Insights

While many vendors are looking to shave a few points here and there from their channel compensation schemas, Nutanix is going in the opposite direction after discovering that its discounting and incentive policies dampen its partner profitability — particularly when selling hardware and software bundles.

Palo Alto Networks is rolling out major enhancements to partner profitability and predictability as part of its drive to incentivize partners to sell more products across its cybersecurity portfolio.

On the surface, the businesses of the IT industry’s intermediaries — distributors and technology services brokerages (TSBs) — appear quite similar.

AI has the potential to revolutionize how products and services are taken to market with partners. But before you sign off on internal plans to put AI to work in support of your go-to-market strategies, take a moment to understand how MSP partners are already leveraging the technology and how, they report, it’s being used by their customers.

Here’s a tale about becoming a victim of your own success and the repercussions of moving too swiftly. This lesson emerges from an unlikely source: the airline industry.

AI is having a moment. Across industries, companies are racing to incorporate artificial intelligence capabilities into their products and services. The promise of AI to deliver insights, automate tasks, and optimize operations is undeniably exciting.

B2B marketplaces are growing in terms of size, influence, and capabilities. Next year, sales are expected to reach $3.6 trillion globally. One estimate says 30% of all B2B transactions worldwide will be attributable to a marketplace.

The global economy is shifting under multiple pressure points like deglobalization and inflation, but it’s not necessarily careening into recession.

Third-party cloud marketplaces such as the AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Platform Marketplace are swiftly becoming preferred platforms for sourcing cloud services and application add-ons for businesses of all types and sizes worldwide.

Cisco has announced plans to buy security information and event management (SIEM) market leader Splunk for $28 billion cash in a move to bolster its security portfolio and increase revenue generated from software and services.

As part of an evolving trend across the channel, Mimecast has taken a substantial step to streamline and simplify the go-to-market journey with partners to improve customer experience and time to value.

Technology vendors face a challenge that threatens their ability to thrive and compete in indirect routes to market — the absence of a robust, comprehensive channel data management (CDM) strategy.

Hey Channelnomics, should I still be using the world “channel”? I hear “ecosystems” used more frequently nowadays and was wondering if they’ll subsume “channels.”

Change is often the catalyst for growth, and at Channelnomics, we’re embracing this change with open arms. We’re excited to introduce you to the latest additions to our team, and they’re all set to transform the way we operate and deliver our services. These new team members are pivotal to our ambitious plan to unveil groundbreaking offerings in the upcoming fourth quarter.

In an increasingly competitive business landscape, technology vendors are under pressure to optimize their go-to-market strategies. This includes getting the most out of their business partners.

The strategic partnership between Cisco and Nutanix aims to accelerate hybrid multicloud adoption by providing an integrated on-premises and cloud solution.

If there’s one thing that came across loud and clear at last week’s Partnership Leaders’ Catalyst conference in Denver, it’s the need to avoid confusing alliances and reseller channels.

Trend Micro is making a strategic move to capitalize on the booming managed detection and response (MDR) market by leveraging managed security service providers (MSSPs).

Partnership Leaders’ Catalyst conference has rapidly emerged as a premier industry event aimed at cultivating the next generation of channel leadership.

The shift to regional trade networks will create greater complexity for channel strategists and operators.

The technology industry is facing challenges as customers reduce their information technology spending and demand lower prices.

Channelnomics believes understanding partners’ compositions, models, and operational attributes is essential to building and maintaining sustained and productive go-to-market relationships.

The channel is global, enabling vendors to sell their products and services anywhere and everywhere. However, while the channel itself may be globalized, successfully entering new markets still requires local customization and strategy.

“Build a better mousetrap and the world will beat a path to your door” is a phrase often attributed to American intellectual Ralph Waldo Emerson.

Microsoft is pressing multiple AI-related initiatives that have significant implications for its global army of technology and channel partners.