Insights

Regulators resurfacing the fair pricing regulation could cause significant headaches for channel program managers that must ensure equity in their partner relationship structures and practices.

Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership and teams to continuously challenge themselves to look for improvements and better ways of doing things.

Steep economic challenges will strain all businesses — including technology vendors and solution providers — necessitating a rethinking of operational priorities and value propositions.

A look at the lessons we took from 2022 that will prepare the channel to survive and thrive in 2023.

Changing Channels welcomed dozens of seasoned and insightful channel leaders from around the world and across the industry to share their experiences in developing modern routes to market.

At Channelnomics, we field questions about best practices, partner strategies, and channel programs every day. In this series, called “Ask Brainstorm,” we answer some of the questions we receive most from vendors.

Misunderstandings about partners can hamper channel program performance. Here’s what vendors need to know.

Channelnomics recaps the trends and developments that made 2022 a remarkable year.

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.

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.

Tech vendors have two basic options for selling digital services. Each has value, but the trade-offs are real.

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

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.

Vendors have their doubts as to whether these incentives effectively influence partner behavior.

Outsourcing partner surveys to a third-party research specialist broadens perspective, adds richness, and bolsters trust in this important, actionable feedback data.

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

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.

Channelnomics research reveals that the use of non-standard pricing (NSP) is widespread among vendor organizations.

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.

Customers profess a preference for buying from vendors but often source from partners. Channelnomics explains why.

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.

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.

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.”

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.

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.