Insights
![KPMG and Microsoft Align to Infuse AI Into Professional Services](https://channelnomics.com/wp-content/uploads/2023/08/AI_robot-hand-on-laptop-keyboard-768x512.jpg)
KPMG and Microsoft Align to Infuse AI Into Professional Services
Partnership underscores AI’s increasing ubiquity in IT infrastructure, services, and workflows for channel partners.
![Hitachi Vantara-Microsoft Partnership Gives Enterprises Cloud Flexibility](https://channelnomics.com/wp-content/uploads/2023/08/partnership_two-white-jigsaw-pieces-768x512.jpg)
Hitachi Vantara-Microsoft Partnership Gives Enterprises Cloud Flexibility
UCP for Azure Stack HCI combines Microsoft’s Azure cloud platform capabilities with Hitachi Vantara’s expertise in scalable on-premises infrastructure.
![NetApp Aligns Channel Program With Cloud, AI Priorities](https://channelnomics.com/wp-content/uploads/2023/08/cloud-data-migration_cloud-hovering-above-hand-768x421.jpg)
NetApp Aligns Channel Program With Cloud, AI Priorities
NetApp, one of several legacy hardware vendors transitioning to next-generation service- and software-based market needs, is evolving its channel partner program with the launch of Partner Sphere to better align with its strategic priorities around hybrid cloud, AI, and cloud data services.
![Channelnomics at 13 (and Counting)](https://channelnomics.com/wp-content/uploads/2023/07/MicrosoftTeams-image-768x513.png)
Channelnomics at 13 (and Counting)
Thirteen years ago today, Channelnomics was founded with the mission of providing solutions and perspective for channel professionals.
![ASK CHANNELNOMICS: Do Vendor Brands Matter?](https://channelnomics.com/wp-content/uploads/2023/07/iStock-1312212983-768x512.jpg)
ASK CHANNELNOMICS: Do Vendor Brands Matter?
At Channelnomics, we field questions about best practices, partner strategies, and channel programs every day. In this series, called “Ask Channelnomics,” we answer some of the questions we receive most from vendors.
![Vendors Are Cutting the Channel to Grow](https://channelnomics.com/wp-content/uploads/2023/07/pexels-anna-tarazevich-14751274-768x512.jpg)
Vendors Are Cutting the Channel to Grow
Recessionary conditions, inflation, and margin erosion are conspiring to put pressure on the channel to cut costs while maintaining high growth rates.
![CCC RECAP: Sustainability Takes Root in the Channel](https://channelnomics.com/wp-content/uploads/2023/08/sustainability_crystal-globe-768x512.jpg)
CCC RECAP: Sustainability Takes Root in the Channel
How tech vendors are extending corporate sustainability efforts to their partner networks and programs By
![AI and the Changing Face of Tech Support](https://channelnomics.com/wp-content/uploads/2023/07/pexels-tara-winstead-8386365-768x512.jpg)
AI and the Changing Face of Tech Support
AI-enabled technology has matured significantly in the past five years, becoming a bedrock of customer support.
![Do Vendor Brands Matter to Partners?](https://channelnomics.com/wp-content/uploads/2023/07/Screenshot-2023-07-12-141755-1-768x368.png)
Do Vendor Brands Matter to Partners?
Vendors like to think their brands have value and attract customers. For that reason, vendor brands should matter to partners.
![Renewals: Overcoming the Vendor-Partner Divide](https://channelnomics.com/wp-content/uploads/2023/07/signature-pro-wB9iWZKwljw-unsplash-768x614.jpg)
Renewals: Overcoming the Vendor-Partner Divide
In the world of IT sales, an economic impasse over subscription renewals divides vendors and their partners.
![International Channels and Dad Jokes](https://channelnomics.com/wp-content/uploads/2023/07/Screenshot-2023-07-10-164106-1-768x432.png)
International Channels and Dad Jokes
CEO, Larry Walsh talks with Raegan Wilson, vice president of ecosystem consulting at Reply Spur after spending the last few days working with dozens of European channel chiefs at the Baptie Club 50 event in The Hague (Den Hagg).
![The Magic of Simply Showing Up](https://channelnomics.com/wp-content/uploads/2023/07/dylan-gillis-KdeqA3aTnBY-unsplash-768x512.jpg)
The Magic of Simply Showing Up
On our podcast channel, In the Margins, our CEO, Larry Walsh talks about how vendors spend billions of dollars in developing channel programs, systems and resources with the singular intent of driving partner performance.
![ASK CHANNELNOMICS: What’s a Reasonable CAM-to-Partner Ratio?](https://channelnomics.com/wp-content/uploads/2023/06/iStock-1327128846-768x512.jpg)
ASK CHANNELNOMICS: What’s a Reasonable CAM-to-Partner Ratio?
