impact of the Ukraine WarLarry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made to help refugees, and how the Russian invasion is changing strategic and contingency planning. The war in Ukraine, now raging for more than a month, woke governments and companies around the world out of their complacency. The dystopian-like order of the Cold War returned with a vengeance, causing many technology industry leaders to rethink their operations and outlook in ways they couldn’t conceive just weeks ago. To date, thousands of...
2022-03-2922 minChanging Channels
Changing ChannelsSarit Chalamish of monday.com on Flipping the Script on Partner EnablementLarry Walsh talks to monday.com Senior Channel Partner Manager Sarit Chalamish about how vendors can step outside of their comfort zone and embrace creative business solutions to pave the way for unparalleled opportunities for growth and success across all levels of an organization.   As any channel professional knows, building a successful partner program is no simple task. Starting from scratch and finding the right partners to connect with takes a tremendous amount of concentrated relationship-building, typically accomplished through face-to-face meetings and the moments in between wining and dining. Especially for the leaders assigned to getting a ne...
2022-03-1626 minChanging Channels
Changing ChannelsGitLab’s Michelle Hodges on Spotlighting the Value of the ChannelMichelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members while showcasing the benefits of the channel. Channel chiefs are often challenged in explaining and demonstrating the value of partner programs and relationships to decision-makers in their organizations. Having a seat at the management table means having a voice in strategy and decision-making. In business, there’s no bigger table than the board of directors. Gaining the attention of the board in supporting the channel is becoming increasingly important to ch...
2022-03-0825 minChanging Channels
Changing ChannelsDatto’s Rob Rae on Building Strong Managed Services PartnershipsRob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service channels and how to get the most out of MSP relationships.  As the shift away from transactional sales models and toward service- and consumption-based paradigms progresses, vendors are realizing that managed service providers may be the ideal target for building out their indirect sales.   That’s because MSPs are entrenched in current revenue models, are used to selling to their customers, and already have a good installed base of customer and consumer service...
2022-02-2236 minChanging Channels
Changing ChannelsMicrosoft’s Craig Crescas on Leaning into the Power of Advanced Cloud ApplicationsCraig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels host Larry Walsh to discuss how partners can leverage the benefits of advanced cloud applications and help customers do the same.   As the digital transformation continues to barrel ahead, with no signs of slowing down, advanced cloud-based applications are increasingly imperative in helping organizations to automate processes, maintain accurate records, and facilitate better customer experiences.   The challenge many businesses face is setting up and operationalizing that cloud-based software. When customers don’t have the ex...
2022-02-0829 minThe Killing IT Podcast
The Killing IT PodcastEpisode 149 - Cruising through 2022; Lessons from Mark Cuban and MicrosoftTopic 1: Is 2022 the Year to Embrace the Grind? Is this your year to take on big challenges, set the cruise control, or something else? This topic was inspired by our friend TC Doyle at Channelnomics. “Not every year or period is destined to be a transformative one. For every 1945, 1989, or 2001, there are plenty of 1913s, 1953s, and 2005s.” https://channelnomics.com/2022/01/embrace-the-grind-thats-2022/ Topic 2: Mark Cuban Takes on Walmart.  Is he disrupting anything? What about basic strategy? “The ultra-straightforward business plan of undercutting middle men and offering a proven...
2022-02-0130 minChanging Channels
Changing ChannelsPlanetOne’s Ted Schuman on Leveraging Data to Enhance the Human ExperienceTed Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve customer experience and communication across the channel. It’s easy to say we’re living in the data age, and that data is the new fuel of the business engine, but it’s a lot harder to execute on that vision than it seems. Big Data remains one of the biggest challenges many companies face as they seek to collect, manage, normalize, and analyze it to create single points of truth. Technolo...
2022-01-2531 minChanging Channels
Changing ChannelsTrend Micro’s Louise McEvoy on Embracing the Reality of ChangeLouise McEvoy, vice president of U.S. channels at Trend Micro, joins Channelnomics Changing Channels host Larry Walsh to discuss how channel professionals can change their mindset and embrace the reality of change. We’ve probably all heard the saying, “the only constant in life is change,” and it’s true. The channel is on the brink of a major transformation. Shifting priorities, digital transformation, and new sources of revenue mean that vendors and partners alike are being forced to re-evaluate their go-to-market strategies. At this pivotal point in time, all channel professionals have the same two options...
