Changing Channels

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 scale and compete, while vendors race to position themselves as the operational backbone of modern service providers. ConnectWise CEO Manny Rivelo joins Channelnomics’ Larry Walsh on Changing Channels to discuss the company’s ASIO platform strategy, the evolution of the MSP business model, the role of ecosystem integration, and how automation and data-driven operations are redefining the future of managed services.     Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/     About Manny Rivelo LinkedIn: https://www.linkedin.com/in/mannyrivelo/   About ConnectWise LinkedIn: www.connectwise.com   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 “extraction” models are redefining what partners demand from their technology providers – including BCDR. Slide, the new MSP-centric backup vendor, aims to shake up the staid segment with new products, innovations, and commitment to partner collaboration. Co-founders Austin McChord and Michael Fass join Channelnomics’ Larry Walsh on Changing Channels to discuss the ascent of Slide. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   About Austin McChord • LinkedIn: https://www.linkedin.com/in/mcchord/ About Michael Fass • LinkedIn: https://www.linkedin.com/in/michael-fass-6a224111/ About Slide • LinkedIn: www.slide.tech Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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, analytics, and decision support to the core data that runs a company—finance, supply chains, procurement, and operations. These changes are also creating new opportunities for partners that implement and support ERP platforms, as success increasingly depends on industry expertise and the ability to translate technology into business outcomes. Sanket Akerkar, president and COO of Acumatica, joins Larry Walsh on Changing Channels to talk about how ERP is cool again.     Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn   About Sanket Akerkar LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ Acumatica Bio: https://www.acumatica.com/leadership-team/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 at the intersection of AI, human-centric security and data protection, evolving from a point-product focus into a broader platform strategy designed to consolidate tools and reduce operational complexity for customers and partners. With the majority of its business now transacted through partners – a dramatic shift from a decade ago – the company is aligning its channel model to drive partner-sourced growth, incentivize platform adoption, strengthen deal protections and introduce performance-based back-end rebates that reward both net-new acquisition and long-term customer expansion. Stan de Bossiet, senior vice president of global channels, joins Larry Walsh on Changing Channels to discuss Proofpoint's new channel program, its objectives, and the implications for partners and customers alike. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   About Stan de Boisset • LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 energy management into the core of IT strategy. For the channel, this convergence of power, IoT, and infrastructure represents a new growth frontier — one where managing, optimizing, and securing energy is as critical as managing networks or cloud workloads. Vince Bradley, the CEO and founder of Abundant IoT, joins Larry Walsh on Changing Channels to discuss the growing opportunity of energy management in the IT channel. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Vince Bradley • LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ About Abundant IOT: https://abundantiot.com/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 true contribution of partners. That skepticism is rarely philosophical; it is rooted in attribution. When vendors lack clear, agreed-upon methods for measuring impact, linking partner activity to outcomes, and crediting success, the value of the channel becomes difficult to defend. In this episode of Changing Channels, Larry Walsh is joined by Joe Sykora, CEO of Coro Cybersecurity, and Frank Rauch to examine why attribution remains one of the channel’s most enduring—and consequential—challenges. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Frank Rauch • LinkedIn: https://www.linkedin.com/in/frankrauch/ About Joe Sykora • LinkedIn: https://www.linkedin.com/in/joesykora/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 automating processes, improving collaboration, and introducing new products and services that help offset the effects of commoditization. Partners are under pressure to find new accretive and attached offerings to sustain profitability and growth, and few companies are responding to this opportunity as aggressively as ServiceNow. The company has evolved from embedding AI into its platform to incorporating it across its partner management systems and integrating AI agents from other vendors to expand its value proposition. ServiceNow’s channel organization is using AI as a guiding principle, rethinking engagement models, redefining partner roles, and even mandating that every member of its partner team be fluent in AI concepts and capabilities. Michael Park, senior vice president of global partnerships and channels at ServiceNow, joins Larry Walsh to talk about what it means to have AI fluidity in the channel.     Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-...   About Michael Park LinkedIn: https://www.linkedin.com/in/michael-park-59519b21/   About ServiceNow LinkedIn: https://www.servicenow.com/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC  

