Insights
![The Vendor-Partner Disconnect](https://channelnomics.com/wp-content/uploads/2022/12/vendor-partner-disconnect-768x225.jpg)
The Vendor-Partner Disconnect
Misunderstandings about partners can hamper channel program performance. Here’s what vendors need to know.
![CCC RECAP: The Channelnomics Annual Year-in-Review](https://channelnomics.com/wp-content/uploads/2022/12/light-bulb-with-drawing-graph-1-768x512.jpg)
CCC RECAP: The Channelnomics Annual Year-in-Review
Channelnomics recaps the trends and developments that made 2022 a remarkable year.
![Economic Conditions Pressure Recurring-Revenue Model](https://channelnomics.com/wp-content/uploads/2022/12/for-12.5-note-on-economic-pressures_chart-with-red-down-arrow-abstract-background-falling-growth-business-768x274.jpg)
Economic Conditions Pressure Recurring-Revenue Model
Service models are seen as a means of generating predictable and recurring revenue, but customers question the value and necessity of cloud and managed services amid increasing recessionary conditions.
![Dell Technologies’ Cheryl Cook on the Evolving Art of Channel Marketing](https://channelnomics.com/wp-content/uploads/2022/11/Cook-Web-Site-Banner-768x394.png)
Dell Technologies’ Cheryl Cook on the Evolving Art of Channel Marketing
Cheryl Cook, senior vice president of global channel marketing, joins Changing Channels to discuss the evolving art of effective channel marketing and how to stay ahead of emerging marketing techniques.
![CCC RECAP: Selling Digital Services](https://channelnomics.com/wp-content/uploads/2022/11/digital-services_digital-global-connection-768x394.jpg)
CCC RECAP: Selling Digital Services
Tech vendors have two basic options for selling digital services. Each has value, but the trade-offs are real.
![Channelnomics Quarterly – Fall 2022, Issue #03](https://channelnomics.com/wp-content/uploads/2022/12/vendor-partner-disconnect-768x225.jpg)
Channelnomics Quarterly – Fall 2022, Issue #03
The fall edition, released today, features a cover story on the vendor-partner disconnect, an interview with Hitachi Vantara’s Kim King, part 3 of our Tip of the Quarter, and guest columns from seasoned channel professionals at Mindmatrix, GTDC, and 360insights
![Kaseya’s Dan Tomaszewski on Enabling MSPs for Success](https://channelnomics.com/wp-content/uploads/2022/11/CC-website-image-Dan-Tomaszewski-Kaseya-768x391.png)
Kaseya’s Dan Tomaszewski on Enabling MSPs for Success
Dan Tomaszewski, executive vice president of channels at Kaseya, joins Larry Walsh to talk about what it takes to enable managed service providers for success and how to get partners to put skin in the game on joint efforts that result in growth.
![Gauging the Effectiveness of Partner Program Back-End Incentives](https://channelnomics.com/wp-content/uploads/2019/09/coin-wooden-table-768x512.jpg)
Gauging the Effectiveness of Partner Program Back-End Incentives
Vendors have their doubts as to whether these incentives effectively influence partner behavior.
![Take a Step Back From Your Channel Satisfaction Research](https://channelnomics.com/wp-content/uploads/2019/09/customer-review-satisfaction-feedback-survey-concept-768x413.jpg)
Take a Step Back From Your Channel Satisfaction Research
Outsourcing partner surveys to a third-party research specialist broadens perspective, adds richness, and bolsters trust in this important, actionable feedback data.
![CCC RECAP: Making the Most of Back-End Incentives](https://channelnomics.com/wp-content/uploads/2019/09/give-money-united-states-dollar-usd-1-768x513.jpg)
CCC RECAP: Making the Most of Back-End Incentives
Channel professionals have many choices when it comes to influencing partner behavior. But few are as effective as back-end incentives — as long as you use them wisely
![Google Cloud’s Eric Buck on Distribution in Cloud Services](https://channelnomics.com/wp-content/uploads/2022/10/CC-website-image-for-posts-Eric-Buck-768x391.png)
Google Cloud’s Eric Buck on Distribution in Cloud Services
Eric Buck, director of commercial partners and global distribution at Google Cloud, joins Larry Walsh to talk about the role two-tier distribution models and distributors play in aiding cloud service providers in engaging channels and supporting partners.
![Data Reveals That Non-Standard Pricing Is the New Norm in Many Places](https://channelnomics.com/wp-content/uploads/2019/09/NSP_money-with-clock-768x432.jpg)
Data Reveals That Non-Standard Pricing Is the New Norm in Many Places
Channelnomics research reveals that the use of non-standard pricing (NSP) is widespread among vendor organizations.