2022-01-1135 minChanging Channels
Changing ChannelsBest of Changing Channels 2021Changing Channels host Larry Walsh recounts the highlights of 2021’s 26 episodes with some of our top guests and industry luminaries. Many people in the world would say that 2021 is not a year they’d want to repeat, given the ongoing pandemic, inflation, and supply-chain disruptions. Suffice it to say that the world is hardly back to normal. But the channel perseveres. In 2021, Changing Channels invited some of the top channel executives and thought leaders to share their experiences and insights on a variety of strategic and operational topics. Over the course of 26 episodes, our guests spoke about enab...
2021-12-2231 minChanging Channels
Changing ChannelsPoly’s Nick Tidd on Redefining the Value of TechnologyNick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet customers’ evolving technology needs. The COVID-19 pandemic changed the way the world thinks about work as employees grew accustomed to using their own devices and technology platforms. Now, as employees return to the office, they’re seeking the same rich technology experience to which they’ve become accustomed. Employers are stepping up to meet employees’ demands, upgrading their existing technology, but in many cases, they’re rendering their old equipment obsolete in the process....
2021-12-0834 minChanging Channels
Changing ChannelsGoogle Cloud’s Sandeep Gupta on Driving Fluid CollaborationSandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help ensure productivity and meaningful connection for everyone during this transitory time.  Spurred by difficult conditions wrought by the pandemic over the past two years, the world’s been forced to adopt more flexible, fluid work arrangements. Mobile devices, persistent high-speed Internet, and cloud-based applications make working from home relatively easy, and during this adjustment period, options for collaboration have emerged in ways we didn’t think possible before 2020.  While working from home – and from anywhere –...
2021-11-3026 minChanging Channels
Changing ChannelsChannelnomics’ Larry Walsh on the 7 Truths About the Channel’s Long TailChannelnomics’ Larry Walsh discusses the debate around the true value of the channel’s long tail and explains some of the misconceptions about this cadre of partners. By definition, the long tail is a collection of partners that contribute little and are considered low-value on an individual level but generate a large sum of revenue collectively. In practice, the long tail is a concept that few in the channel completely understand and even fewer know how to address. That begs the question: Can the long tail truly be leveraged? There’s always been debate about the lo...
2021-11-0909 minChannelPro Weekly Podcast
ChannelPro Weekly PodcastChannelPro Weekly Podcast: Episode #204 - Hard Stuff Makes MoneyFeel free to tackle only simple challenges, channel pros. Just don’t expect to make much at it. Take it from this week’s guest host, podcaster and industry analyst Dave Sobel, it’s the hard stuff that produces big money. Dave, Matt, and Rich have plenty to say about that topic, as well as the news from Acronis’s CyberFit Summit, and Dave has a few thoughts to share about Kaseya’s efforts to harden its software against future breaches too. Then your three hosts are joined by interview guest Larry Walsh, of Channelnomics, for a can’t-miss...
2021-10-291h 50Changing Channels
Changing ChannelsCisco’s Denzil Samuels on Driving Better Customer ExperiencesDenzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable partners to meet shifting customer experience expectations.  Customer experience is the new name of the game. While “the customer is always right” might not always be true in practice, what is certainly true is that as the technology market shifts to a service-based model, customer experience is the deciding factor for service success. Customers are looking for the best functionality, outcomes, and ease of use. When partners are part of service delivery, customers...
2021-10-2630 minChanging Channels
Changing ChannelsSecureworks’ Wendy Thomas on Securing Human ProgressWendy Thomas, CEO of Secureworks, joins Channelnomics’s Changing Channels host Larry Walsh to discuss how security services are instrumental in helping businesses keep up with the security arms race. Security is an arms race. With each advancement in technology, hackers find ways of one-upping the defenders of a business’s digital frontiers. Security breaches always have consequences. In the past, a compromise could mean losing access to files or being blocked from mission-critical applications, both of which can lead to lost revenue. Today, though, in the increasingly digitalized world, the consequences of security breaches are increasing in t...
