Insights

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.

Channelnomics’ new report shows how the channel is planning for the post-pandemic economy.

Partner enablement is a fundamental necessity in channel program operations and critical to go-to-market success. By empowering partners with information, skills, and resources, vendors increase the potential of achieving the results they seek when selling through various channels.

A year has passed since the COVID-19 pandemic swept the world, shutting down whole economies and disrupting lives.

In late winter 2022, Datto began entertaining offers to merge with another tech company.

Mary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve channel sales and productivity.

The pandemic showed that selling through inside and virtual sales works. The question is whether to increase capacity even if it conflicts with channel partners.

The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions

Getting partners to meet and exceed sales targets is a perennial challenge of channel chiefs. In 2021, channel chiefs and practitioners say their biggest challenges include getting partners to hit sales goals, adopt new go-to-market models, and take on new products and services. Competing with hyperscale marketplaces like Amazon is at the bottom of the list.

Every year, channel chiefs and program managers make choices about the size of their partner networks. Channel practitioners make program adjustments to increase and decrease their partner populations.

According to channel chiefs and program managers, the most effective incentives for driving partner behavior and performance include front-end discounts, free sales and technical training, and market development funds (MDF). While the market is evolving, the traditional channel incentives have staying power.

In 2021, channel chiefs and practitioners say support, innovative products, MDF, renewal policies, and recurring-revenue structures are the channel program elements that are most effective in driving partner performance.

Frank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership for channel strategies and programs.

Channel program budgets are increasing in 2021. The average channel budget is up 6 points over 2020. Most budgets are only increasing modestly (under 5%). The good news for channel chiefs: Only 10% of program budgets are declining – and only modestly.