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 ecosystem strategy has evolved from product enablement to outcome-driven partnership, emphasizing joint innovation and solution development over transactional resale. He details how MongoDB empowers its partners to build generative AI applications, integrate with leading platforms, and deliver measurable business results for customers. From the company’s “AI factory” framework to its focus on quality over quantity in partner engagement, Zieleniecki shares how MongoDB is aligning its technology, resources, and ecosystem around a single goal — helping partners and customers turn data into action.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-...   About Olivier Zieleniecki LinkedIn: https://www.linkedin.com/in/olivierze/   About MongoDB LinkedIn: https://www.mongodb.com/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 distribution after senior vendor roles, the unique services Exclusive Networks offers across the customer and channel lifecycle, and how they help vendors and partners navigate the crowded cybersecurity landscape. From emerging vendor incubation to white-glove engineering support, they explain how Exclusive Networks aims to become as well-known in North America as it is globally, by addressing churn, accelerating adoption, and delivering value where traditional distributors often fall short. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-... About Jason Beal LinkedIn: https://www.linkedin.com/in/jasonbeal/ About Justin Crotty LinkedIn: https://www.linkedin.com/in/justincrotty/   About Exclusive Networks LinkedIn: https://www.exclusive-networks.com/usa/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 understood. While most agree that channel data management is critical, the practices for collecting, analyzing, and applying that information often fall short. In this episode of Changing Channels, Bill Rainey, vice president of global channels at Milestone Systems, joins Channelnomics’ Larry Walsh for a conversation about the discipline of data in the channel. Together, they explore the importance of gathering accurate information, the challenges of interpreting it, and how thoughtful analytics can guide program decisions and ultimately drive stronger partner results.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-... About Bill Rainey LinkedIn: https://www.linkedin.com/in/billrainey/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 of AI-native partners, Harding shares how Microsoft is enabling its vast ecosystem to innovate faster, streamline operations, and deliver meaningful customer outcomes. Together, Harding and Walsh explore the growing importance of data readiness, partner-to-partner collaboration, and preserving the human element in AI-driven transformation—offering valuable insights for anyone navigating the evolving channel model.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-... About Nina Harding LinkedIn: https://www.linkedin.com/in/nina-harding-microsoft/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 company's channel strategy to accelerate growth and increase partner contribution. Learn how Evans cultivates an environment that balances high expectations with genuine enjoyment, promotes diversity of thought, and creates a sense of belonging, even in remote settings. It’s a refreshing look at how channel leaders can build strong, productive teams by making sure that work feels less like a job and more like a community. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Tom Evans • LinkedIn: https://www.linkedin.com/in/tomevans2121/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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, exclusive capabilities, and unmatched growth potential. Bell shares how Elevate goes beyond the existing MSP Flex model by offering architect-level training, performance-based rebates, and early access to new offerings—all while simplifying the path to profitability. It’s a compelling playbook for how vendors can win partner loyalty and stand out in today’s competitive cybersecurity market. Analyst Note - Sophos Elevates MSP Engagement With New Program: https://www.channelnomics.com/insights/sophos-elevates-msp-engagement-with-new-program Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Chris Bell • LinkedIn: https://www.linkedin.com/in/chrisgerardbell/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 enhances the customer experience through streamlined systems and self-service capabilities. Early results show stronger renewal rates, higher partner margins, and improved operational efficiency. Rachel Tuller, Vice President of Global Channels at Autodesk, joins Larry Walsh on Changing Channels to discuss the strategy, transition, and results of this strategic change. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Rachel Tuller • LinkedIn: https://www.linkedin.com/in/rtuller/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 Trump-era tariffs and how new rounds of uncertainty are forcing fast, complex decisions. The discussion covers pricing volatility, the limits of reshoring, and how to stay competitive in a crowded peripherals market. With decades of channel experience, Lynn provides practical insight on managing through disruption and maintaining strategic focus when the rules keep changing. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Lynn Smurthwaite-Murphy • LinkedIn:   https://www.linkedin.com/in/lynn-smurthwaite-murphy-icd-d-6454856/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 these programs are crafted or managed. Vendors can either elevate partners to new heights or dash their hopes and aspirations. Channelnomics reviewed years of commentary from satisfaction surveys that gathered insights from thousands of partners on their experiences and perceptions of working with different vendors. We aggregated and compiled these comments, identifying the actions that delight and frustrate partners. In this special episode of Changing Channels, host Larry Walsh explores the highs and lows of vendor engagements with partners – and what channel leaders can learn from them. Don't forget to like, comment, and subscribe for more episodes of Changing Channels. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): / channelnomics About Larry Walsh: • LinkedIn: / lmwalsh2112 • X (formerly Twitter): / lmwalsh_cn • Bio: https://channelnomics.com/team/larry-... Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 local economies, languages, and regulations across different countries. Cattani shares insights into how these regional distinctions require a highly localized approach, making distribution essential for navigating each country’s specific business climate. The conversation explores the evolving state of distribution in Europe, highlighting the digital transformation reshaping distribution and the ongoing consolidation trend. As Cattani notes, while American distributors and global firms expand their footprint, smaller, regionally-focused distributors still play a critical role in servicing localized needs. This episode is an essential listen for anyone looking to understand the nuances of the European IT channel and how distribution strategies differ significantly from the American model. Tune in for expert insights on adapting to Europe’s fragmented market and the critical role that nimble, localized distribution partners play in supporting vendors’ success. Don't forget to like, comment, and subscribe for more episodes of Changing Channels. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Alessandro Cattani • LinkedIn:   https://www.linkedin.com/in/acattani/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 company can solve all customer challenges alone, emphasizing the need for multiple partners to work together to deliver comprehensive solutions. Red Hat, as a leader in open-source software, has embraced this collaborative approach by creating a flexible, modular partner framework that enables partners to engage more effectively with both Red Hat and each other. Throughout the conversation, Chiras explains how collaboration is essential for driving value through AI, hybrid cloud, and other emerging technologies, and how Red Hat is evolving its partner program to foster these collaborative motions.  Don't forget to like, comment, and subscribe for more episodes of Changing Channels. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): https://twitter.com/Channelnomics About Larry Walsh: • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ • X (formerly Twitter): https://twitter.com/lmwalsh_CN • Bio: https://channelnomics.com/team/larry-walsh/ About Stephanie Chiras • LinkedIn: https://www.linkedin.com/in/stefanie-chiras-9022144/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 the crowded MSP market by focusing on simplicity, scalability, and superior customer service. From the rise of MSPs to the challenges they face in today’s complex and commoditized environment, this conversation covers how vendors like NinjaOne are helping MSPs consolidate their tech stacks, improve business outcomes, and grow their customer bases. Sferlazza also shares insights on future trends, including the role of AI and the ongoing transformation of the managed services industry. Tune in to hear about NinjaOne’s journey, strategy, and the broader managed services ecosystem. Don't forget to like, comment, and subscribe for more episodes of Changing Channels. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): https://twitter.com/Channelnomics About Larry Walsh: • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ • X (formerly Twitter): https://twitter.com/lmwalsh_CN • Bio: https://channelnomics.com/team/larry-walsh/ About Sal Sferlazza • LinkedIn: https://www.linkedin.com/in/sal-sferlazza-64b916/ About NinjaOne: https://www.ninjaone.com/about-us/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 operations and gauge partner sentiment regarding future plans and aspirations. While most vendors acknowledge the significance of PABs in their partner programs, the effectiveness of these forums can vary. Inconsistent execution or a lack of actionable feedback can diminish their value. Successful PABs require careful planning, coordination, active listening, and, most importantly, a genuine commitment from vendors to foster an environment where partners feel encouraged to engage meaningfully. Ivanti, a provider of security and IT management software, exemplifies the impact of a well-executed PAB. Through its robust advisory board, Ivanti gathers crucial insights and direction directly from its partners. In this episode of Changing Channels, Michelle Hodges, Senior Vice President of Global Channels and Alliances, shares her expertise on what it takes to successfully produce and leverage partner advisory boards for mutual benefit. Check out Channelnomics’s Partner Advisory Board support resources: PAB Management & Support Services: https://channelnomics.com/pab/ Partner Advisory Boards: A User Manual: https://channelnomics.com/partner-advisory-boards-a-vendor-user-manual/ Choosing the Right Feedback Event: https://channelnomics.com/choosing-the-right-event/   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics     About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ X (formerly Twitter): https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/   About Michelle Hodges LinkedIn: https://www.linkedin.com/in/michellewhodges/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 market valuations. While software and services sold on long-term recurring contracts have many operational and economic advantages, generating sales through partners isn’t always easy. Many vendors are challenged in getting partners to accept and act on the model. A company finding success in the subscription model is Cato Networks, which recently announced it surpassed $200 million in ARR, doubling the volume in less than two years. Cato’s global channel chief, Frank Rauch – a veteran of legacy and emerging channel models – joins Changing Channels to discuss the lessons learned in developing ARR through partners. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ X (formerly Twitter): https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/ About Frank Rauch LinkedIn: https://www.linkedin.com/in/frankrauch/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 developing effective systems, it is not always easy and often expensive to create and maintain. The holy grail of managed services is the simplification of systems into consolidated applications with well-integrated features and lower total cost of ownership. This approach, in theory, leads to better organizational management, predictable costs, and improved service delivery to end customers.   Earlier this year, Kaseya rolled out Kaseya 365, a new package that provides MSPs with the tools they need for service delivery at a single, low subscription price. Kaseya believes this model, which it has been working on for years, will redefine managed services economics. Mike DePalma, the vice president of business development, joins Changing Channels to discuss the new Kaseya model, what it means for the managed services community, and where the MSP model is going next.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics   About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ X (formerly Twitter): https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/ About Mike DePalma LinkedIn: https://www.linkedin.com/in/michaeldepalma1/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 women. Progress is evident, though, with more women holding leadership positions and rising through the ranks. However, mid-level channel professionals continue to face challenges balancing work and family commitments. In this episode of Changing Channels, Bryn Nettesheim, explores career issues for women building successful careers in the channel with an expert panel of senior women channel leaders: • Meaghan Sullivan-Moore, VP of Global Partner Marketing, ServiceNow • Chari Rhoades, VP of Americas Channel and Partner Sales, Proofpoint • Heather K. Margolis, CEO and Founder, Channel Maven Our discussion provides insights, experiences and tips for how women in the channel can balance their career and home commitments. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics About Bryn Nettesheim:  • LinkedIn: https://www.linkedin.com/in/brynnettesheim/ About Our Guests • Heather K. Margolis, Channel Maven: https://www.linkedin.com/in/heatherkmargolis/ • Meaghan Sullivan-Moore, ServiceNow: https://www.linkedin.com/in/meaghansullivan-moore/ • Chari Rhoades, Proofpoint: https://www.linkedin.com/in/chari-rhoades-21615a8/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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. This need is at the heart of what makes ecosystems valuable. Through ecosystems vendors and partners are able to combine products into systems. A significant part of this ecosystem is independent software vendors (ISVs), which make the applications that extend the functionality and value of the underlying technology products and platforms. The challenge vendors and partners face is identifying and forming relationships with the right ISVs. In this special episode of Changing Channels, host Larry Walsh speaks with three industry experts – John Dusett of Ingram Micro, Alyssa Fitzpatrick of Elastic, and Alex Lewis of Genesys – about what it takes to create value-generating relationships with ISVs.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics   About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ X (formerly Twitter): https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/   About Our Guest John Dusett, Ingram Micro: https://www.linkedin.com/in/johndusett/ Alyssa Fitzpatrick, Elastic: https://www.linkedin.com/in/alysfitz/ Alex Lewis, Genesys: https://www.linkedin.com/in/alexlewis/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

