Insights

In our last State of the U.S. Cloud Channel research report, we all but declared the emergence of cloud computing in the channel a fait accompli. The share of partners with active cloud service practices in 2019 was at an all-time high.

Going green may once have been a “nice-to-have” initiative, but it’s fast becoming an organizational imperative. A record drought in the Western U.S. – where many major technology companies are based – and a spate of natural disasters in 2021, the sixth hottest year on record, have done much to raise ecological consciousness in the channel.

The pandemic economy created unnatural growth and spikes for many vendors, creating a hangover effect that challenges performance and growth. The solution? Get boring.

In all the years we at Channelnomics have followed channels, partners, and tech go-to-market trends, we’ve never witnessed so much turnover within the vendor channel management ranks. Why now, and what does it all mean? We have some answers.

It’s one of a growing number of realities putting pressure on the information and communications technology (ICT) industry to embrace environmental sustainability.

Craig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels host Larry Walsh to discuss how partners can leverage the benefits of advanced cloud applications and help customers do the same.

Inflation, supply-chain, and labor Issues will continue to weigh on the economy, creating a mixed bag of opportunities and challenges for the tech sector and channel.

Insights to help you navigate these confounding times

Ted Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve customer experience and communication across the channel.

For tech companies, the time to step up regarding sustainability is now. Doing so means including your entire supply chain.

Just because the new year isn’t off to a ‘transformative’ start doesn’t mean it can’t be one of your most productive periods.

Louise McEvoy, vice president of U.S. channels at Trend Micro, joins Channelnomics Changing Channels host Larry Walsh to discuss how channel professionals can change their mindset and embrace the reality of change.

Many channel managers face persistent challenges in getting partners to meet their sales goals. Channelnomics research finds that as many as 60% of partners don’t have annual sales goals or plans of any kind.

Vendors and channel pros may look to pundits for the wisdom to change, but they should never ignore the basic components of partner programs and relationships.

Changing Channels host Larry Walsh recounts the highlights of 26 episodes with some of our

Gone are the days when financial excellence was the sole metric of a company’s success. Today’s organizations have to broaden their scope beyond revenue growth and market capitalization to remain relevant, draw customers, and build a foundation for success. The name of the game? Social responsibility, and that includes a commitment to equity, diversity, inclusion, and environmental sustainability.

Nick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet customers’ evolving technology needs.

Sandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help ensure productivity and meaningful connection for everyone during this transitory time.

Cloud computing permeates the channel. The average solution provider generates as much as 20% of its gross revenue and 15% of its profits from cloud computing products and services. Technology vendors are adopting cloud computing and subscription-based models sold and supported through the channel.

As the technology market transitions to service-based models, customer experience (CX) is becoming paramount as a value proposition. Vendors across the industry are exploring how to incorporate CX into their existing channel models. At the forefront of this trend is Cisco, whose customer experience program is compelling partners to go beyond active engagement with customers by becoming anticipatory.

Channelnomics’ Larry Walsh discusses the debate around the true value of the channel’s long tail and explains some of the misconceptions about this cadre of partners.

Denzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable partners to meet shifting customer experience expectations.

The Net Promoter Score (NPS), a registered trademark of Boston’s Bain & Company Inc., is revered in marketing as a sort of talisman for measuring and improving buyer satisfaction.

Vendors need to rethink their value propositions if they believe their products are only a tiny part of a partner’s sales package.

Wendy Thomas, CEO and President at Secureworks, joins Larry Walsh to talk about how to best enable cybersecurity for human progress and how partners can play a role in supporting customers along the way.