Insights

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.

Wendy Thomas, CEO of Secureworks, joins Channelnomics’s Changing Channels host Larry Walsh to discuss how security services are instrumental in helping businesses keep up with the security arms race.

Marketplaces are fast becoming a prime route to market for many technology vendors. Although estimates vary on the volume and value of B2B sales through marketplaces, most analysts place the overall B2B marketplace sales volume in the trillions of dollars globally.

As cost pressures mount, vendors are looking for places in their go-to-market chain to reduce expenses and preserve margins. Channels are an obvious target for cutting.

Mark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel sales strategies.

Rising prices will likely have a ripple effect through the channel, necessitating adjustments in strategies, programs, and partner relationships.

Channelnomics and Ingram Micro Cloud, with the support of Microsoft and Google Workspace, unveil the 2021 State of the U.S. Cloud Channel report, the fourth annual study on trends around cloud computing among resellers and service providers. John Dusett, executive director of cloud services in the U.S. for Ingram Micro Cloud, and Chris Gonsalves, senior vice president of research at Channelnomics, join Channelnomics’ Changing Channels host Larry Walsh to talk about strengths and weaknesses among resellers in the cloud segment.

Neat, a maker of videoconferencing and collaboration devices, recently announced the signing of a global distributor to support its go-to-market activities and strategic growth through the channel.

Christian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk about creating meaningful and contextual channel key performance indicators (KPIs).

A recent poll found that channel chiefs see distribution’s contribution to channels declining as the market shifts to service-based models and cloud delivery mechanisms. This perception is nothing new. The value that distribution brings to vendors’ go-to-market equation is always in question, as vendors are always on the lookout for ways to cut complexity and costs from their channel programs.

They say it takes money to make money. One of the ways vendors use money to make money is through the enablement of their partners. This investment leads to the creation and cultivation of partnerships that are – in many cases – more productive. Partners enabled through technology and sales training generate more revenue for their vendors.

Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy.

As more technology sales shift to a subscription- or consumption-based model, renewals with and through channel partners are becoming increasingly important.

Laurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology start-up expands into the international channel.