Ingram Micro Cloud’s John Dusett and Channelnomics’ Chris Gonsalves on Cloud Trends, Opportunities, and Challenges
Channelnomics and Ingram Micro Cloud, with the support of Microsoft and Google Workspace, unveil the 2021 State of the U.S. Cloud Channel report, the fourth annual study on trends around cloud computing among resellers and service providers. John Dusett, executive director of cloud services in the U.S. for Ingram Micro Cloud, and Chris Gonsalves, senior vice president of research at Channelnomics, join Channelnomics’ Changing Channels host Larry Walsh to talk about strengths and weaknesses among resellers in the cloud segment.
Neat Embraces Distribution After Starting with Direct-to-Customer Model
Neat, a maker of videoconferencing and collaboration devices, recently announced the signing of a global distributor to support its go-to-market activities and strategic growth through the channel.
Nutanix’s Christian Alvarez on Establishing Channel KPIs
Christian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk about creating meaningful and contextual channel key performance indicators (KPIs).
Channelnomic’s Larry Walsh on The Evolving Value of Distribution
A recent poll found that channel chiefs see distribution’s contribution to channels declining as the market shifts to service-based models and cloud delivery mechanisms. This perception is nothing new. The value that distribution brings to vendors’ go-to-market equation is always in question, as vendors are always on the lookout for ways to cut complexity and costs from their channel programs.
Oracle NetSuite’s Craig West on Partner Enablement
They say it takes money to make money. One of the ways vendors use money to make money is through the enablement of their partners. This investment leads to the creation and cultivation of partnerships that are – in many cases – more productive. Partners enabled through technology and sales training generate more revenue for their vendors.
Zebra’s Bill Cate on Working With Influence Partners
Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy.
Overcoming Channel Renewal Challenges – Channelnomics Primer – August 2021 Version 1.0
As more technology sales shift to a subscription- or consumption-based model, renewals with and through channel partners are becoming increasingly important.
Wasabi’s Laurie Mitchell on Expanding Into the International Market
Laurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology start-up expands into the international channel.
Pure Storage’s Andy Martin on Embracing the Subscription-Based Sales Model
Andy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of transitioning to a subscription-based sales model.
Sibling Rivals Channel Maven’s Heather K. Margolis and Channelnomics’ Larry Walsh Dish on Channel Marketing
Heather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and through channel partners is changing and what most technology companies get wrong.
Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model
Exec joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program, which drives independent software vendor products that complement the Azure cloud.
AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces
Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and partners.
Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing
Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy.
The Downside of Working With MSPs
As more vendors look to adopt service- and subscription-based sales models that generate recurring revenue, they’re looking at managed service providers (MSPs). The conventional wisdom among vendors is that MSPs – and managed security service providers (MSSPs) in the security segment – are the preferred partner type of the future because they understand the sales process and mechanics associated with recurring revenue.
CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over
Lori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new role and find success in driving indirect sales.
Don’t Write Off Distribution Too Quickly
Vendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced.
Build the Route to Market That You Need
“Transformation,” or “evolution,” is on the tips of everyone’s tongues. The shift to digital go-to-market models has been a work in progress since the mid-2000s. The advent and mainstreaming of cloud computing made the transformation of go-to-market strategies, sales, fulfillment, and support models an imperative for even the most entrenched market leaders.
Zoom’s ISV Investment Aims at Growth Amplification
The $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition.
Fraud Risks and Prevention in the Channel
During the pandemic, distributors noted a shift in fraudulent activities across the channel. Criminals and hackers were using the cover of the COVID-19 crisis to amplify their fraudulent activities to trick partners out of product and money.
Proofpoint’s Joe Sykora on Building Channel Sales Cultures
Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently.
Post-COVID: Looking Forward to a Return to Normalcy
Channelnomics’ new report shows how the channel is planning for the post-pandemic economy.
Channelnomics Foundational Partner Enablement Framework (April 2021)
Partner enablement is a fundamental necessity in channel program operations and critical to go-to-market success. By empowering partners with information, skills, and resources, vendors increase the potential of achieving the results they seek when selling through various channels.
Pandemic Recovery: Channel Plans for the Post-Covid Market – March 2021
A year has passed since the COVID-19 pandemic swept the world, shutting down whole economies and disrupting lives.
Combining Channel Programs After a Merger or an Acquisition
In late winter 2022, Datto began entertaining offers to merge with another tech company.
HP’s Mary Beth Walker on Data-Driven Channels
Mary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve channel sales and productivity.