Insights

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.

The backup vendor is seeing double-digit growth as MSPs reduce the number of BCDR systems

Why a decades-old law could threaten the foundation of many IT vendor partner programs

For all the speed that the information technology industry operates with, its primary delivery arm — middlemen including distributors, VARs, MSPs, and other solution providers — changes slowly and rarely completely.

Channel programs are built on progressive “gives-to-gets” systems of tiers, tracks, and point systems. The more productive and “qualified” partners are, the more they earn in price concessions (discounts), incentives (rebates, SPIFs), and resources (marketing materials, market development funds).

Here’s an alphabetical list of media brands, events, trade associations, communities, podcasts, influencers, and awards that vendors and channel partners can rely on for insights, peer engagement, industry recognition, and more.

Channelnomics takes a look at the RPA and why its revival could have huge implications for the channel.

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.

Market analysts continue to project that cloud spending will increase from 25% to 30% annually in the foreseeable future.

This is the second installment of a series on channel economics. Here, Channelnomics explores services and deliverables that channel partners create for themselves.

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.

April’s Channelnomics Community Call zeroed in on ecosystems and why something old feels new and different today

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.

The distributor’s sales management platform has numerous features for driving and facilitating channel sales, but several information gaps exist.