Insights

Some vendors believe recruiting more partners will lead to higher revenue growth; the reality is that focusing on existing partners is often more advantageous.

Channel marketing is an essential part of partnership success, yet many vendors struggle to make it effective. Channel Maven’s Heather K. Margolis joins ‘The Network Effect’ to talk about rethinking channel marketing best practices.

Finding partnership success requires focus, simplicity, and close relationships. In the latest episode of ‘In the Margins,’ Larry Walsh and Amy Henderson recount the lessons of partnership success from Channel Focus 2024.

Ingram Micro’s Kirk Robinson wins this year’s Channel Lifetime Achievement Award; other honorees include HP’s Mary Beth Walker, ServiceNow’s Divya Rajagopalan, and Proofpoint’s Joe Sykora.

The return of Donald Trump to the White House and the cutting of government “red tape” likely mean that tech companies won’t have to worry about antitrust and technology regulations.

The vast and diverse Europe, Middle East, and Africa channel is complex. Distribution is the means of effectively operating in a region that presents a fascinating tapestry of challenges and opportunities.

Everyone in the channel is talking, but is anyone really communicating? In the latest episode of In the Margins, Larry Walsh and Bryn Nettesheim share a few thoughts on effective partner communications.

Distribution is changing, with digital transformation and consolidation creating more challenges and opportunities. Esprinet Group CEO Alessandro Cattani joins Changing Channels to talk about the evolving European channel.

Partners see several challenges to their revenue growth in 2025, including cybersecurity threats, finding people with the right IT skills, and keeping up with the rapidly changing technology landscape.

The right partners are more than just those who generate revenue; the Channelnomics ROCKER methodology guides vendors through finding partners with the right value proposition.

The Channelnomics Marketplace Sales Segmentation Matrix provides a guide for segmenting digital, hybrid, and traditional sales channels.

The pathways built into Lenovo 360 enable partners to access program resources more efficiently and align more meaningfully with their go-to-market models.

Making co-selling an efficient and practical reality takes collaboration and coordination. That’s where companies like PartnerTap come into play.

When evaluating marketplaces, partners prefer providers with strong brand reputations, cost-effective operations, and technological compatibility.

The channel is gradually recovering from a dip in confidence. Channelnomics discusses the reasons why and provides an outlook for 2025 based on current trends.

Destination AI, a new initiative from the global technology distributor, is a good example of how distributors and vendors should structure the enablement of partners’ AI adoption.

The rapid growth of AI, cloud computing, and automation is pressuring resellers and service providers to quickly adapt their skills, resources, and sales capacity.

Red Hat recognizes the need to embrace ecosystems to meet customers’ evolving technology needs; Stefanie Chiras says collaboration is the means of making ecosystems work.

Channel data is meaningless unless all stakeholders agree in advance on what they’re measuring and how the intelligence will be used.

As more partners turn to marketplaces for sourcing, hyperscalers create both new opportunities and competitive risks, challenging traditional partner models while offering fresh avenues for growth.

In this primer, Channelnomics explains the different ways that partners make money and how vendors can influence sales through compensation and incentives.

Federal probe into tech distributor highlights growing scrutiny of channel pricing. rebate, and incentive practices. The details, however, remain unclear at this time.

CoClo is setting out to change channel chief’s minds about the power and value of referrals programs and management systems through its revolutionary service.

HPE, in partnership with NVIDIA, has launched its HPE Private Cloud AI initiative, providing partners and customers with new infrastructure, use cases and support for GenAI systems based in private clouds.

NinjaOne is fast becoming the leading alternative to the top incumbents and is taking aim at becoming the market leader. In the latest Changing Channels podcast, NinjaOne CEO Sal Sferlazza shares his lessons for success.