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 "ecosystems" is also applied to describe channel populations and communities, leading to some confusion. This conflation of terms can set unrealistic expectations about what ecosystems are and what outcomes they can achieve.   In this episode of "Changing Channels," Channelnomics's Larry Walsh and Bryn Nettesheim address the nuances of the ecosystem definition and seek to clarify the current trend's implications. They explore the distinct characteristics of ecosystems and how these collaborative networks can be leveraged effectively in the technology sector. This discussion aims to demystify the concept and ensure a common understanding within the industry.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ Twitter: https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/   About Bryn Nettesheim LinkedIn: https://www.linkedin.com/in/brynnettesheim/ Official Bio: https://channelnomics.com/staff/bryn-nettesheim/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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 new wave of innovation and opportunity. The Siliconomy, a term coined by Intel, refers to the ubiquity of semiconductors in our digitally connected world. As Vickery explained, the need for compute power is growing exponentially, with the market expected to reach a trillion dollars in the next few years. This growth is driven by the increasing demand for connected devices and the need to modernize cities to accommodate the growing urban population. Intel sees its role in the Siliconomy as not only a supplier of technology but also as a key player in diversifying the semiconductor supply chain. The company is investing in expanding its manufacturing capacity in the U.S., Asia-Pacific, and Europe to ensure a more resilient and diverse supply chain. The conversation also touched on the importance of partnerships in the Silicon Economy. Vickery emphasized that no one company can go at it alone and that partnerships are critical to building solutions that meet the needs of customers. He highlighted Intel's Partner Alliance program as a mechanism for scaling these partnerships and bringing together ISVs, GSIs, and other partners to co-engineer solutions. When asked about the potential for new types of partners to emerge in the Siliconomy, Vickery acknowledged that Intel may need to get closer to the end consumers of technology to understand their unique use cases and workloads. However, he also stressed the importance of scale and the need for open standards to ensure that solutions can be easily deployed and run anywhere. Looking ahead, Vickery outlined Intel’s agenda for facilitating the vision of the Siliconomy. He emphasized the need to work more closely with partners to develop the ecosystem, co-engineer solutions, and innovate on both the technology and business model side. As the world becomes increasingly digitally connected, the Siliconomy is poised to drive significant growth and opportunity. With partnerships and innovation at the forefront, companies like Intel are working to ensure that the infrastructure and solutions are in place to support this growth and drive the next wave of technological advancement.

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 kind to the tech industry. Many companies and their partners are struggling against strong economic headwinds resulting from the post-COVID recovery and geopolitical instability. While tech companies continue to generate profits, their operating costs are going up. The biggest impediments to performance and growth: Inflation, interest rates, automation, and general uncertainty. In 2023, the tech industry laid off more than 260,000 jobs, with many job losses going uncounted. The downsizing rate more than doubled compared to 2022, and the trend is continuing into 2024. We’re at the beginning of the year, and tech companies across the industry are already planning more job cuts in their pursuit of “optimization” and “efficiency.” Some of the downsizing is justified to control costs and maintain profitability. However, the departments often first in line for cuts – marketing, operations, administration – tend to have the highest numbers of women and people of color, leading to these layoffs disproportionately affecting minorities. This is ironic since the tech industry has been a champion of diversity, equity, and inclusion (DEI) programs. In this episode of Changing Channels, host Larry Walsh is joined by David Lee, a software engineer turned corporate transformation advisor and DEI advocate, to discuss the layoff trend. Lee, who is also the author of “The Only One in the Room: The Unwritten Rules of Being Black in Tech,” shares his insights on the reasons behind the layoff trend and its impact on the tech industry's progress towards achieving its diversity objectives. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics About Larry Walsh:  • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ • Twitter: https://twitter.com/lmwalsh_CN • Official Bio: https://channelnomics.com/team/larry-walsh/ About David Lee • Official Website: https://www.iamdavidlee.com/ • LinkedIn: https://www.linkedin.com/in/identityjedi/ • Book on Amazon: http://tinyurl.com/yzhpx2tp Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

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. While companies that were born in the cloud or have a service-based foundation find it relatively straightforward to adopt the XaaS model, traditional hardware vendors and some software publishers face significant challenges. These companies have long-established transactional sales practices deeply ingrained among partners and customers. Convincing sellers to shift their product positioning to a service-oriented approach and embrace new compensation plans is no easy task. Likewise, getting partners to adopt product sales that require presenting different value propositions and costs can be equally challenging. However, the lure of capturing recurring revenue is simply irresistible. As a result, many hardware vendors are undertaking the transition to XaaS sales models and channel programs, albeit at a slower pace than anticipated due to change management complexities. Hewlett Packard Enterprise (HPE) stands out as a prime example of a company that has strategically embraced the service-based model. HPE introduced its cloud-based GreenLake platform in 2017 and set a primary objective of generating the majority of its revenue through service and hybrid infrastructure sales. Over the past five years, HPE has continuously restructured its internal organization and external channel programs to align with the XaaS model. Its efforts are paying off, as the company is well on its way to achieving its revenue goals through service sales in the near future. HPE's accelerating transition to XaaS couldn't come at a better time. According to IDC, a considerable 71% of enterprises are shifting their workloads from public clouds to hybrid and on-premises infrastructure. This move is driven by the desire for enhanced administrative capabilities and cost control. Simultaneously, partners are identifying increasing opportunities to provide managed and professional services alongside XaaS and hybrid engagements. HPE recognizes these trends as significant drivers of growth. In this edition of Changing Channels, we bring you an insightful discussion between Paul Hunter, the managing director of North America for HPE, and Channelnomics Larry Walsh. They delve into the vast opportunities presented to vendors and partners by the XaaS model, highlighting the successes and setbacks that HPE has experienced during the transition process. Moreover, they provide invaluable insights into how businesses can capitalize on the flourishing XaaS and hybrid infrastructure markets.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   Changing Channels: A Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Paul Hunter: https://tinyurl.com/2utcv8pu   Channelnomics Podcasts Changing Channels: https://tinyurl.com/4xfvevbn The Network Effect: https://tinyurl.com/bdzzkwtb In the Margins: https://tinyurl.com/2sun9z5s   © 2112 Enterprises LLC