2021-10-1226 minIt\'s All About the Questions
It's All About the QuestionsFuturist talks future of work, obsession and passion projects - Jay McBainI had to have Jay McBain back on the show to continue our conversation from July, 2020 about customer obsession, journey mapping and the future of week. A year has gone by since then and I wanted to look at what he was seeing transformed, stagnant and a no go. With that in mind we ventured into conversation about opportunity costs and how at some point it becomes numeric and definable. But should you quantify it or leap and take the risk on the opportunity? We also talked about making decisions, not making decisions and staying...
2021-10-1148 minChanging Channels
Changing ChannelsImpact Pricing’s Mark Stiving on Product Pricing and Discount StrategiesMark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel sales strategies.   No one wants to pay full price for anything. And people love winning. So it shouldn’t be a surprise that when it comes to the list price of products, people are always looking for a discount. They want to win a deal.   Through partners, manufacturers often offer significant discounts on their products to meet this negotiation demand and avoid losing a sale. The question arises: Why does a list price even exist...
2021-09-2828 minChanging Channels
Changing ChannelsIngram Micro Cloud’s John Dusett & Channelnomics’ Chris Gonsalves on Cloud Trends and OpportunitiesChannelnomics and Ingram Micro Cloud, with the support of Microsoft and Google Workspace, unveil the 2021 State of the U.S. Cloud Channel report, the fourth annual study on trends around cloud computing among resellers and service providers. John Dusett, executive director of cloud services in the U.S. for Ingram Micro Cloud, and Chris Gonsalves, senior vice president of research at Channelnomics, join Channelnomics’ Changing Channels host Larry Walsh to talk about strengths and weaknesses among resellers in the cloud segment.   The 2021 State of the U.S. Cloud Channel report, an annual study conducted by Channelnomics with Ingram Micro Cl...
2021-09-1430 minChanging Channels
Changing ChannelsNutanix’s Christian Alvarez on Establishing Channel KPIsChristian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk about creating meaningful and contextual channel key performance indicators (KPIs). A common challenge among channel professionals is proving the relative worth of partner programs and productivity. Everyone knows that KPIs are essential for measuring and monitoring channel performance and success. The question that vexes many channel professionals is this: What KPIs are most applicable to the unique circumstances and needs of different vendors? When it comes to KPIs, a...
2021-09-0830 minChanging Channels
Changing ChannelsOracle NetSuite’s Craig West on Partner EnablementOracle NetSuite's Craig West joins Channelnomics' Changing Channels host Larry Wals to discuss the importance of continuous partner enablement.    They say it takes money to make money. One of the ways vendors use money to make money is through the enablement of their partners. This investment leads to the creation and cultivation of partnerships that are – in many cases – more productive. Partners enabled through technology and sales training generate more revenue for their vendors. While training and enablement are universally seen as a channel necessity, connecting the value to the outcome often proves elusiv...
2021-08-3127 minChanging Channels
Changing ChannelsZebra’s Bill Cate on Working With Influence PartnersBill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy. Partners come in various models and sizes. The common trait is that they sell and support technology products produced by vendors. At least that’s what conventional channel wisdom says. But the channel is replete with non-transacting partners – companies and professionals that influence end customer product consideration and purchasing decisions. Non-transacting partners range from IT resellers that see a sales opportunity but don’t have a relationship with the vendor t...
2021-08-2424 minChanging Channels
Changing ChannelsWasabi’s Laurie Mitchell on Expanding Into the International MarketLaurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology start-up expands into the international channel.   Wading into international waters is a tricky proposition for many technology companies. The complexities of localization, the individualities of different markets, the unique needs of customers in various parts of the world, and the expenses involved in developing a multinational presence are all challenges to any organization trying to build an international channel. Despite the intricacies, though, emerging U.S. cloud storage company Wasabi Technologies has rapidly expanded its international foo...
2021-08-1720 minChanging Channels
Changing ChannelsPure Storage’s Andy Martin on Embracing the Subscription-Based Sales ModelAndy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of transitioning to a subscription-based sales model.   The subscription model, under which technology is sold based on access and use rather than as a one-off transaction, is changing the way businesses acquire and consume said technology. It’s also giving customers greater flexibility to plan, utilize, and budget for their technology needs and providing economic benefits to vendors, partners, and customers as they pare down their capital expenses. Among hardware companies, Pure...
