Insights
![Netenrich’s Justin Crotty on Leveraging Data in Managed Services](https://channelnomics.com/wp-content/uploads/2022/06/CC-website-image-Justin-Crotty-768x391.png)
Netenrich’s Justin Crotty on Leveraging Data in Managed Services
Justin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming managed service delivery and value propositions.
![Community Call — June 21, 2022](https://channelnomics.com/wp-content/uploads/2023/08/AI_robot-hand-on-laptop-keyboard-768x512.jpg)
Community Call — June 21, 2022
On the June 2022 Brainstorm Community Call, the economy and partner automation took center stage.
![Managed Services — A Shifting, Dynamic Model](https://channelnomics.com/wp-content/uploads/2022/06/people-in-motion_for-managed-services-primer-768x384.jpg)
Managed Services — A Shifting, Dynamic Model
This is another primer in the Essentials series, designed to help novices and those outside the channel quickly understand the economics, taxonomies, objectives, and dynamics of the community of IT companies responsible for the distribution, implementation, management, and support of more than $1 trillion in global commerce annually.
![Technology Aggregation Can Be a Bitter Pill to Swallow for Partners](https://channelnomics.com/wp-content/uploads/2022/06/VDI-1_pill-to-swallow_multiple-blister-packs-768x537.jpg)
Technology Aggregation Can Be a Bitter Pill to Swallow for Partners
Nearly every vendor that Channelnomics talks with today has its heart set on developing a platform for the delivery of anything-as-a-service (XaaS).
![Channelnomics Quarterly – Spring 2022, Issue #01](https://channelnomics.com/wp-content/uploads/2022/06/iStock-1209263492-768x480.jpg)
Channelnomics Quarterly – Spring 2022, Issue #01
Channelnomics Quarterly is a publication of Channelnomics, a business strategy and research firm focused on connecting channel professionals with the people and insights that enable them to continually evolve and operationalize their strategy.
![What Vendors Don’t Understand About Partners](https://channelnomics.com/wp-content/uploads/2022/06/CC-website-image-larry-walsh060722-768x391.jpg)
What Vendors Don’t Understand About Partners
Larry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental misunderstanding of partner business models and ill-conceived presumptions about partner capabilities.
![Google Cloud Puts Spotlight on Channel](https://channelnomics.com/wp-content/uploads/2023/01/spotlights-on-walkway-768x576.jpg)
Google Cloud Puts Spotlight on Channel
As Dell, Microsoft, and other vendors consider ways to increase direct sales, Google Cloud is going in the opposite direction.
![Microsoft’s Co-Sell Model: From Competitive to Collaborative](https://channelnomics.com/wp-content/uploads/2022/05/sitting-and-standing-around-table-jpeg-768x513.jpg)
Microsoft’s Co-Sell Model: From Competitive to Collaborative
CEO Satya Nadella spearheaded the vendor’s pivot toward collaboration, which opened the way to co-selling success.
![Community Call — May 17, 2022](https://channelnomics.com/wp-content/uploads/2022/05/long-tail_kite-flying-768x512.jpg)
Community Call — May 17, 2022
May’s Brainstorm Community Call focused on “long tail” partners and how new thinking for working with small partners at the furthest reaches of partner programs is influencing tech companies.
![Partner Types and Companies — Understanding Your Options](https://channelnomics.com/wp-content/uploads/2022/05/divergent-roads_many-possible-paths-768x576.jpg)
Partner Types and Companies — Understanding Your Options
This is the first primer in the Essentials series, designed to help novices and those outside the channel quickly understand the economics, taxonomies, objectives, and dynamics of the community of IT companies responsible for the distribution, implementation, management, and support of more than $1 trillion in global commerce annually.
![Channel Partners Embrace Sustainability, but Will Technology Idolatry Upend Their Progress?](https://channelnomics.com/wp-content/uploads/2022/05/sustainability_green-Earth-in-hand-768x512.jpg)
Channel Partners Embrace Sustainability, but Will Technology Idolatry Upend Their Progress?
Peruse the websites of leading channel partners and you’ll see something relatively new on the homepages of VARs, MSPs, and IT consultants: more attention and commitment to environmental sustainability.
![Are You as Valuable to Your Partners Now as You Were Three Years Ago?](https://channelnomics.com/wp-content/uploads/2022/05/gold-coins-flying-768x432.jpg)
Are You as Valuable to Your Partners Now as You Were Three Years Ago?
If you haven’t measured partner satisfaction of late, you may want to make it a priority. The reason? A lot has changed since channel partners entered the pandemic.
![Ingram Micro Cloud’s John Dusett on Cloud Customer Experience](https://channelnomics.com/wp-content/uploads/2022/05/CC-website-image-john-dusset-768x391.jpg)
Ingram Micro Cloud’s John Dusett on Cloud Customer Experience
Ingram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro Cloud, Microsoft, and Google Workspace — and how the customer experience is crucial when it comes to service renewals and expansions.