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 development ambitions. But in the commercial segment, XR is just getting warmed up.  Ingram Micro, one of the world’s largest technology distributors, partnered with Channelnomics to study the state of XR — an umbrella term that includes augmented and virtual reality — in the channel. The research found that, while only a minority of partners are selling and supporting these products, their business is robust and growing.  The same is true of IoT, which represents a $2 trillion opportunity and has been promised as the next wave of technology innovation and growth for the past decade. Despite all of its promises, IoT remains a relatively small presence in the channel compared to more conventional technologies. Yet research developed by Channelnomics and Ingram Micro found that resellers and integrators focusing on IoT are doing well and growing rapidly.  In this special podcast, Eric Hembree, director of IoT at Ingram Micro, joins Changing Channel’s Larry Walsh to review the research conducted by Ingram Micro and Channelnomics, identify the current and emerging opportunities in XR and IoT, and discuss what it takes for vendors and resellers to leverage the channel to get these technologies to market.  Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels: A Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Eric Hembree: https://tinyurl.com/26w9rwbu Download Reports: https://tinyurl.com/4thvfuv4 Channelnomics Podcasts Changing Channels: https://tinyurl.com/4xfvevbn The Network Effect: https://tinyurl.com/bdzzkwtb In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC

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 indirect sales will increase this year.  The prospect of a good sales and revenue year is somewhat surprising amid the continuing string of technology company layoffs and mixed sales results by product category. The technology market is in flux and adjusting to the contemporary realities of the post-pandemic world. As supply chains ease and companies return to “normal” operating postures, their technology needs change accordingly.  In this special edition of Changing Channels, host Larry Walsh is joined by his Channelnomics colleagues Chris Gonsalves, chief research officer, and TC Doyle, vice president of strategic content, to discuss the channel performance trends and expectations that channel professionals can expect in 2023.  Reference Materials 2023 Channelnomics Channel Forecast: https://tinyurl.com/yn9m2wr8 Channelnomics Recession Survival Guide: https://tinyurl.com/5n6928pn Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  Our Guests Larry Walsh: https://bit.ly/3beZfOa Chris Gonsalves: https://tinyurl.com/23s4m4m4 TC Doyle: https://tinyurl.com/2kt6ajyf Channelnomics Podcasts: Changing Channels: https://tinyurl.com/4xfvevbn The Network Effect: https://tinyurl.com/bdzzkwtb In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC

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 providers, vendors, distributors, resellers, service providers, and integrators work together to combine various applications and resources, resulting in a value that’s greater than the sum of their parts. These ecosystems aren’t limited to the technology industry or the IT channel. Every industry is adopting ecosystems to maximize their products’ potential and enhance their value propositions to customers. The trend toward ecosystems is estimated to transform the economy, creating trillions of dollars in opportunities and outputs. While enhancing value through ecosystems is a great idea, it also poses a problem — security. When an application connects with another, particularly one produced by a different company, it creates a potential security vulnerability. APIs and SDKs are often the root cause of many potential exploits that lead to data breaches and compromises. Although the security of ecosystems is in its early stages, it’s growing in importance. As more businesses adopt ecosystems as a means of building systems and consuming technology, they also will take on the risk of security vulnerabilities that come with integrated resources. Netskope, a provider of security risk management solutions, is tackling the challenge of ecosystem security with new tools that enable vendors, partners, and customers to ensure security from the outset of use and monitor systems for vulnerabilities. David Rogers, senior vice president of alliances and global channel sales at Netskope, will join Changing Channels host Larry Walsh to discuss the ecosystem trend, the associated security issues, and the steps that vendors can take to ensure the integrity of their value networks.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest David Rogers: https://tinyurl.com/cvdpcwa8   Channelnomics Podcasts: Changing Channels: https://tinyurl.com/4xfvevbn The Network Effect: https://tinyurl.com/bdzzkwtb In the Margins: https://tinyurl.com/2sun9z5s   © 2112 Enterprises LLC

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 they do through traditional hardware and software products. A large part of cloud computing’s appeal is the recurring revenue — steady, predictable income with a consistent expense correlation. Unlike fluctuating, seasonal sales cycles, recurring revenue brings certainty.  Recurring revenue sounds simple in explaining the cloud computing model, but accounting for cloud revenue is much different and more difficult. Cloud computing is sold on extended contracts with pricing consideration based on consumption expectations over the lifetime of the engagement. Bookings don’t equal revenue. Revenue isn’t immediately recognized. There are revenue and costs associated with interconnected services. And customers can use “credits” to retire their purchasing commitments, but vendors must pay partners for those sales.  Pricing and accounting in cloud computing are complicated and confusing. Planning for growth, calculating profitability, measuring performance, and defining value to partners and customers are all a matter of how a vendor interprets GAAP (generally accepted accounting principles) and calculates cloud numbers.  Given the pervasiveness of cloud computing in the channel, Changing Channels asked a true expert in cloud services and business models — as well as the channel — to talk about cloud pricing, revenue recognition, and accounting practices. Ross Brown, senior vice president of North America Cloud Ecosystem Partners at Oracle, has one of the most in-depth understandings of cloud economics relative to vendor sales and partner engagement models. The insights Brown shares provide a next-level reveal of what it means to make money in cloud computing.  Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Ross Brown: https://tinyurl.com/4r5ej67s In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC

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 behind the transformation of the way businesses operate. One important aspect of this transformation is the channel, which vendors use to get their products to market through partners. Staying ahead of the competition and meeting customers’ evolving expectations require channel managers and teams to constantly seek ways to improve their strategies and operations. Getting teams to pursue continuous improvement isn’t always easy. Some channel teams may become complacent, content with mediocre performance as long as it meets their basic needs. Others may adopt “best practices” and conform to standard structures and performance levels rather than trying new approaches. Some channel teams may avoid change due to perceived obstacles or cultural resistance to new ideas. Implementing change is always a challenge. Questioning the status quo is even harder. It takes vision, planning, analytical skills, talented individuals, valuable insights, strong leadership, and, above all, courage. Companies that are willing to commit to continuous improvement, even when they’re already achieving notable success, tend to stay ahead of the competition and are better equipped to weather market shifts. One such company that has consistently demonstrated a commitment to challenging the status quo, identifying and solving problems, and innovating its channel programs is Palo Alto Networks. With one of the most effective and well-structured channel programs in the industry, the vendor may seem to have little room for improvement, yet its channel leadership and management team are always seeking ways to enhance their programs, processes, and partner relationships. Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, is an instrumental figure in the company’s culture of continuous improvement and challenging the status quo. In this episode of Changing Channels, Soderlund discusses with host Larry Walsh the importance of not settling for mediocrity and not being afraid of change when it comes to channel strategies and programs.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Karl Soderlund: https://tinyurl.com/3kv5brbd In the Margins: https://tinyurl.com/2sun9z5s   © 2112 Enterprises LLC