2021-08-1028 minChanging Channels
Changing ChannelsSibling Rivals Channel Maven’s Heather K. Margolis and Channelnomics' Larry Walsh Dish on Channel MarketingHeather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and through channel partners is changing and what most technology companies get wrong. If you want sales, you need to start with marketing. It’s a well-worn refrain in the channel that partners are subpar at marketing. According to Channelnomics research, between 60% and 80% of partners have no marketing plans, and the majority lack marketing capabilities. Such shortcomings necessitate that vendors pick up the load for producing materials and messaging to promote products and serv...
2021-08-0338 minChanging Channels
Changing ChannelsMicrosoft’s Alyssa Fitzpatrick on Flipping the Co-Selling ModelAlyssa Fitzpatrick joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program in which it’s become the driver of independent software vendor products that complement the Azure cloud. Cloud computing ushered in whole new ways of selling, delivering, and consuming technology. Through cloud platforms, vendors earn recurring revenue while customers get access to robust, resilient resources at a more palatable expense. Driving cloud adoption and expanded consumption requires applications. The more applications a customer runs in a cloud, the more revenue it generates for the service provider. Channels have a limited number of sel...
2021-07-1332 minChanging Channels
Changing ChannelsAppSmart’s Renee Bergeron on the Evolution of Channel MarketplacesRenee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and partners. Marketplaces and online digital sales are increasing quickly. More than $6 trillion in B2B goods and reserves sales transact through marketplaces annually – nearly three times the volume of B2C activity. And a significant and increasing portion of that volume is technology products and services. Marketplace sales were on the ascent prior to the pandemic. Lockdown conditions made online buying a necessity for many businesses and provided vendors and resellers with a mu...
2021-06-2428 minChanging Channels
Changing ChannelsHarvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing  Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. The COVID-19 pandemic left an indelible mark on the market – particularly when it comes to sales strategy and management. The emergence of digital collaboration and dominance of online marketplaces has many sales leaders and strategists looking for the next selling methodology to replace existing sales techniques and channels. But as much as things change, they stay the same. In his new book, “Sales Management That Works: How to Sell in a World That Never Stops C...
2021-06-0829 minChanging Channels
Changing ChannelsCyCognito’s Lori Cornmesser on Channel Chiefs Starting OverLori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new role and find success in driving indirect sales. The average channel chief spends between 18 and 36 months in their role. From there, they often move on to a similar position in a different company. Review the resumes of some of the industry stalwarts and you’ll see a succession of channel leadership jobs, each requiring the same entry process of discovery, planning, and assimilation. Starting over as a channel chief isn’t easy. Th...
2021-05-1132 minChanging Channels
Changing ChannelsThe Evolving Value of DistributionChannelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs. A recent poll found that channel chiefs see distribution’s contribution to channels declining as the market shifts to service-based models and cloud delivery mechanisms. This perception is nothing new. The value that distribution brings to vendors’ go-to-market equation is always in question, as vendors are always on the lookout for ways to cut complexity and costs from their channel programs. Yet despite the recurring value question, the distribution segment persists. The reason distribution exists in the first pl...
2021-04-2711 minSAP News
SAP NewsExploring the Partner Ecosystem to Support Businesses Post-PandemicIn this premiere SAP Partner Podcast, Meaghan Sullivan, head of Global Partner and Midmarket Marketing, SAP, talks with Larry Walsh, CEO, chief analyst and founder at Channelnomics, about how SAP partners are helping businesses adapt and evolve as the economy reopens. Joining them are two SAP partners –Sadee Gamhewa, co-founder and CEO at Velou, and Chris Couch, vice president SAP Solutions at Applexus Technologies – who share their insights about the specific challenges facing retailers and to talk about how RISE with SAP – business transformation as a service – is simplifying customers’ move to the cloud. Listen to this podcast to find out h...
2021-04-1615 minChanging Channels
Changing ChannelsProofpoint’s Joe Sykora on Building Channel Sales CulturesJoe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently. The IT channel is, by definition, a route to market for selling and delivering technology goods and services to end customers. Partners are the conduit through which products flow. They influence and direct customer brand consideration and product purchasing decisions. And partners play a major role in the customer experience through their deployment, professional services, and managed services. Selling is an essential part of the channel, but partners aren’t consistent in t...
