Insights

Many vendors ask how money flows through hyperscaler marketplaces and who bears the cost of the transactions. In this Channelnomics primer, we’ll explain how the transaction process works, how hyperscalers process payments, and how vendors and their partners get paid.

Microsoft’s release of Copilot to all partners and customers comes with ample resources for skills and capabilities development; a roadmap for other vendors to follow.

GSIs and service providers around the world are cutting spending and shedding talent to contain the rising costs of human capital.

The logistics giant will use its shipping data to power sales of third-party sellers, showing

Market analysts credit Microsoft’s market cap surge to investments in AI, but it’s more about

Shifting market dynamics, supply-chain disruptions, and economic uncertainties are just some of the issues facing

Deal creates a formidable enterprise networking company that aims to compete for a greater share

Taylor Swift is more than a pop star, she’s a meteoric businesswoman and entrepreneur. Businesses

Vendors and partners want the benefits of using artificial intelligence in customer support, but how

With the turning of the calendar, 2023 is officially behind us and we’re off and running in 2024. Channelnomics views 2024 as a transitional year that will see continued challenges by economic headwinds and uncertainty.

No one acts in isolation. No one goes it alone. Channelnomics is no different.

Throughout 2023, technology vendors have launched efforts to help partners take advantage of growing customer interest in sustainable solutions that reduce costs and lower carbon emissions.

At Channelnomics, we often encounter a misconception among vendors regarding the perceived limited capabilities of global distributors. Vendors acknowledge the traditional roles of their distributors but frequently fail to recognize the cutting-edge capabilities these distributors are developing to adapt to evolving market demands and expectations.

Hey Channelnomics, how do alliances differ from channel partnerships? We’d like to expand the range of companies we engage, including global systems integrators (GSIs), but we want to better understand how their businesses differ.

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Wall Street has recently reclaimed its leading position in the financial world. The past week witnessed the Dow Jones Industrial Average, a pivotal indicator of public-company stock performance, soar and consistently stay above 37,000 points for the first time ever.

Products invariably undergo a commoditization cycle, evolving from complex, high-value propositions to simpler, ubiquitous commodities, generally resulting in a decline in value. The allure for channel partners is to find products that are easy enough for them to deploy yet complex enough to preclude direct customer installation — hence the industry adage “where there’s mystery, there’s margin.”

Channelnomics produced a lot of great content for subscribers in 2023. We covered the rapidly changing economy, offered insights on implementing partner program best practices, and examined the finer points of partner business models and trends.

Industry analyst firm Gartner says global IT spending in 2023 will top $4.8 trillion — an increase of 5.1% over 2022. To ensure that they compete effectively for their share of this bounty, technology vendors pay close attention to key performance indicators (KPIs) that play a crucial role in assessing the effectiveness of channel partner programs and go-to-market (GTM) strategies.

Today, simply amassing an audience of MSPs isn’t enough to attract a sufficient amount of sponsors, partners, or interested third parties.

Over the next five years, Eastern Europe is anticipated to witness remarkable economic growth, with countries like Hungary, Romania, and Czechia expected to surpass their Western European counterparts in terms of GDP growth rates. This surge in economic activity is opening up substantial opportunities, particularly for the IT sector.

When it comes to implementing go-to-market (GTM) strategies to sell these IT services, vendors often choose to leverage the channel. The primary conduit of service sales, many believe, are managed service providers (MSPs), which were built on the recurring-revenue model.

The IT industry has evolved rapidly over the past decade, including how it delivers, manages, and protects technology assets for end customers. Vendors today have several options for implementing a go-to-market (GTM) strategy.

By almost all accounts, Splunk’s fiscal-2024 third-quarter earnings report was a modest “beat” over expectations, putting the cybersecurity and observability leader in a good groove ahead of its previously announced acquisition by Cisco.

Sales and marketing professionals live by the customer journey, the pathway buyers navigate to identify, evaluate, and purchase products and services. That journey includes engagement points where vendors take different actions to move the customer toward the eventual purchase.