• 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.

    September 26, 2023
  • 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.

    August 28, 2023
  • Shaping Partner Behavior with Incentives

    The technology industry is facing challenges as customers reduce their information technology spending and demand lower prices.

    August 23, 2023
  • 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.

    August 17, 2023
  • Do Vendor Brands Matter to Partners?

    Vendors like to think their brands have value and attract customers. For that reason, vendor brands should matter to partners.

    July 12, 2023
  • International Channels and Dad Jokes

    CEO, Larry Walsh talks with Raegan Wilson, vice president of ecosystem consulting at Reply Spur after spending the last few days working with dozens of European channel chiefs at the Baptie Club 50 event in The Hague (Den Hagg).

    July 10, 2023
  • The Magic of Simply Showing Up

    On our podcast channel, In the Margins, our CEO, Larry Walsh talks about how vendors spend billions of dollars in developing channel programs, systems and resources with the singular intent of driving partner performance.

    July 5, 2023
  • Distribution Evolving to Tackle Ecosystem Orchestration

    Vendors say distribution is essential for getting to market through the channel, especially in Europe, Middle East and Africa (EMEA). However, vendors also say they have difficulty quantifying the value that distribution delivers.

    June 15, 2023
  • HPE’s Paul Hunter on Transitioning Channels to ‘as-a-Service’

    Paul Hunter, managing director of North America at HPE, joins Changing Channel’s Larry Walsh to discuss the traditional data center hardware company’s transition to the Everything-as-a-Service model and what it meant to its channel program.

    In recent years, vendors across the tech industry have wholeheartedly embraced the Everything-as-a-Service (XaaS) model. This revolutionary approach involves selling technology in various forms through subscription and consumption-based models, which offer numerous benefits. The appeal of this model is undeniable: It generates recurring and predictable revenue while eliminating the uncertainties of sales cycles.

    June 7, 2023
  • Making Private Equity Firms Your Partners

    Balaji Subramanian, vice president of global partner ecosystem at Zuora, joins Channel Channel’s Larry Walsh to discuss the emergence of private equity and venture capital firms at go-to-market partners and productive members of channel ecosystems.

    Many vendors and channel professionals continue to think about distribution in its traditional “pick, pack, and ship” role in the two-tier go-to-market model. Distributors are the backbones of product logistics, partner support, and financial credit.

    June 7, 2023
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