Insights

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

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.

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.

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.

New program radically changes how the vendor works with solution providers.

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.

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.

As the IT channel navigates the complexities of 2022, we’re seeing vendors take definite steps to simplify their partner programs. As of this writing, Dell Technologies is the latest major technology company to embrace a streamlined partner experience.

RECAP: Examining Tech Industry Withdrawal from Russia; Highlighting Findings From the 2022 Channel Forecast

Larry Walsh talks to monday.com Senior Channel Partner Manager Sarit Chalamish about how vendors can step outside of their comfort zone and embrace creative business solutions to pave the way for unparalleled opportunities for growth and success across all levels of an organization.

The situation in Ukraine is waking people to the prospects of what was thought impossible; now is the time to start getting comfortable planning for uncomfortable scenarios.

Many people over the years have used variations of the quote “get comfortable being uncomfortable.” This rhetorical phrase is often used as a prerequisite for success amid change. Evolving technology, shifting priorities, new business models, and changing customer expectations don’t sit well with people who have made their bones on tried-and-true methodologies – or are comfortable with what they do and how they do it.

As employees return to offices after months, and in some cases years, of working from home throughout the COVID-19 pandemic, employers find themselves facing new workforce challenges.

Tech companies everywhere are expressing outrage over Russia’s unprovoked attack on Ukraine, suspending and/or ceasing business operations in the region.
To help tech vendors make informed decisions in the weeks ahead, Channelnomics has created a list of trusted information resources on Ukraine. We’ll amend this list as developments arise and insights emerge.

As employees return to offices after months, and in some cases years, of working from home throughout the COVID-19 pandemic, employers find themselves facing new workforce challenges. Among them is the need to upgrade office equipment to the same standards workers became accustomed to while working from home. This new reality has led to a surge in buying as evidenced by record PC sales in 2021, which jumped 14.8% over 2020 despite industrywide supply shortages.

Since the dawn of the Internet, everyone from futurists to pundits have predicted the disintermediation of distribution resulting from more technologies being sold online through marketplaces and e-commerce. To some, the role distribution plays in the service-based market seems to decline as fewer tangible products and durable goods need warehousing, logistics support, and credit and financing facilitation.

Download PDF There’s more trouble in sight for the tech space, but vendors remain confident

New Channelnomics Channel Forecast Study examines impacts of customer churn and more

The list of tech companies leaving Russia is growing by the day. Here’s the latest.

Michelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members while showcasing the benefits of the channel.