PODCAST · business
Changing Channels
by Larry Walsh
Channelnomics’s CEO and Chief Analyst Larry Walsh, one of the most recognizable figures in the IT channel community, leads thought-provoking discussions with expert guests on a wide range of technology and business topics including: cloud computing, information security, business analytics, the Internet of Things (IoT), and much more.
Episodes
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Delinea's Scott Goree on What Vendors Don't Know About Partners
Vendors readily admit they need partners to cover the total addressable market and service their mutual customers. However, they often don't know what actually motivates partners, how they operate, their economic needs, or their expectations of vendors. Scott Goree, a veteran channel leader,...
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Monday.com’s Sarit Chalamish on Evolving Channels with Evolving Growth
As monday.com expands beyond project management into CRM, service, development, and AI, its channel strategy is evolving with it. Partners are taking on broader roles in consulting, implementation, specialization, and helping customers turn AI into business outcomes. Sarit Chalamish, head of...
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GoTo’s Mike Day on Turning Customer Experience Into Channel Value
The technology market is shifting from transactional sales toward recurring, consumption-based, and platform models, forcing vendors and partners to pay far more attention to what happens after the deal closes. In this episode of Changing Channels, GoTo channel chief Mike Day joins Larry Walsh to...
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GTDC’s Frank Vitagliano on the Evolving Role of Distribution
Technology distribution is evolving from transactional product fulfillment into a broader role centered on lifecycle support, multivendor integration, services, and ecosystem orchestration. In this episode of Changing Channels, Larry Walsh speaks with Frank Vitagliano, CEO of the Global…
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RapidScale’s Duane Barnes on How AI Is Transforming Managed Services
Artificial intelligence is compelling managed service providers to rethink where value is created, shifting the opportunity from resale and token margins to advisory services, implementation, optimization, lifecycle management, and measurable business outcomes. As customers look for partners that...
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New Relic's Shannon Batson on Winning in the AWS Marketplace
Hyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But success requires far more than simply listing products online. New Relic recently surpassed $1 billion in sales through AWS Marketplace,...
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How Lenovo is Evolving Its Channel for Outcome-Based Selling
Technology buyers are demanding business outcomes, AI readiness, and measurable value — not just products. To meet those expectations, Lenovo is evolving its channel strategy through Lenovo 360, emphasizing services, lifecycle value, technical enablement, and outcome-based selling. In this…
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ConnectWise’s Manny Rivelo on Automation, AI, and the Future of MSP Platforms
The managed services market is entering a new phase as MSPs confront rising operational complexity, mounting tool sprawl, margin pressure, and increasing customer demands for automation and efficiency. Platform consolidation, workflow orchestration, and AI-driven operations are reshaping how MSPs...
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Inside Slide's Reinvention of Backup for MSPs
The backup and disaster recovery market has long been viewed as mature and saturated, yet shifting economics, evolving cyber threats, and partner fatigue are creating an opening for disruption. New infrastructure capabilities, changing MSP expectations, and rising concerns around vendor...
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Acumatica’s Sanket Akerkar on How AI is Revitalizing the ERP Channel
Enterprise resource planning systems have long been the operational backbone of businesses, but advances in cloud computing and artificial intelligence are transforming how they are used. AI is turning ERP from a static system of record into a system of intelligence by applying automation,...
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Proofpoint Evolving Partnerships for a Secure AI World
As enterprises move from AI experimentation to production deployment, security risks tied to data exposure, identity compromise and agent misuse are expanding rapidly, forcing organizations to rethink how they protect people, data and collaboration environments. Proofpoint is positioning itself…
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How Energy Management is the Next Greenfield Opportunity
As AI workloads expand, data centers multiply, and everything stays perpetually plugged in, electricity has become a limiting factor for digital growth rather than a passive utility. Aging power grids, rising costs, and infrastructure constraints are colliding with unprecedented demand, pushing...
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Connecting the Dots on Channel Attribution
The channel is widely regarded as the most effective way for technology vendors to cover the total addressable market, enabling broader customer reach, deeper penetration into specialized segments, and more profitable growth. Yet persistent doubt remains—from boardrooms to field sales—about the...
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ServiceNow Redefines Partnering With AI Fluidity
Artificial intelligence is radically transforming how businesses and individuals operate, eliminating mundane tasks, driving operational efficiency, and unlocking new sources of value. In the technology channel, AI is reshaping the go-to-market relationship between vendors and partners by...
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How MongoDB Is Powering the Next Generation of AI Partnerships
In this episode of Changing Channels, Larry Walsh sits down with Olivier Zieleniecki, Global Vice President of Worldwide Partners at MongoDB, to discuss how the database innovator is redefining partner collaboration in the era of artificial intelligence. Zieleniecki explains how MongoDB’s…
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Redefining and Elevating Cybersecurity Distribution
In this episode of Changing Channels, Larry Walsh sits down with Jason Beal and Justin Crotty of Exclusive Networks to explore how the cybersecurity-focused distributor is carving out a distinct role in a market dominated by broadline distributors. Beal and Crotty discuss why they returned to...