At Channelnomics, we field questions about best practices, partner strategies, and channel programs every day. In this series, called “Ask Channelnomics,” we answer some of the questions we receive most from vendors.
![CCC RECAP: How Channel Data Management Can Remedy Poor Data Hygiene](https://channelnomics.com/wp-content/uploads/2023/06/channel-data-management.jpg)
CCC RECAP: How Channel Data Management Can Remedy Poor Data Hygiene
Given the amount of data at their fingertips, technology vendors should have all the information they need to develop more effective go-to-market strategies.
![Why Incentives Fail](https://channelnomics.com/wp-content/uploads/2023/06/incentives_carrot-and-stick-768x512.jpg)
Why Incentives Fail
Technology vendors devise sophisticated back-end rewards but often trip over common stumbling blocks.
![Distribution Evolving to Tackle Ecosystem Orchestration](https://channelnomics.com/wp-content/uploads/2023/06/podcast-768x419.png)
Distribution Evolving to Tackle Ecosystem Orchestration
Vendors say distribution is essential for getting to market through the channel, especially in Europe, Middle East and Africa (EMEA). However, vendors also say they have difficulty quantifying the value that distribution delivers.
![HPE’s Paul Hunter on Transitioning Channels to ‘as-a-Service’](https://channelnomics.com/wp-content/uploads/2023/06/Screenshot-2023-06-08-092846-768x425.png)
HPE’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.
![Making Private Equity Firms Your Partners](https://channelnomics.com/wp-content/uploads/2023/06/Screenshot-2023-06-09-131259-1-768x409.png)
Making Private Equity Firms Your Partners
Balaji Subramanian, vice president of global partner ecosystem at Zuora, joins Channel Channel’s Larry Walsh to discuss the emergence of private equity and venture capital firms at go-to-market partners and productive members of channel ecosystems.
Many vendors and channel professionals continue to think about distribution in its traditional “pick, pack, and ship” role in the two-tier go-to-market model. Distributors are the backbones of product logistics, partner support, and financial credit.
![Ingram Micro’s Eric Hembree on Extended Reality & IoT in the Channel](https://channelnomics.com/wp-content/uploads/2023/06/Screenshot-2023-06-08-103111-768x427.png)
Ingram Micro’s Eric Hembree on Extended Reality & IoT in the Channel
Eric 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.
![How Axcient Is Benefiting From Consolidation and Optimization](https://channelnomics.com/wp-content/uploads/2023/06/Screenshot-2023-06-06-122230-1-768x388.png)
How Axcient Is Benefiting From Consolidation and Optimization
The backup vendor is seeing double-digit growth as MSPs reduce the number of BCDR systems
![CCC RECAP: The Robinson-Patman Act Lurks](https://channelnomics.com/wp-content/uploads/2023/05/RPA_law-books-768x512.jpg)
CCC RECAP: The Robinson-Patman Act Lurks
Why a decades-old law could threaten the foundation of many IT vendor partner programs
![Partners Make Bets on Mainstream Technologies](https://channelnomics.com/wp-content/uploads/2023/05/poker-players-hand-3-768x527.jpg)
Partners Make Bets on Mainstream Technologies
For all the speed that the information technology industry operates with, its primary delivery arm — middlemen including distributors, VARs, MSPs, and other solution providers — changes slowly and rarely completely.
![The Ghost of Robinson-Patman Haunts the Channel](https://channelnomics.com/wp-content/uploads/2023/05/RPA-Report-Executive-Summary_FINAL-1-768x492.jpg)
The Ghost of Robinson-Patman Haunts the Channel
Channel programs are built on progressive “gives-to-gets” systems of tiers, tracks, and point systems. The more productive and “qualified” partners are, the more they earn in price concessions (discounts), incentives (rebates, SPIFs), and resources (marketing materials, market development funds).
![Touchpoints: Sources That Influence and Shape the Technology Channel](https://channelnomics.com/wp-content/uploads/2023/05/touchpoints_blue-web.png)
Touchpoints: Sources That Influence and Shape the Technology Channel
Here’s an alphabetical list of media brands, events, trade associations, communities, podcasts, influencers, and awards that vendors and channel partners can rely on for insights, peer engagement, industry recognition, and more.
![Inside the Revived Robinson-Patman Act](https://channelnomics.com/wp-content/uploads/2023/05/gavel-with-hand-768x568.jpg)
Inside the Revived Robinson-Patman Act
Channelnomics takes a look at the RPA and why its revival could have huge implications for the channel.