![Understanding Automation: PRM Basics](https://channelnomics.com/wp-content/uploads/2022/04/people-around-table-papers-scattered-around-768x512.jpg)
Understanding Automation: PRM Basics
More than half of all tech vendors wrestle with deploying new partner portals and partner automation systems.
![TeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel Strategies](https://channelnomics.com/wp-content/uploads/2022/04/CC-website-image-teamviewer-768x391.jpg)
TeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel Strategies
TeamViewer’s Patty Nagle and Rob Thiele join Changing Channel’s Larry Walsh to discuss how they’re revamping their channel program to accelerate the company’s evolution into more use cases and market opportunities beyond their remote-access foundation.
![Community Call — April 19, 2022](https://channelnomics.com/wp-content/uploads/2023/04/businessman-drawing-with-chalk-marker-768x347.jpg)
Community Call — April 19, 2022
These are but a few of the operational challenges that channel leaders at tech vendor companies wrestle with every day. They were also the subject of the April 2022 Channelnomics Brainstorm Community Call.
![HP Partner Program Overhaul Leads to Improved PX](https://channelnomics.com/wp-content/uploads/2022/04/businessmen-shaking-hands-768x513.jpg)
HP Partner Program Overhaul Leads to Improved PX
Recognizing that their go-to-market strategies may be ill-suited for the post-pandemic world of digital services and subscription-based business models, technology vendors large and small are revising, refreshing, and revisiting their partner programs. As of this writing, Microsoft, Dell, and Zoom number among the most recent names to announce substantial partner program updates.
What these and other tech companies are trying to do is modernize their programs to accommodate new routes to market such as online marketplaces, elevate sales experiences to increase customer retention, and leverage data-driven insights to improve business outcomes and operational efficiency.
![How the War in Ukraine Is Reshaping Everything](https://channelnomics.com/wp-content/uploads/2022/04/CC-website-image-larry-walsh-768x391.jpg)
How the War in Ukraine Is Reshaping Everything
Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy access to accurate pricing with minimal human interaction.
![Next Tranche of Business Value to Come From Elegantly Tying Together Disparate Systems](https://channelnomics.com/wp-content/uploads/2022/04/blue-ropes_knot-closeup-768x432.jpg)
Next Tranche of Business Value to Come From Elegantly Tying Together Disparate Systems
Healthcare researchers have long argued that the single greatest advance in medicine won’t necessarily come from the adoption of breakthrough innovations or techniques, but from the consistent and thorough application of what’s already known
![Crossing the X-Chasm](https://channelnomics.com/wp-content/uploads/2022/04/scaffolding-768x1151.jpg)
Crossing the X-Chasm
Technology companies, including some of the largest and most successful developers of digital innovation, are transitioning from the sale of physical goods and perpetual software licenses to the sale of digital services offered as subscriptions.
![Hitachi Vantara’s Kim King on Automated Partner Quoting](https://channelnomics.com/wp-content/uploads/2022/04/CC-website-image-kim-king-768x391.jpg)
Hitachi Vantara’s Kim King on Automated Partner Quoting
Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy access to accurate pricing with minimal human interaction.
![Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War](https://channelnomics.com/wp-content/uploads/2022/03/CC-website-image-patrick-pulemueller-768x391.jpg)
Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War
Larry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made to help refugees, and how the Russian invasion is changing strategic and contingency planning.
![Microsoft Introduces Point-Based Program](https://channelnomics.com/wp-content/uploads/2023/10/iStock-1509310383-768x512.jpg)
Microsoft Introduces Point-Based Program
New program radically changes how the vendor works with solution providers.
![To Leave or Not to Leave: Russia’s Invasion of Ukraine Raises Difficult Questions for Cybersecurity](https://channelnomics.com/wp-content/uploads/2022/03/cybersecurity_map-and-shield-MSP-security-blog-768x432.jpg)
To Leave or Not to Leave: Russia’s Invasion of Ukraine Raises Difficult Questions for Cybersecurity
Many cybersecurity companies, however, have been more restrained. Instead of bold and unambiguous statements on where they stand with regards to Russia, some cybersecurity vendors have been vague if not silent on their intentions. This Channelnomics analyst note examines why and identifies unique challenges the Russian invasion presents to cybersecurity vendors.
![10 Essentials for Developing an Effective Channel Strategy](https://channelnomics.com/wp-content/uploads/2023/09/light-bulb-with-brain-inside-768x480.jpg)
10 Essentials for Developing an Effective Channel Strategy
According to Channelnomics research, 62% of technology vendors will undertake the process of creating a new channel program or revamping an existing one in 2022.