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 over the last 12 months. We’re looking back at the deep thoughts and experiences shared by numerous industry executives, including: Rob Rae, Datto Cheryl Cook, Dell Technologies Louise McEvoy, Trend Micro Ted Schumann, Planet One (now Avant) Michelle Hodges, Ivanta (formerly of GitLab) John Dusett, Ingram Micro Cloud Lou Serlenga, Nile Dan Tomaszewski, Kaseya In addition, we recall some of the most salient soundbites of our top five guests of the year. Justin Crotty of NetEnrich on the importance of demonstrating value in managed services Kim King of Hitachi Vantara on building consensus in developing new systems Todd Palmer of Tanium on the fallacy of finding the right partners Eric Buck of Google on the value of distribution in bringing cloud services to market Patrick Pulvermuller of Acronis on the impact of the Russo-Ukraine War Check out the great Changing Channel highlights of the year or see the full episodes on the Channelnomics YouTube channel. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa In the Margins: https://tinyurl.com/2sun9z5s   © 2112 Enterprises LLC

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 combination of good products with demonstrable value propositions, training and enablement to transfer skills required to sell and support the offerings, and marketing resources and support to drive the demand that leads to revenue and profitability. Every vendor has channel marketing resources and functions that support partners’ go-to-market activities and keep partners engaged and informed about a vendor’s value propositions, programs and activities, and opportunities in the market. The effectiveness of channel marketing varies by vendor. Some vendors do a relatively good job of channel marketing, while others are merely scratching the surface. And all vendors are challenged to keep up with the latest techniques and tools for communicating their messages to and through partners. Productive and effective channel marketing requires a combination of well-defined objectives, clear messages, systems and tools for conveying messages, and resources and support for guiding partners’ marketing efforts. The challenge is persistent as channel marketing must continuously evolve with changing market conditions. In conversations with partners worldwide, one company keeps coming up as a good example of a vendor doing channel marketing right: Dell Technologies. For this episode of Changing Channels, we went right to the source to find out what makes Dell’s approach different from others. Cheryl Cook, senior vice president of global channel marketing at Dell, joins Changing Channels to talk about the current and evolving state of channel marketing and how to put together an effective channel marketing program. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Cheryl Cool: https://www.linkedin.com/in/cherylscook/ In the Margins: https://tinyurl.com/2sun9z5s   © 2112 Enterprises LLC

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 sought-after partners in the channel. Built on recurring revenue models and service delivery, MSPs have the attributes that vendors adopting and developing subscription-based sales models seek in their go-to-market channels. The conventional wisdom: MSPs get what vendors want and need, so partnerships should be simple, fast, and productive.    MSPs know the service and recurring revenue model, but generating a return on investment for vendors isn’t automatic. MSPs vary in their capabilities, capacities, and productivity. They require support in training, business development, technology adoption, and sales.     Many vendors that support or sell through MSPs offer training and other development resources. Most MSP partner programs follow traditional approaches in this regard, offering these enablement resources for free or having partners earn them based on performance. The result is a mixed bag.    Kaseya approaches MSP development differently in that it offers paid engagement. MSPs buy into a program that gets them access to resources and support — often through veteran MSP practitioners — to aid technology adoption, service development, marketing activities, and sales. The result is telling; MSPs that participate typically show better and more consistent growth.   Dan Tomaszewski, executive vice president of channels at Kaseya, joins Changning Channels to discuss Kaseya’s MSP enablement approach and why getting partners to put skin in the game is a good way to drive better results in managed 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 delivered via the cloud and sold through subscription payment models. End customers — from SMBs to enterprises — appreciate the ability to acquire and utilize computing resources hosted in public cloud infrastructure and available from virtually anywhere.   The digitalization of computing infrastructure and resources has many channel pros questioning the necessity of selling cloud services through traditional two-tier distribution models. Without physical products that require warehousing and logistics support for fulfillment, cloud services seemingly negate the need for working with distributors to reach the channel and end customers.   Yet cloud service providers and cloud-based technology companies have discovered that bypassing distribution isn’t necessarily the wisest choice. Distribution continues to play a vital role in helping vendors reach and influence partners, provide access to sales and technical support services, and enable transactions. From the perspective of partners, distribution is an aggregation point for different cloud resources, and distributors provide direction on what services to sell and how to make them work together.   Changing Channels asked Eric Buck, the director of commercial partners and global distribution at Google Cloud, to explain why even the hyperscale cloud service providers such as Google are working with distributors, the value and support they receive from distribution, and how vendors can measure the efficacy and return on investment they get by engaging a two-tier model.   Follow us, Like us, and Subscribe!  Channelnomics: https://channelnomics.com/   LinkedIn: https://bit.ly/2NC6Vli   Twitter: https://twitter.com/Channelnomics      Changing Channels Is a Channelnomics Production  Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.       Episode Resources  Host Larry Walsh: https://bit.ly/3beZfOa  Guest Eric Buck: https://www.linkedin.com/in/eric-buck-6213211/  In the Margins: https://tinyurl.com/2sun9z5s 

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 that they want to work with the right partners — resellers and solution providers with the ability and willingness to sell their products, support their customers, and, most of all, book consistent sales and beat revenue expectations.   “The right partners” are the white whales of the channel — a bit of a myth, if not misnamed. A partner’s appropriateness for a vendor’s go-to-market needs and program depends on alignment of the right product, vendor brand and product marketability, and sales economics, and on the partner’s alignment in capabilities, capacity, and willingness to invest resources.   That’s a pretty tall order, which is probably why the average vendor generates about 95% of its indirect revenue through less than 5% of its partners. And that’s also probably the reason why so many channel people say they want “the right” partners. In the survey for our 2022 Channel Chief Outlook, 83% of channel professionals said they’re challenged in getting partners to meet their sales goals and revenue expectations.  It’s an endless pursuit to identify, recruit, enable, and engage partners that will self-actualize in the market, hunt for net-new opportunities, and build books of business that accelerate revenue growth.  Channel veteran Todd Palmer, senior vice president of global partner sales at security vendor Tanium, joins Changing Channels to discuss ongoing efforts to find the right partners, how it’s often an unrealistic pursuit, and how vendors should approach the issue of finding qualified and capable go-to-market partners.   Follow us, Like us, and Subscribe!  Channelnomics: https://channelnomics.com/   LinkedIn: https://bit.ly/2NC6Vli   Twitter: https://twitter.com/Channelnomics      Changing Channels Is a Channelnomics Production  Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.       Episode Resources  Host Larry Walsh: https://bit.ly/3beZfOa  Guest Todd Palmer: https://www.linkedin.com/in/todd-palmer-310807/  More videos by Larry Walsh: https://tinyurl.com/mr25a4cy 

