Insights
![ASK CHANNELNOMICS: How Can We Improve<br>Participation in Training & Certification?](https://channelnomics.com/wp-content/uploads/2023/05/iStock-1480095869-768x455.jpg)
ASK CHANNELNOMICS: How Can We Improve
Participation in Training & Certification?
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.
![Cloud Optimization Equals Service Instability](https://channelnomics.com/wp-content/uploads/2023/04/cloud-optimization_plugged-in-cloud-768x439.jpg)
Cloud Optimization Equals Service Instability
Market analysts continue to project that cloud spending will increase from 25% to 30% annually in the foreseeable future.
![How Partners Make Money, Part 2](https://channelnomics.com/wp-content/uploads/2023/04/how-partners-make-money-part-2-cash-bundles-768x576.jpg)
How Partners Make Money, Part 2
This is the second installment of a series on channel economics. Here, Channelnomics explores services and deliverables that channel partners create for themselves.
![Cisco Threads the Needle](https://channelnomics.com/wp-content/uploads/2023/04/Cisco-and-SaaS-sprawl_threading-the-needle-768x512.jpg)
Cisco Threads the Needle
Cisco is one of many tech vendors that believe the future of IT delivery will belong to those who provide cutting-edge digital innovations in the form of monthly subscriptions.
![CCC RECAP: Why ‘Ecosystems’ Are Having a Moment](https://channelnomics.com/wp-content/uploads/2023/04/businessman-drawing-with-chalk-marker-768x347.jpg)
CCC RECAP: Why ‘Ecosystems’ Are Having a Moment
April’s Channelnomics Community Call zeroed in on ecosystems and why something old feels new and different today
![Pax8’s John Street on Building the “Un-Distributor”](https://channelnomics.com/wp-content/uploads/2023/04/pax8podcast-e1686234318873-768x432.jpg)
Pax8’s John Street on Building the “Un-Distributor”
John Street, CEO and founder of service distributor Pax8, talks to Larry Walsh about disrupting the status quo in distribution with an innovative approach to selling to and supporting managed service providers that cater to SMB customers.
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.
![Open Questions About Ingram Micro’s Cloud-Based Xvantage](https://channelnomics.com/wp-content/uploads/2023/03/cloud-technology_with-keyboard-768x512.jpg)
Open Questions About Ingram Micro’s Cloud-Based Xvantage
The distributor’s sales management platform has numerous features for driving and facilitating channel sales, but several information gaps exist.
![Finding the Partners That Fit](https://channelnomics.com/wp-content/uploads/2022/01/pexels-ketut-subiyanto-4963437-768x512.jpg)
Finding the Partners That Fit
If you were to listen to the keynotes at tech sales events or scan the headlines of tech trade publications, you might get a skewed view of prevailing go-to-market strategies.
![ASK CHANNELNOMICS: How Do We Handle ‘Autopilot’ Renewals?](https://channelnomics.com/wp-content/uploads/2023/03/iStock-1214505644-768x399.jpg)
ASK CHANNELNOMICS: How Do We Handle ‘Autopilot’ Renewals?
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.
![Channel M&A: No Reason to Change Your Go-to-Market Strategy](https://channelnomics.com/wp-content/uploads/2023/03/MandA_wooden-blocks-horizontally-arranged-768x512.jpg)
Channel M&A: No Reason to Change Your Go-to-Market Strategy
Deal-making continues but hasn’t yet altered the channel landscape.
![CCC RECAP: Channelnomics Unpacks Findings From 2023 Channel Forecast](https://channelnomics.com/wp-content/uploads/2023/02/think-outside-box-with-brain_CROPPED-768x389.jpg)
CCC RECAP: Channelnomics Unpacks Findings From 2023 Channel Forecast
February’s Channelnomics Community Call focused on the 2023 Channel Forecast report, which offers channel professionals deep insights on budgeting trends, investment priorities, revenue expectations, product and service sales mixes, and partner profitability.
![Shifting Economic Conditions Prompt Channel Chiefs to Adjust Partner Strategies](https://channelnomics.com/wp-content/uploads/2023/02/analytics_magnifying-glass-768x512.jpg)
Shifting Economic Conditions Prompt Channel Chiefs to Adjust Partner Strategies
This year’s report combines the best of Channelnomics’ annual Channel Chief Outlook study with its yearly partner Forecast report, providing readers with a unique 360-degree perspective of the IT channel.