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Getting the Most Out of Channel Data
The channel exists to extend a vendor’s reach and capabilities through partners, opening access to markets and revenue streams that would otherwise be out of reach. Building and running programs that enable those partners, however, rests heavily on how well performance and sales data are...
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Inside Microsoft’s AI Vision for Channel and Partners
In this episode of Changing Channels, Larry Walsh speaks with Nina Harding, Corporate Vice President of Americas Global Partner Solutions at Microsoft, about how artificial intelligence is reshaping the channel landscape. From internal adoption of Copilot—Microsoft’s flagship AI tool—to the rise…
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Why Fun Is the Secret to Cloudflare’s Channel Success
In this episode of Changing Channels, Larry Walsh speaks with Tom Evans, Chief Partner Officer at Cloudflare, about how fostering an open, fun, and collaborative culture translates directly into partner success. Evans shares insights from his first year at Cloudflare, where he’s reshaping the...
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How Sophos is Rewarding MSP Commitments
In this episode of Changing Channels, Larry Walsh sits down with Chris Bell, Senior Vice President of Global Channels, Alliances, and Business Development at Sophos, for an inside look at MSP Elevate—the company’s bold new program designed to reward committed partners with richer margins…
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Autodesk Goes All In on the Agency Model
Autodesk has overhauled its channel strategy by moving to an agency model, where the company handles transactions directly while partners focus on delivering post-sale value. The change provides Autodesk with greater pricing and data control, reduces the administrative burden for partners, and...
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How Plugable is Dealing with Tariff Turbulence
Tariffs are top of mind across the channel. In this episode of Changing Channels, Larry Walsh talks with Lynn Smurthwaite-Murphy, CEO of Pluggable Technologies, about the wide-reaching effects of shifting U.S. trade policy. Lynn shares how Pluggable restructured its supply chain in response to...
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Delighting and Frustrating Partners
Vendors go to great lengths to create channel programs that enable and encourage partners to succeed in their mutual go-to-market activities. These programs define the rules and agreements under which vendors and partners operate. However, partners often have little direct influence over how…
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Esprinet CEO Alessandro Cattani on the Changing Face of European Distribution
In this episode of Changing Channels, host Larry Walsh speaks with Alessandro (Alex) Cattani, CEO of Esprinet Group, about the unique dynamics of working within the IT channel and distribution landscape across Europe. Unlike the United States, the European market is complex, shaped by distinct...
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Exploring the Importance of Collaboration in Ecosystems
In this episode of Changing Channels, Channelnomics's Larry Walsh speaks with Stephanie Chiras, Senior Vice President of Partner Ecosystem Success at Red Hat, to discuss the critical role collaboration plays in building and leveraging successful ecosystem channels. Chiras highlights how no single...
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Inside NinjaOne's Meteoric Rise in Managed Services
In this episode of Changing Channels, host Larry Walsh speaks with Sal Sferlazza, the CEO and founder of NinjaOne, a leading managed services platform, to discuss the evolving landscape of Managed Services Providers (MSPs). They dive into how NinjaOne has emerged as a competitive alternative in…
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Inside the Influencing Power of Partner Advisory Boards
Partner advisory boards (PABs) or councils (PACs) are integral components of many vendor channel programs, serving as crucial platforms for direct and candid dialogue between vendor leadership, channel managers, and partners. These forums allow vendors to gain valuable insights into their current...
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Building Annual Recurring Revenue with Partners
More than 90% of software and services vendors are selling their products on subscription plans, generating annual recurring revenue (ARR). The model is more advantageous than traditional sales through transactional perpetual licensing, as it provides predictable revenue that leads to higher…
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Redefining Managed Services Economics
The managed services segment of the channel has long operated on a “best of breed” basis. These companies developed services with collections of technologies from multiple vendors, providing what they considered the best options for their needs. While "best of breed" is considered a good means of...
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What Channel Women Face in their Careers
Women in the IT channel face unique career challenges. These include skill development, gaining experience, and demonstrating their value for advancement in a predominantly male industry while also balancing motherhood and family responsibilities. Simply put, men don’t face the same pressures as...
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Connecting the Ecosystem Dots with ISVs
No one technology vendor has all the products and services that businesses need to operate efficiently and effectively. Even the best vendors with the broadest portfolios have limitations. They need to partner with complementary products and services to extend the value of their applications.…
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Dissecting the Ecosystem Definition Problem
The term "ecosystem" has become increasingly prevalent in recent years, steadily replacing "channels" to denote indirect sales processes. By definition, ecosystems is the collaboration between two or more companies to address a customer's needs. Nevertheless, there is a trend where the term...
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Chipping Away at the $8 Trillion "Siliconomy"
In the latest episode of the podcast “Changing Channels,” host Larry Walsh spoke with Trevor Vickery, the vice president and general manager of Intel's global partners and support organization, about the concept of the "Siliconomy" – or the Silicon Economy – and how semiconductors are driving a…
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The Impact of Tech Layoffs on DEI Initiatives
The tech industry is the generator of great wealth and a contributor to economic growth. The industry has provided trillions of dollars in opportunities to entrepreneurs and investors around the world, and it has offered a pathway to a better life for millions. The last two years haven’t been…
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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...
