Ease of Doing Business: A High-Value Influencer
Going to market through channels is imperative for many companies that simply can’t cover the total addressable market without partners’ capabilities, capacity, and cooperation.
AI Steals Some Spotlight From Cybersecurity
For the past several years, cybersecurity has dominated the agenda for partner events, research projects, and vendor communications. But now cybersecurity is sharing the limelight (literally) with AI — generative AI in particular.
Nutanix Expands Partner Incentives, Resources
While many vendors are looking to shave a few points here and there from their channel compensation schemas, Nutanix is going in the opposite direction after discovering that its discounting and incentive policies dampen its partner profitability — particularly when selling hardware and software bundles.
Palo Alto Networks Bets Big on Back-End Rebates
Palo Alto Networks is rolling out major enhancements to partner profitability and predictability as part of its drive to incentivize partners to sell more products across its cybersecurity portfolio.
The Difference Between TSBs and IT Distributors
On the surface, the businesses of the IT industry’s intermediaries — distributors and technology services brokerages (TSBs) — appear quite similar.
How MSPs Use AI
AI has the potential to revolutionize how products and services are taken to market with partners. But before you sign off on internal plans to put AI to work in support of your go-to-market strategies, take a moment to understand how MSP partners are already leveraging the technology and how, they report, it’s being used by their customers.
Delta’s SkyMiles Fiasco: A Cautionary Tale for Channel Leaders
Here’s a tale about becoming a victim of your own success and the repercussions of moving too swiftly. This lesson emerges from an unlikely source: the airline industry.
AI Washing Is Hype That Will Hurt the Channel
AI is having a moment. Across industries, companies are racing to incorporate artificial intelligence capabilities into their products and services. The promise of AI to deliver insights, automate tasks, and optimize operations is undeniably exciting.
CCC RECAP: Marketplace Private Offers Take Shape
B2B marketplaces are growing in terms of size, influence, and capabilities. Next year, sales are expected to reach $3.6 trillion globally. One estimate says 30% of all B2B transactions worldwide will be attributable to a marketplace.
Sluggish Growth, Economic Uncertainty Loom Over the Channel
The global economy is shifting under multiple pressure points like deglobalization and inflation, but it’s not necessarily careening into recession.
Maximizing Private-Offer Strategies in Cloud Sales
Third-party cloud marketplaces such as the AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Platform Marketplace are swiftly becoming preferred platforms for sourcing cloud services and application add-ons for businesses of all types and sizes worldwide.
Cisco-Splunk Deal Reshapes Security Landscape
Cisco has announced plans to buy security information and event management (SIEM) market leader Splunk for $28 billion cash in a move to bolster its security portfolio and increase revenue generated from software and services.
Mimecast Refocuses on Simplified Partner Experiences
As part of an evolving trend across the channel, Mimecast has taken a substantial step to streamline and simplify the go-to-market journey with partners to improve customer experience and time to value.
CDM Ambiguity: Killer of Channel Clarity
Technology vendors face a challenge that threatens their ability to thrive and compete in indirect routes to market — the absence of a robust, comprehensive channel data management (CDM) strategy.
ASK CHANNELNOMICS: What’s the Difference Between Channels,
Ecosystems, and Alliances?
Hey Channelnomics, should I still be using the world “channel”? I hear “ecosystems” used more frequently nowadays and was wondering if they’ll subsume “channels.”
Welcoming Fresh Faces to the Channelnomics Team
Change is often the catalyst for growth, and at Channelnomics, we’re embracing this change with open arms. We’re excited to introduce you to the latest additions to our team, and they’re all set to transform the way we operate and deliver our services. These new team members are pivotal to our ambitious plan to unveil groundbreaking offerings in the upcoming fourth quarter.
How to Choose Better Partners
In an increasingly competitive business landscape, technology vendors are under pressure to optimize their go-to-market strategies. This includes getting the most out of their business partners.
Cisco and Nutanix Partner on Hybrid Cloud Solution
The strategic partnership between Cisco and Nutanix aims to accelerate hybrid multicloud adoption by providing an integrated on-premises and cloud solution.
Alliances May Open Doors, But Channels Close Deals
If there’s one thing that came across loud and clear at last week’s Partnership Leaders’ Catalyst conference in Denver, it’s the need to avoid confusing alliances and reseller channels.
Trend Micro Bets on MSSPs Amid Fierce MDR Competition
Trend Micro is making a strategic move to capitalize on the booming managed detection and response (MDR) market by leveraging managed security service providers (MSSPs).
Catalyst 2023: A Promising Work in Progress for the Next Generation
Partnership Leaders’ Catalyst conference has rapidly emerged as a premier industry event aimed at cultivating the next generation of channel leadership.
Deglobalization Will Spur the Reorganization of Channels
The shift to regional trade networks will create greater complexity for channel strategists and operators.
Shaping Partner Behavior with Incentives
The technology industry is facing challenges as customers reduce their information technology spending and demand lower prices.
Guide to Effective Partner Profiling
Channelnomics believes understanding partners’ compositions, models, and operational attributes is essential to building and maintaining sustained and productive go-to-market relationships.
That’s why we’ve created this definitive guide on partner profiling. With our proven methodology for creating powerful partner profiles, you can optimize channel programs, focus on the right partners in the right places, and cultivate better customer experiences.
Channelnomics starts the partner profiling process through its 3Cs concept — Capabilities, Competencies, and Capacities. By assessing partners’ core skills, abilities, and resources, unique specializations, and ability to grow and invest, you can develop a deeper understanding of partners’ alignment to your company’s expectations and goals.
The Channelnomics Partner Profiling Guide will enable you to:
Iceland: Where Global and Local Channels Diverge
The channel is global, enabling vendors to sell their products and services anywhere and everywhere. However, while the channel itself may be globalized, successfully entering new markets still requires local customization and strategy.