Insights

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.

Andy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of transitioning to a subscription-based sales model.

Heather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and through channel partners is changing and what most technology companies get wrong.

Exec joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program, which drives independent software vendor products that complement the Azure cloud.

Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and partners.

Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy.

As more vendors look to adopt service- and subscription-based sales models that generate recurring revenue, they’re looking at managed service providers (MSPs). The conventional wisdom among vendors is that MSPs – and managed security service providers (MSSPs) in the security segment – are the preferred partner type of the future because they understand the sales process and mechanics associated with recurring revenue.

Lori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new role and find success in driving indirect sales.

Vendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced.

“Transformation,” or “evolution,” is on the tips of everyone’s tongues. The shift to digital go-to-market models has been a work in progress since the mid-2000s. The advent and mainstreaming of cloud computing made the transformation of go-to-market strategies, sales, fulfillment, and support models an imperative for even the most entrenched market leaders.

The $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition.

During the pandemic, distributors noted a shift in fraudulent activities across the channel. Criminals and hackers were using the cover of the COVID-19 crisis to amplify their fraudulent activities to trick partners out of product and money.

Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently.