Insights

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.

Insights and practical guidance for leveraging channels to counteract the impact of economic downturns

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.

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.

M&A activity among master agents directly correlates with IT vendors selling services and looking for predictable resellers in a sell-thru model.

Channel chiefs faced with the challenging task of bringing partners’ contributions to the fore can look to the ‘channel imperative’ for inspiration.

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.

On the June 2022 Brainstorm Community Call, the economy and partner automation took center stage.

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.

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 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.

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.

As Dell, Microsoft, and other vendors consider ways to increase direct sales, Google Cloud is going in the opposite direction.

CEO Satya Nadella spearheaded the vendor’s pivot toward collaboration, which opened the way to co-selling success.

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.

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.

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.

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 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.

More than half of all tech vendors wrestle with deploying new partner portals and partner automation systems.

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.

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.

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.

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.

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