Insights
MSPs Have a Growing Business Value Problem
Managed service providers make money by delivering technology to their customers, but customers are increasingly looking for business outcomes that MSPs are ill-equipped to deliver and reluctant to adopt.
Best-in-Class Channel Management Systems
The complexity of managing channel relationships has made adopting channel management systems a requirement for vendors. This primer outlines the key elements of a successful channel management stack.
Partners Want Vendors to Pick Up More of the Marketing Burden
One-third of partners are cutting their marketing budgets in 2025 and want vendors to make up the difference in business development and demand generation.
The PC Recovery, Driven by AI, Remains Elusive
Weak PC sales in the third quarter are signaling that the anticipated PC refresh cycle won’t materialize until 2025. The main challenge? A failure to demonstrate the value of AI in PCs.
Blanket Tariffs Will Reshape Channel Economics
The incoming Trump administration intends to impose widespread tariffs on trade partners, including Canada and Mexico, which will lead to increased prices on tech components and products.
Forming a Star Alliance Management Team
Alliances between complementary technology vendors are powerful go-to-market amplifiers. This Channelnomics primer provides guidance on optimal alliance organization frameworks.
Google Cloud AI Agent Program Pushes Solutions to Forefront
Through the AI Agent Ecosystem Program, Google Cloud setting an example of how vendors can enable partners with resources and support to aid businesses in the adoption of AI systems.
More Partners Vs. More Focus on Existing Partners
Some vendors believe recruiting more partners will lead to higher revenue growth; the reality is that focusing on existing partners is often more advantageous.
Rethinking Channel Marketing
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.
Channel Focus: The Key to Partnership Success
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.
5 Stars Shine at the 2024 Channel Leadership Awards
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.
You Can Stop Worrying About Tech Regulations
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.
Navigating the EMEA Channel With Distribution
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.
Getting Focused on Impactful Partner Communications
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.
The Changing Face of Distribution in Europe
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.
Partner Growth Expectations Dip for 2025
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 Criticality of Finding the Right Partners
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.
Aligning Marketplace Strategies by Complexity, Volume, and Value
The Channelnomics Marketplace Sales Segmentation Matrix provides a guide for segmenting digital, hybrid, and traditional sales channels.
Lenovo Introduces Partner Pathways to Enhance Focus, Market Coverage
The pathways built into Lenovo 360 enable partners to access program resources more efficiently and align more meaningfully with their go-to-market models.
PartnerTap: Unlocking the Power of Ecosystem Co-Selling
Making co-selling an efficient and practical reality takes collaboration and coordination. That’s where companies like PartnerTap come into play.
What Partners Look for in Marketplaces
When evaluating marketplaces, partners prefer providers with strong brand reputations, cost-effective operations, and technological compatibility.
Partner Confidence Index: Q4 2024
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.
New TD Synnex Program Makes AI the Destination
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.
Number of Partners Struggling With Change Nearly Doubles
The rapid growth of AI, cloud computing, and automation is pressuring resellers and service providers to quickly adapt their skills, resources, and sales capacity.
Exploring Collaboration in Channel Ecosystems
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.