Insights

The sooner partners sell a new product, the faster vendors can capitalize on market opportunities. In this Channelnomics primer, we unveil the Partner-Product Development Cycle, a process for involving partners in the development of new offerings.

Building partnerships with GSIs takes time, investment, and effort, but the returns are often worth the wait.

Despite economic uncertainty and a softening in confidence, more than three-quarters of partners expect revenue and profits to increase in the new year.

The hot topics at this year’s Women of the Channel event include operating in a multigenerational workspace, career development strategies, and organizational change management. Bryn Nettesheim and Amy Henderson have the highlights.

The major cloud providers offer businesses preferential pricing through structured long-term spending agreements, or commitment programs. This primer serves as a guide for understanding how the providers define and structure those programs.

Managed service providers make money by delivering technology to their customers, but customers are increasingly looking for business outcomes that MSPs are ill-equipped to deliver and reluctant to adopt.

The complexity of managing channel relationships has made adopting channel management systems a requirement for vendors. This primer outlines the key elements of a successful channel management stack.

One-third of partners are cutting their marketing budgets in 2025 and want vendors to make up the difference in business development and demand generation.

Weak PC sales in the third quarter are signaling that the anticipated PC refresh cycle won’t materialize until 2025. The main challenge? A failure to demonstrate the value of AI in PCs.

The incoming Trump administration intends to impose widespread tariffs on trade partners, including Canada and Mexico, which will lead to increased prices on tech components and products.

Alliances between complementary technology vendors are powerful go-to-market amplifiers. This Channelnomics primer provides guidance on optimal alliance organization frameworks.

Through the AI Agent Ecosystem Program, Google Cloud setting an example of how vendors can enable partners with resources and support to aid businesses in the adoption of AI systems.

Some vendors believe recruiting more partners will lead to higher revenue growth; the reality is that focusing on existing partners is often more advantageous.

Channel marketing is an essential part of partnership success, yet many vendors struggle to make it effective. Channel Maven’s Heather K. Margolis joins ‘The Network Effect’ to talk about rethinking channel marketing best practices.

Finding partnership success requires focus, simplicity, and close relationships. In the latest episode of ‘In the Margins,’ Larry Walsh and Amy Henderson recount the lessons of partnership success from Channel Focus 2024.

Ingram Micro’s Kirk Robinson wins this year’s Channel Lifetime Achievement Award; other honorees include HP’s Mary Beth Walker, ServiceNow’s Divya Rajagopalan, and Proofpoint’s Joe Sykora.

The return of Donald Trump to the White House and the cutting of government “red tape” likely mean that tech companies won’t have to worry about antitrust and technology regulations.

The vast and diverse Europe, Middle East, and Africa channel is complex. Distribution is the means of effectively operating in a region that presents a fascinating tapestry of challenges and opportunities.

Everyone in the channel is talking, but is anyone really communicating? In the latest episode of In the Margins, Larry Walsh and Bryn Nettesheim share a few thoughts on effective partner communications.

Distribution is changing, with digital transformation and consolidation creating more challenges and opportunities. Esprinet Group CEO Alessandro Cattani joins Changing Channels to talk about the evolving European channel.

Partners see several challenges to their revenue growth in 2025, including cybersecurity threats, finding people with the right IT skills, and keeping up with the rapidly changing technology landscape.

The right partners are more than just those who generate revenue; the Channelnomics ROCKER methodology guides vendors through finding partners with the right value proposition.

The Channelnomics Marketplace Sales Segmentation Matrix provides a guide for segmenting digital, hybrid, and traditional sales channels.

The pathways built into Lenovo 360 enable partners to access program resources more efficiently and align more meaningfully with their go-to-market models.

Making co-selling an efficient and practical reality takes collaboration and coordination. That’s where companies like PartnerTap come into play.