![Tanium’s Todd Palmer on Finding the Right Partners](https://channelnomics.com/wp-content/uploads/2022/10/CC-website-image-for-posts-Todd-Palmer-768x391.png)
Tanium’s Todd Palmer on Finding the Right Partners
Todd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek to sell their products and why it’s important to set the right expectations when developing go-to-market partnerships.
![CCC RECAP: Why Customers Buy From Partners](https://channelnomics.com/wp-content/uploads/2019/09/group-of-people-discussing-ideas-768x432.jpg)
CCC RECAP: Why Customers Buy From Partners
Customers profess a preference for buying from vendors but often source from partners. Channelnomics explains why.
![Nile’s Lou Serlenga on Launching a New Company in the Channel](https://channelnomics.com/wp-content/uploads/2022/09/Lou-Serlenga-Website-Image-Podcast-768x391.png)
Nile’s Lou Serlenga on Launching a New Company in the Channel
Lou Serlenga, chief revenue officer at Nile, joins Larry Walsh to talk about the launch of a new Network-as-a-Service company that’s leveraging channel partnerships to take on the incumbents in the staid, commoditized networking segment.
![CFO: Helping Channel Pros Take Control of their Destinies](https://channelnomics.com/wp-content/uploads/2023/06/iStock-1327128846-768x512.jpg)
CFO: Helping Channel Pros Take Control of their Destinies
Picture this: Somebody from the finance department approaches you, tells you that there’s some belt-tightening in the works, and passes along a mandate from the C-suite that you slash your channel budget — ASAP.
![The MSP Conundrum — At a Crossroads](https://channelnomics.com/wp-content/uploads/2023/10/iStock-1464332546-768x405.jpg)
The MSP Conundrum — At a Crossroads
Ask almost any channel professional working at a technology vendor today what type of channel partner they covet most and the answer will invariably be “managed service providers.”
![ASK CHANNELNOMICS: Direct or Indirect?](https://channelnomics.com/wp-content/uploads/2022/08/iStock-1407800123-768x368.jpg)
ASK CHANNELNOMICS: Direct or Indirect?
At Channelnomics, we field questions about best practices, partner strategies, and channel programs every day. In this series, we’ll be exploring the questions we receive most from vendors. For this debut edition, we address customers’ interest in buying technology assets and services directly from vendors.
![Channelnomics Quarterly – Summer 2022 Issue #2](https://channelnomics.com/wp-content/uploads/2022/08/iStock-669638328-768x510.jpg)
Channelnomics Quarterly – Summer 2022 Issue #2
Take a look at the latest edition of Channelnomics Quarterly. Volume 2 of CQ, the industry’s first publication dedicated exclusively to channel professionals responsible for channel sales, program management, and partner recruitment, was released today.
![CCC RECAP: Recession or No?](https://channelnomics.com/wp-content/uploads/2022/12/for-12.5-note-on-economic-pressures_chart-with-red-down-arrow-abstract-background-falling-growth-business-768x274.jpg)
CCC RECAP: Recession or No?
Persistent inflation. Supply chain disruptions. Even food supply insecurity. All of these and more are weighing on the global economy — and giving tech industry professionals fits.
![Channel Recession Survival Guide](https://channelnomics.com/wp-content/uploads/2023/02/CF2023_Brainstorm-Banner_V2-768x345.png)
Channel Recession Survival Guide
Insights and practical guidance for leveraging channels to counteract the impact of economic downturns
![Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation](https://channelnomics.com/wp-content/uploads/2022/07/CC-website-TC-Doyle-768x391.png)
Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation
T.C. Doyle, vice president of strategic content at Channelnomics, joins Changing Channels host Larry Walsh to discuss the challenges all vendors face in transitioning from transactional to recurring revenue models.
![Community Call – July 19, 2022](https://channelnomics.com/wp-content/uploads/2022/07/financial-planner-768x512.jpg)
Community Call – July 19, 2022
Channelnomics hosted its monthly Brainstorm Community Call on July 19, focusing on new research of its own that examines the impact of non-standard pricing on channel sales.
![Master Agent Consolidation Mirrors IT Service Growth](https://channelnomics.com/wp-content/uploads/2022/07/MandA_handshake-with-slatted-background-768x484.jpg)
Master Agent Consolidation Mirrors IT Service Growth
M&A activity among master agents directly correlates with IT vendors selling services and looking for predictable resellers in a sell-thru model.
![The Unappreciated Value of Channels](https://channelnomics.com/wp-content/uploads/2023/06/unappreciated-value-of-channel_coins-and-bills-768x513.jpg)
The Unappreciated Value of Channels
Channel chiefs faced with the challenging task of bringing partners’ contributions to the fore can look to the ‘channel imperative’ for inspiration.