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Ingram Micro’s Eric Hembree on Extended Reality & IoT in the Channel
Eric Hembree, director of Internet of Things at Ingram Micro, joins Changing Channel’s Larry Walsh to discuss the state of Extended Reality and IoT in the channel. The reputation of Extended Reality (XR) technology is taking a hit as some consumer vendors are pulling back on their market...
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The 2023 Channelnomics Channel Forecast
Economic uncertainty remains high, even as the general indicators start to point away from a recession disrupting the market in 2023. Channelnomics is adding to this more optimistic outlook with the recently released annual Channel Forecast report, which found that technology vendors believe...
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Netskope’s David Rogers on the Security of Ecosystems
David Rogers, senior vice president of alliances and global channel sales at Netskope, talks to Larry Walsh about the security risks of the expanding world of ecosystems. “Ecosystems” is a buzzword that everyone is talking about these days. In these collaborative networks of technology and value...
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Oracle’s Ross Brown on Cloud Economics
Ross Brown, senior vice president of North America Cloud Ecosystem Partners at Oracle, talks to Larry Walsh about what it means to make money in cloud computing. The cloud is now mainstream. Vendors and partners make more money on cloud and other automated services sold through subscriptions than...
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Palo Alto Networks’ Karl Soderlund on Challenging Complacency
Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership and teams to continuously challenge themselves to look for improvements and better ways of doing things. Technology is a driving force…
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Best of Changing Channels 2022
Changing Channels welcomed dozens of seasoned and insightful channel leaders from around the world and across the industry to share their experiences in developing modern routes to market. As we transition to the new year, Channelnomics is revisiting some of the best moments of Changing Channels...
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Dell Technologies’ Cheryl Cook on the Evolving Art of Channel Marketing
Cheryl Cook, senior vice president of global channel marketing at Dell Technologies, joins Larry Walsh to talk about the state of channel marketing, how marketing to and through the channel is evolving, and how to craft market-leading channel marketing programs. Successful channels require a...
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Kaseya’s Dan Tomaszewski on Enabling MSPs for Success
Dan Tomaszewski, executive vice president of channels at Kaseya, joins Larry Walsh to talk about what it takes to enable managed service providers for success and how to get partners to put skin in the game on joint efforts that result in growth. Managed services providers (MSPs) are the most...
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Google Cloud’s Eric Buck on Distribution in Cloud Services
Eric Buck, director of commercial partners and global distribution at Google Cloud, joins Larry Walsh to talk about the role two-tier distribution models and distributors play in aiding cloud service providers in engaging channels and supporting partners. Technology is increasingly being…
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Tanium’s Todd Palmer on Finding the Right Partners
Todd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek to sell their products and why it’s important to set the right expectations when developing go-to-market partnerships. Vendors often say…
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Nile’s Lou Serlenga on Launching a New Company in the Channel
Lou Serlenga, chief revenue officer at Nile, joins Larry Walsh to talk about the launch of a new Network-as-a-Service company that’s leveraging channel partnerships to take on the incumbents in the staid, commoditized networking segment. New technology companies spring onto the IT landscape all…
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Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation
T.C. Doyle, vice president of strategic content at Channelnomics, joins Changing Channels host Larry Walsh to discuss the challenges all vendors face in transitioning from transactional to recurring revenue models. Services sold through subscription or recurring contracts are fast becoming the...
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Netenrich’s Justin Crotty on Leveraging Data in Managed Services
Justin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming managed service delivery and value propositions. Managed services in the channel are nothing new. Partners started...
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What Vendors Don’t Understand About Partners
Larry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental misunderstanding of partner business models and ill-conceived presumptions about partner capabilities. Being a channel chief isn’t easy....
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Ingram Micro Cloud’s John Dusett on Cloud Customer Experience
Ingram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro Cloud, Microsoft, and Google Workspace — and how the customer experience is crucial when it comes to service renewals and expansions....
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ABOUT THIS SHOW
Channelnomics’s CEO and Chief Analyst Larry Walsh, one of the most recognizable figures in the IT channel community, leads thought-provoking discussions with expert guests on a wide range of technology and business topics including: cloud computing, information security, business analytics, the Internet of Things (IoT), and much more.
HOSTED BY
Larry Walsh
CATEGORIES
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Frequently Asked Questions
How many episodes does Changing Channels have?
Changing Channels currently has 100 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Changing Channels about?
Channelnomics’s CEO and Chief Analyst Larry Walsh, one of the most recognizable figures in the IT channel community, leads thought-provoking discussions with expert guests on a wide range of technology and business topics including: cloud computing, information security, business analytics, the...
How often does Changing Channels release new episodes?
Changing Channels has 100 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Changing Channels?
You can listen to Changing Channels on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Changing Channels?
Changing Channels is created and hosted by Larry Walsh.
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