Insights

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.

Software-as-a-Service (SaaS) pioneer and customer relationship management (CRM) market leader Salesforce is a longtime friend of the channel, working with a sprawling army of consultants, professional services organizations, and independent software vendors (ISVs), but it’s not well-known for selling through or with the channel

The channel community thrives on dynamic and engaging discussions, delving deep into various strategic and operational topics, exploring challenges, and seizing opportunities.

If you’re looking for an example of how building a robust channel program can enhance market share and build a new business, look no further than Amazon — the consumer marketplace, not the web services division.

Hey Channelnomics, I’m getting questions from my colleagues in finance regarding pricing for MSPs

On the Channelnomics Community Call for November, Channelnomics CEO Larry Walsh led a lively discussion on the topic. Given the heightened interest in improving renewal rates, the conversation couldn’t have been better timed.

Concerns of an impending recession are fading fast. Inflation is easing, the prospect of interest rate cuts is growing more likely, and unemployment rates remain low. This paints a picture of an economy that’s not only robust but gaining momentum.

A pioneering channel partner and mentor to fellow practitioners. A longtime industry professional and advocate for indirect sales. A thought leader and innovator of go-to-market strategies. These are the qualities that embody this year’s recipients of a 2023 Channel Lifetime Achievement Award.

One of those vendors is Lenovo, which recently wrapped up its Tech World 2023 conference in Austin, Texas. Historically, Lenovo Tech World has served as an opportunity for Lenovo to present and share the transformation of the company’s and brand’s image around the world…

At the beginning of the year, many vendors operated under a theme defined by Channelnomics as “conservation and optimization.”

The technology industry is often seen as one of the last remaining Wild West zones of American business. In key tranches of technology, few regulations apply. (This helps explain why so many politicians, business leaders, and social observers are concerned about AI.)

Like all good professionals, channel leaders inside vendor organizations often start new jobs with two primary objectives: They want to make a significant contribution to their company’s business objectives and meaningfully advance their careers.

Broadcom’s $61 billion acquisition of VMware was expected to close yesterday, but it has stalled due to the withholding of approval by Chinese regulators, leaving stakeholders, shareholders, and the extended partner communities of both companies uncertain.

I’m new to the channel and want to get up to speed quickly. Where do I start, whom do I talk to at my company, and what questions do I ask?