Insights

If you were to listen to the keynotes at tech sales events or scan the headlines of tech trade publications, you might get a skewed view of prevailing go-to-market strategies.

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.

Deal-making continues but hasn’t yet altered the channel landscape.

February’s Channelnomics Community Call focused on the 2023 Channel Forecast report, which offers channel professionals deep insights on budgeting trends, investment priorities, revenue expectations, product and service sales mixes, and partner profitability.

This year’s report combines the best of Channelnomics’ annual Channel Chief Outlook study with its yearly partner Forecast report, providing readers with a unique 360-degree perspective of the IT 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.

While there’s ample optimism in the channel for 2023, challenges loom. Vendors are scaling back channel budgets and program investments.

A closer look at partner incentives and how they influence partner behavior

The cloud is now mainstream. Vendors and partners make more money on cloud and other

Based on the results of our forthcoming Channelnomics Forecast 2023 report, “conservation” and “optimization” are likely to emerge as top priorities for channel leaders in 2023 — and perhaps 2024 as well.

The meltdown that occurred in December 2022 at Southwest Airlines was a calamity for travelers, but also a cautionary tale for business leaders.

There are lots of ways to improve decision-making — among them, getting all the necessary data, avoiding ‘false dilemmas,’ and recognizing decision fatigue.

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.