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 the time, but few launch into a well-established and commoditized segment that’s dominated by a giant such as Cisco Systems. Yet that’s what the folks at Nile are doing. Under the leadership of chairman John Chambers, former CEO of Cisco, and Pankaj Patel, former executive vice president and chief development officer at Cisco, Nile is looking to disrupt the networking segment with a pure as-a-service model that allows customers to pay only for the networking services they consume. It’s not a new idea, but the Nile approach is much grander in scope and ambition than what others — including the established networking companies — have tried. Working entirely through channel partners, Nile launched with more than 50 resellers and integrators in its Nile Connect channel program, which is as unique as its product and business model. There are no tiers or certifications, just an ease of access that allows partners to build recurring revenue on Nile’s services. The job of building and expanding Nile Connect belongs to Lou Serlenga, the company’s chief revenue officer and a Cisco veteran. Serlenga is looking to develop a broad and vibrant channel program to disrupt his former company’s long-held leadership position in the networking market by giving partners and customers an alternative to buying boxes. Serlenga joins Changing Channels to discuss the launch of Nile and its ambitious channel program.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics    Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Lou Serlenga: https://www.linkedin.com/in/louserlenga/ Larry Walsh on interest rates impacting the channel: https://youtu.be/Ta5QDNTANlg More videos by Larry Walsh: https://tinyurl.com/mr25a4cy

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 dominant go-to-market model for all vendors. While cloud service providers are built on the recurring-revenue model, even hardware and component vendors are pivoting toward the predictable revenue model. Recurring revenue is attractive, but it’s not easy to generate when a vendor has a legacy of transactional sales. Recurring revenue is — or should be — a replacement for transactional sales. In theory, transactional revenue should go down while recurring revenue increases, over time creating an “X” pattern on a graph. The challenge is that many vendors try to maintain, if not grow, their transactional sales while building a book of business on recurring revenue. This creates conflict as partners and customers are caught between making choices that often stymie the transition process. This is what Channelnomics calls the X-Chasm. Navigating the X-Chasm requires understanding the nature of the revenue transition process and how it influences partners and customers, making choices in channel strategy, and adjusting priorities for internal stakeholders responsible for managing legacy and future business units. In this episode of Changing Channels, industry veteran T.C. Doyle talks about his cover story in the premier issue of Channelnomics Quarterly that details the X-Chasm phenomenon and how channel chiefs can navigate the trap successfully. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics    Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest T.C. Doyle: https://www.linkedin.com/in/tcdoyle/ Credits Production: Changing Channels is produced by Modern Podcasting. For virtual content capture and video-first podcasts, check out http://www.modpodstudio.com. Host Larry Walsh: https://bit.ly/3beZfOa Voice-Over: Denise Quan

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 delivering them more than 20 years ago, augmenting and replacing their legacy break/fix support with remote monitoring and management.   Increasingly, vendors — particularly legacy hardware and software vendors — are discovering the power and value of service and subscription models. Vendors want the same predictable recurring revenue that partners have generated for years. Wall Street and private equity investors are rewarding vendors that make the transition from transactional sales to service-based subscriptions.  Services ranging from endpoint management to cloud administration are generating petabytes of data. Through the telemetry of the data broadcasted by devices and applications in the field, vendors and partners have a rich source of analytics to diagnose performance and security issues.   While managed services have always promised customers quick responses to performance issues and system failures, the reality is that services are reactionary. Something has to happen to trigger an alert so a vendor or partner can take action. That’s changing, though, as data analytics become more available. Vendors are beginning to leverage telemetry to identify issues as early as possible so that they and their partners can take anticipatory action and prevent system failures for end users.  A vendor on the forefront of this trend is Netenrich, which is offering managed service providers a vendor-neutral capability to tap into the telemetry stream to identify and anticipate customer performance issues before they can cause more serious problems. Justin Crotty, senior vice president of channels at Netenrich, joins Changing Channels to discuss this growing trend of enabling partners to be more proactive.   Follow us, Like us, and Subscribe!  Channelnomics: https://channelnomics.com/   LinkedIn: https://bit.ly/2NC6Vli   Twitter: https://twitter.com/Channelnomics      Changing Channels Is a Channelnomics Production  Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.       Episode Resources  Host Larry Walsh: https://bit.ly/3beZfOa  Guest Justin Crotty: https://www.linkedin.com/in/justincrotty/  Credits  Production: Changing Channels is produced by Modern Podcasting. For virtual content capture and video-first podcasts, check out http://www.modpodstudio.com.  Host Larry Walsh: https://bit.ly/3beZfOa  Voice-Over: Denise Quan 

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. Channel leaders face numerous challenges, including getting partners to perform in a way that contributes to company goals and revenue-generation expectations. This underlying challenge is amplified by the struggles that come from transitioning channels to new service and subscription models. In the 2022 Channel Chief Outlook report, Channelnomics reveals that 85% of channel chiefs say they’re challenged in getting partners to adopt new products, technologies, and services, while 83% say they’re grappling with getting partners to meet or exceed their sales goals. And 71% struggle to get partners to adopt new go-to-market models — mostly based on services and subscriptions. What’s the source of these challenges? Walsh posits two possible answers: myopic thinking and a fundamental misunderstanding of partner business models. Over the past two decades, resellers and integrators evolved their business models beyond transactional product sales and break/fix services. Partners make most of their money on managed and professional services. But vendors continue to think that they have to lead partners into the future of services and that partners are behind in their service capabilities. In this episode of Changing Channels, Larry Walsh, chief analyst at Channelnomics and host of the podcast, details what vendors get wrong about their partners’ business models and capabilities and what they need to do to overcome the challenge of generating superior channel performance that contributes to their corporate goals. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.   Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa 2022 Channel Chief Outlook report: https://channelnomics.com/product/channel-chief-outlook-the-2022-report/ Channelnomics Quarterly: https://channelnomics.com/cq/

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. The cloud computing market continues to grow at double-digit rates. Over the next decade, businesses will continue to migrate systems and mission-critical workloads into cloud environments. They’ll adopt cloud-based applications to replace legacy client-side licenses, and they’ll subscribe to managed services to support their cloud resources. To say that it’s a good time for reselling and supporting cloud computing services is an understatement. According to our recent report — “Buying the Cloud: The As-a-Service Experience From the Customer Perspective” — 47% of SMB IT buyers, the prime target for the channel, plan to buy more cloud computing products in the next 12 to 18 months. End users are adopting infrastructure services, productivity software, business applications, and backup services. Moreover, they’re expanding their cloud utilization to include customer support applications and Internet of Things infrastructure. Cloud computing provides solution providers with recurring revenue. Customers pay for services on monthly or annual schedules, providing resellers with predictable income. The recurring-revenue model works well as long as the customer keeps paying, renewing contracts, and expanding service utilization. As solution providers have learned through managed services, customers are more apt to expand their cloud capacity when they have positive experiences and recognize the value of their spending. Customer experience is becoming a significant factor in solution providers’ cloud value proposition. While vendors are the source of cloud services, solution providers are the managers of cloud resources and customer experiences. If solution providers can facilitate a positive, seamless experience, customers are more apt to renew and expand their cloud contracts. According to the research conducted by Channelnomics and Ingram Micro Cloud, 38% of cloud buyers base their decision to renew contracts on their experience with a solution provider. In this episode of Changing Channels, John Dusett, Ingram Micro Cloud’s executive director of cloud services for the United States, joins us to discuss the increasing importance of customer experience in cloud computing engagements and what solution providers need to do to impress and satisfy their clients. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest John Dusett: https://www.linkedin.com/in/johndusett/

