Insights

Distribution is indispensable for facilitating channel sales, expanding market coverage, and mitigating go-to-market risk.

Distribution is indispensable for facilitating channel sales, expanding market coverage, and mitigating go-to-market risk.

Vodafone Business, the European telecommunications giant, selected AppDirect to expand its North America coverage and market share.

Dell has announced its new “partner-first strategy for storage,” which commits 99% of Dell storage sales to partners

Tech vendors big and small are extending key parts of their corporate environmental sustainability initiatives to their go-to-market channel strategies.

Impartner recently announced a new referral management module for its PRM platform.

Partnership underscores AI’s increasing ubiquity in IT infrastructure, services, and workflows for channel partners.

UCP for Azure Stack HCI combines Microsoft’s Azure cloud platform capabilities with Hitachi Vantara’s expertise in scalable on-premises infrastructure.

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.

Thirteen years ago today, Channelnomics was founded with the mission of providing solutions and perspective for channel professionals.

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.

Recessionary conditions, inflation, and margin erosion are conspiring to put pressure on the channel to cut costs while maintaining high growth rates.

How tech vendors are extending corporate sustainability efforts to their partner networks and programs By

AI-enabled technology has matured significantly in the past five years, becoming a bedrock of customer support.

Vendors like to think their brands have value and attract customers. For that reason, vendor brands should matter to partners.

In the world of IT sales, an economic impasse over subscription renewals divides vendors and their partners.

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).

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.

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.

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.

Technology vendors devise sophisticated back-end rewards but often trip over common stumbling blocks.

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.

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.

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.

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.