![ASK CHANNELNOMICS: What’s an Emerging Market?](https://channelnomics.com/wp-content/uploads/2023/02/iStock-1296098015-768x512.jpg)
ASK CHANNELNOMICS: What’s an Emerging Market?
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.
![2023 Channel Forecast Report](https://channelnomics.com/wp-content/uploads/2023/02/CF2023_Brainstorm-Banner_V2-768x345.png)
2023 Channel Forecast Report
While there’s ample optimism in the channel for 2023, challenges loom. Vendors are scaling back channel budgets and program investments.
![How Partners Make Money](https://channelnomics.com/wp-content/uploads/2023/02/growth-capital_man-holding-money-calculator-768x512.jpg)
How Partners Make Money
A closer look at partner incentives and how they influence partner behavior
![Oracle’s Ross Brown on Cloud Economics](https://channelnomics.com/wp-content/uploads/2023/01/Oracles-Ross-Brown-768x426.png)
Oracle’s Ross Brown on Cloud Economics
The cloud is now mainstream. Vendors and partners make more money on cloud and other
![CCC RECAP: Conservation, Optimization Take Center Stage in 2023](https://channelnomics.com/wp-content/uploads/2023/01/spotlights-on-walkway-768x576.jpg)
CCC RECAP: Conservation, Optimization Take Center Stage in 2023
Based on the results of our forthcoming Channelnomics Forecast 2023 report, “conservation” and “optimization” are likely to emerge as top priorities for channel leaders in 2023 — and perhaps 2024 as well.
![Beware of Channel ‘Debt’ That Goes Unchecked](https://channelnomics.com/wp-content/uploads/2023/01/debt-768x512.jpg)
Beware of Channel ‘Debt’ That Goes Unchecked
The meltdown that occurred in December 2022 at Southwest Airlines was a calamity for travelers, but also a cautionary tale for business leaders.
![How to Make Better Decisions on Go-to-Market Matters](https://channelnomics.com/wp-content/uploads/2023/01/MSP-or-MSSP_businessman-at-maze-of-roadways-scaled-1-768x439.jpg)
How to Make Better Decisions on Go-to-Market Matters
There are lots of ways to improve decision-making — among them, getting all the necessary data, avoiding ‘false dilemmas,’ and recognizing decision fatigue.
![FTC Revives Robinson-Patman Act, Presents Potential Challenges to Channel](https://channelnomics.com/wp-content/uploads/2023/01/RPA-revitalized_Capitol_1.12.23-768x432.jpg)
FTC Revives Robinson-Patman Act, Presents Potential Challenges to Channel
Regulators resurfacing the fair pricing regulation could cause significant headaches for channel program managers that must ensure equity in their partner relationship structures and practices.
![Palo Alto Networks’ Karl Soderlund on Challenging Complacency](https://channelnomics.com/wp-content/uploads/2023/01/Karl-Soderlund-Thumbnail-1-768x430.png)
Palo Alto Networks’ Karl Soderlund on Challenging Complacency
Karl 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.
![2023: The Year of Conservation and Optimization](https://channelnomics.com/wp-content/uploads/2023/01/Conservation-Optimization-scaled-1-768x432.jpg)
2023: The Year of Conservation and Optimization
Steep economic challenges will strain all businesses — including technology vendors and solution providers — necessitating a rethinking of operational priorities and value propositions.
![10 Lessons 2022 Taught the Channel for the New Year](https://channelnomics.com/wp-content/uploads/2023/01/lessons-scaled-1-768x432.jpg)
10 Lessons 2022 Taught the Channel for the New Year
A look at the lessons we took from 2022 that will prepare the channel to survive and thrive in 2023.
![Best of Changing Channels 2022](https://channelnomics.com/wp-content/uploads/2022/12/Best-of-CC-2022-768x432.png)
Best of Changing Channels 2022
Changing 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.
![ASK CHANNELNOMICS: Mitigating Risk When Disenfranchising Partners](https://channelnomics.com/wp-content/uploads/2023/06/Ask-Channelnomics_Q-marks-768x422.jpg)
ASK CHANNELNOMICS: Mitigating Risk When Disenfranchising Partners
At Channelnomics, we field questions about best practices, partner strategies, and channel programs every day. In this series, called “Ask Brainstorm,” we answer some of the questions we receive most from vendors.