TeamViewer’s Patty Nagle and Rob Thiele join Changing Channel’s Larry Walsh to discuss how they’re revamping their channel program to accelerate the company’s evolution into more use cases and market opportunities beyond their remote-access foundation. Many products start out as free, consumer-oriented offerings to capture market share for what’s often a singular purpose or value proposition. Over time, they evolve into more business-ready, enterprise-centric solutions. The trick is building the sales capacity and coverage to make the leap from legacy to future. The channel is often that evolutionary catalyst. One company that’s using the channel to make this leap forward is TeamViewer. Best known for products that enable remote access and control for endpoints, TeamViewer is expanding beyond its core into collaboration, workflow management, and augmented reality. While it maintains the freemium offerings that got it started, TeamViewer is increasingly looking to channel partners as a means of identifying new opportunities and servicing an expanding total addressable market. In this episode of Changing Channels, Patty Nagle, TeamViewer’s North America president, and Robert Thiele, vice president of strategic alliances and partners for the Americas, join host Larry Walsh to discuss how they’ve reshaped their channel program to account for different types of partners, customers, and use cases to facilitate growth beyond the traditional core. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Patty Nagle: https://www.linkedin.com/in/pattynagle/ Guest Robert Thiele: https://www.linkedin.com/in/robthiele/

Larry Walsh, chief analyst at Channelnomics, provides an overview of how the Russian war on Ukraine is affecting global and regional economies, and how the conflict will impact the technology industry and channels. The Russian war on Ukraine isn’t a regional conflict. While the fighting is happening across the plains and marshlands of the Ukrainian heartland, the war is having a cascading effect of human and economic disruption around the world. As Walsh explains, the war will cause significant disruptions in energy, food, and raw-material supplies. Western resolve to oppose the war through sanctions comes at a cost; experts say the economic penalties against Russia will reduce global economic growth by 1% to 2%. Ultimately, the consequences of the conflict and the Western response will likely push many countries into recession and instability. The Western world was in a fog of disbelief, thinking that such a large conflict was beyond the realm of possibility in the post-Cold War era. In our guidance, Channelnomics is preparing for the unthinkable, even if implausible. Technology companies need to develop contingency plans for potential disruptions still to come. In this special edition of Changing Channels, Channelnomics provides an overview of the war in Ukraine from the unique perspective of how it could continue to impact the technology industry and channel. Chief analyst and Changing Channels host Larry Walsh provides insights on the current extent of the conflict, how it’s disrupting different industries, and how those disruptions will ripple through the general economy. For a promo code granting free access to one of our latest analyst notes, “Getting Comfortable Asking Uncomfortable Questions Regarding War,” be sure to listen to the entire podcast. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics    Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa

Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy access to accurate pricing with minimal human interaction. Buyer expectations have evolved. No longer are companies willing to wait for weeks for quotes on their IT projects. They want the same “Amazon Experience” in their business purchasing that they get in their consumer lives. In other words, they want quotes in days, if not hours. Quoting has been a longtime challenge for both vendors and distributors. Partners receive different discounts and incentives based on their status, sales performance and history, and competencies. Adding to the complexity is the impact of regional pricing differences, the varying needs of customers for different types of products, and the cost of distribution and fulfillment. Configure, price, and quote (CPQ) solutions go a long way toward automating many steps in the process. Through such systems, partners (in theory) gain access to product pricing and quoting based on customer specifications and fulfillment needs. CPQ works well, but to a point. These systems often lack the ability to take into account the nuances of incentives and other financial measures that influence partner buying. As a result, gaps remain that keep the quoting process running long. Storage vendor Hitachi Vantara decided to tackle this problem directly. Rather than adopting a CPQ system, the company formed a “tiger team” to develop a homegrown system based on Salesforce’s CRM. The team set out with the goal of creating a platform capable of processing partner quote requests within hours – even for large enterprise deals. Moreover, the system would include all partner incentives, including deal registration and promotional discounts, in the quotes. The development took two years of work that included platform customization and the collection of volumes of pricing, discounting, promotional, and partner data. The effort, thus far, is paying off. The Hitachi Vantara partner quoting system is delivering enterprise-level quotes to partners, often in just hours. The tool, which gives partners a competitive advantage by turning around accurate prices with blazing speed, also gives partners more control over pricing, as they’re able to add their own markups with greater ease and consistency. The Hitachi Vantara quoting system isn’t perfect and remains a work in progress, but the company is demonstrating how vendors can create better quoting systems that improve partner experience and performance. In this edition of Channelnomics’ Changing Channels, Kim King, senior vice president of strategic partners and alliances at Hitachi Vantara, joins host Larry Walsh to discuss how the company developed such a complex quoting system and extracted the benefits they sought.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/  LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics    Changing Channels Is a  Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Kim King: https://www.linkedin.com/in/kimberly-king-746463/  

Larry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made to help refugees, and how the Russian invasion is changing strategic and contingency planning. The war in Ukraine, now raging for more than a month, woke governments and companies around the world out of their complacency. The dystopian-like order of the Cold War returned with a vengeance, causing many technology industry leaders to rethink their operations and outlook in ways they couldn’t conceive just weeks ago. To date, thousands of lives have been lost. Entire cities have been leveled. More than 3.7 million Ukrainians are refugees in other European countries. And as much as 15% of the population has been displaced by the fighting and destruction. The Western response has been multifaceted. Beyond the financial and military aid flowing into Ukraine, NATO and other Western countries have imposed sanctions on Russia that aim to cripple its economy. Many Western companies – most notably, technology companies – have suspended operations in Russia and taken active roles in aiding the Ukrainian resistance. One of these companies is Acronis, a cybersecurity and backup specialist based in Switzerland and Singapore, with substantial connections to Russia and Ukraine through its diverse globalized staff. Acronis stopped doing business in Russia in 2017, and the company severed any remaining ties immediately following the invasion in solidarity with Western sanctions and in support of Ukraine’s resistance. Acronis has taken additional steps as well. The company is actively working to provide displaced Ukrainians with employment; has pledged €500,000 through its charitable arm, Acronis Cyber Foundation; and is helping its employees in Eastern European countries that are providing aid and support to Ukrainian refugees. Acronis, like many of its peers, is dealing with issues that were unthinkable just a month ago. Beyond the humanitarian efforts, Acronis and companies like it are shifting their strategic thinking. They’re not only thinking about their usual annual operating plans; they’re also considering the short- and long-term ramifications of a sustained war in Ukraine and the widening of the conflict to more countries. They’re coping with the continuing inflation and inventory issues, while adding sanctions and supply-chain disruptions to the list. They’re rethinking everything. In this Channelnomics Changing Channels episode, Acronis CEO Patrick Pulvermueller joins host Larry Walsh to discuss the far-reaching repercussions of the Russian invasion of Ukraine and how it will impact technology companies around the world. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com  LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics   Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Patrick Pulvermueller: https://www.linkedin.com/in/patrickpulvermueller  