2021-04-1322 minChanging Channels
Changing ChannelsHP’s Mary Beth Walker on Data-Driven ChannelsMary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve channel sales and productivity. As many say, data in the digital age is the fuel of business. By gathering, organizing, and analyzing data, businesses of all sizes – from large enterprises to small Main Street shops – are making more informed decisions and improving their operations and productivity. Although the technology industry has pushed the concept of “Big Data” for years, the application of data and analytics in the channel is sparse. In the crafting...
2021-03-3034 minThe Partner Channel Podcast
The Partner Channel PodcastManaging a Channel in 2021 with Larry WalshIn this episode of the Partner Channel Podcast, Larry Walsh sits down with Daniel to discuss key findings from Channelnomics annual reports and their impact on the ever-evolving role of channel managers. 
2021-03-2924 minChanging Channels
Changing ChannelsCheck Point’s Frank Rauch on Gaining Exec Support for ChannelsFrank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership for channel strategies and programs.  Executives from the CEO to sales leadership at technology companies often talk about the value of their channel partners in their success equation. Many corporate executives say that they couldn’t achieve their goals without channel partners’ contributions. In reality, faith in the channel is elusive. According to Channelnomics’ annual Channel Chief Outlook report, one in five channel chiefs is under high pressure to demonstrate the value of channel programs. Most channel p...
2021-03-1635 minChanging Channels
Changing ChannelsChad Cardenas on Innovating Channels Through Venture InvestmentsIn this episode of Channelnomics’ Changing Channels, Chad Cardenas of TSG joins host Larry Walsh to discuss his model for getting partners to put skin in the game with start-up technology companies through investments and channel commitments. The lore of Silicon Valley was written with venture capital money. The start-up engine that brought iconic brands such as Google, Palo Alto Networks, and CrowdStrike to critical success made scores of millionaires and billionaires. In the process of their development, tech start-ups provide innovative products and services that feed the channel with new opportunities. Chad Cardenas, a te...
2021-03-0245 minChanging Channels
Changing ChannelsSAP's Meaghan Sullivan on Rising Up to Marketing TransformationChannel Chief Meaghan Sullivan of SAP joins host Larry Walsh to recount the marketing lessons learned during the pandemic and how those learnings will shape digital go-to-market strategies for years to come! COVID-19 changed everything in the way vendors and partners generate demand, curate sales, and cultivate productive customer relationships. At the beginning of the pandemic, SAP’s Meaghan Sullivan was among the first to wonder openly what would become of sales pipelines and partner productivity if tried-and-true marketing techniques like live events were no longer available (at least for an extended period). As the global vice pr...
2021-02-2230 minSuperPod — The no-filter MSP show
SuperPod — The no-filter MSP showHow to be at the far end of the value chain (and sell more)Topics discussed in this episode:The good that the MSP community has done for him and why he wants to give back to this community. 04:00COVID gave a whole new perspective to what it means to have business continuity. 06:10The changes that MSPs need to make from a technical, business, and financial point of view, to stay resilient. 09:13It's necessary to continually look at your technology and see how you can enable your clients to meet their business goals. 12:00Getting new business is highly challenging; it is important to give 10x without expecting as much in return. 14:28When...
2020-10-0835 minIt\'s All About the Questions
It's All About the QuestionsCustomer Obsession, Journey Mapping and the Future of BusinessJay McBain is considered one of the top analysts and futurists. His work predicating trends and needs has been considered critical to many in the tech world. Even he is seeing accelerated change in the world of business from the predictions he made several years ago. The pandemic accelerated the way we transact business from both sides of the table. On this episode Jay and I talk about the keys to a a business that can grow, think customer obsessive. We also discuss how the shift from indirect buying, think cars at dealerships, to direct buying, think...
2020-07-141h 01SMB Community Podcast: Business Advice for Small MSP Owners
SMB Community Podcast: Business Advice for Small MSP OwnersLarry Walsh: Vendors Sell Direct to Users: "Get Over It"I sat down with Larry Walsh, CEO of The 2112 Group at IT Nation. The 2112 Group is an analyst firm that supports vendors in the solution provider community. They provide "leadership and best practices" for solution providers. Larry Walsh – The 2112 Group On the topic of having vendors selling direct versus selling through the channel, Larry says that this has always been true. He explains how you differentiate yourself so the vendors' practices become irrelevant. On the question of how vendors can help get the right information to solution providers, he says "The ch...
2012-11-1307 min