Larry Walsh talks to monday.com Senior Channel Partner Manager Sarit Chalamish about how vendors can step outside of their comfort zone and embrace creative business solutions to pave the way for unparalleled opportunities for growth and success across all levels of an organization.   As any channel professional knows, building a successful partner program is no simple task. Starting from scratch and finding the right partners to connect with takes a tremendous amount of concentrated relationship-building, typically accomplished through face-to-face meetings and the moments in between wining and dining. Especially for the leaders assigned to getting a new partner program off the ground, securing those first partners is a crucial step, as those early partners can be critical in determining the long-term success of the program.   Combine the inherent nature of developing a new partner program with the unprecedented circumstances brought on by the pandemic and the challenge seems not only difficult but downright impossible. Of course, collaboration, flexibility, and relationship-building took on new meaning with the onset of COVID-19. A firm handshake was replaced with a link to a virtual meeting as the world was forced into a dependency on computer and phone screens.  For those starting something fresh in the midst of the pandemic – whether a new job, a new kind of program, or even the general adjustment to remote work – the question was clear: Could virtual resources be enough to meet the demands of pre-pandemic life?  A channel leader who was quickly forced to answer this question is Sarit Chalamish, senior channel partner manager at monday.com. When she joined the company last spring, she faced a seemingly insurmountable task: to develop the organization’s North America channel program as a new member of the monday.com team and amid the onset of a global pandemic. Quick and creative thinking quickly became the foundation for accomplishing this feat as Chalamish navigated unchartered territory.   Chalamish, like other channel leaders, knows the right partners can make or break the launch of a partner program. To ensure the success of monday.com’s burgeoning partner program, Chalamish and her team embraced their creative sides, exploring more “out of the box” partner relationships like vertical partners or turning inward and leveraging their own networks. The process was difficult, but the goal was simple: to find partners with the same level of professionalism as monday.com – sharing that same culture of adaptability and creativity – so that clients can enjoy a seamless experience.   In this edition of Channelnomics’ Changing Channels, Chalamish joins host Larry Walsh to discuss how adopting a mindset of “thinking outside the box” allowed monday.com to develop a partner program entirely through virtual resources. By embracing this same sense of creativity and flexibility, executives can open the door for exciting new projects and relationships across all levels of the channel.  Follow us, Like us, and Subscribe!  Channelnomics: https://channelnomics.com/   LinkedIn: https://bit.ly/2NC6Vli   Twitter: https://twitter.com/Channelnomics      Changing Channels Is a Channelnomics Production  Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.       Episode Resources  Host Larry Walsh: https://bit.ly/3beZfOa  Guest: Sarit Chalamish: https://www.linkedin.com/in/sarit-chalamish-28177/ 

Michelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members while showcasing the benefits of the channel. Channel chiefs are often challenged in explaining and demonstrating the value of partner programs and relationships to decision-makers in their organizations. Having a seat at the management table means having a voice in strategy and decision-making. In business, there’s no bigger table than the board of directors. Gaining the attention of the board in supporting the channel is becoming increasingly important to channel chiefs. Helping boards understand the value and importance of channel programs and partners can make all the difference when it comes to strategic priorities and funding for indirect routes to market.   The challenge is bridging the “language divide.” Channel executives and board members often fail to use the same lingo, rely on the same metrics, or even identify the same priorities. To help board members – extensions of the investors behind companies – better understand the value of the channel and what it brings to the table, channel and business managers need to make more of an effort to cultivate a relationship between themselves and the board. In that relationship, channel leaders should focus on using the same metrics, showing demonstrable results, and making it clear that their aim isn’t to sell a product but to explain the channel’s impact on a company’s business. A channel leader at the forefront of cultivating these types of relationships is GitLab Vice President of Worldwide Channels Michelle Hodges. She’s long been a fierce advocate of working closely with boards and encouraging others to do the same. Hodges, like other channel leaders, knows it can be difficult to make a material difference in the eyes of the board. That’s why her game plan involves asking lots of questions and catering to the board’s goals. She starts by asking her leadership team about the pressure they’re under by the board and familiarizing herself with management-level metrics. Then she approaches the board, making sure to use the right language to ask about their objectives and explain how their goals align with the value of the channel – and how the channel can produce critical results in serving the business. In this edition of Channelnomics’ Changing Channels, Hodges joins host Larry Walsh to discuss how cultivating a relationship with board members while zeroing in on the power of the channel can lead to unparalleled opportunities for growth and a more unified value set across an organization. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli  Twitter: https://twitter.com/Channelnomics    Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.     Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Michelle Hodges: https://www.linkedin.com/in/michellewhodges/

Rob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service channels and how to get the most out of MSP relationships.  As the shift away from transactional sales models and toward service- and consumption-based paradigms progresses, vendors are realizing that managed service providers may be the ideal target for building out their indirect sales.   That’s because MSPs are entrenched in current revenue models, are used to selling to their customers, and already have a good installed base of customer and consumer services. But one problem remains – the mistaken presumption that MSPs will act in a way that aligns with what vendors know about their resellers and integrators.   Vendors are designing channel programs around how they want to work with the market, not necessarily how partners or MSPs are working with their customers. That creates a gap between what the vendors are trying to do and what they’re actually doing.   One vendor with a keen awareness of what it takes to bridge that gap is Datto. The company has long been a key player in working with MSPs – championing them as bona fide partners and supporting them in getting their products to end users. Datto has developed MSP relationships that not only ensure its success in a changing industry but also allow it to work side by side with competitors and other service providers. The goal: to cultivate an integrative community that facilitates constant support for MSPs while stimulating the continued buildout of the consumption model.   By persistently networking, communicating, and building on its relationships with partners, Datto fosters a climate of collaboration to keep MSPs running smoothly and create a positive partner experience. Rob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how Datto is leveraging its years of experience to ground its partner program in the concept of community and help MSPs grow their businesses.   Follow us, Like us, and Subscribe!  Channelnomics: https://channelnomics.com/   LinkedIn: https://bit.ly/2NC6Vli   Twitter: https://twitter.com/Channelnomics      Changing Channels Is a Channelnomics Production  Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics – the voice of thought leadership – we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.       Episode Resources  Host Larry Walsh: https://bit.ly/3beZfOa  Guest Rob Rae: https://www.linkedin.com/in/robtrae/    Credits  Production: Changing Channels is produced by Modern Podcasting. For virtual content capture and video-first podcasts, check out http://www.modpodstudio.com.  Host Larry Walsh: https://bit.ly/3beZfOa  Voice-Over: Denise Quan