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Channelnomics
United States
Приєднався 26 лис 2020
Channelnomics is a business strategy and research firm focused on improving the performance of technology companies’ direct and indirect channels through our portfolio of market-leading products and services. Accelerate and optimize your routes to market with Channelnomics’ strategy, intelligence, and enablement services.
Channel Focus: The Key to Partnership Success
In this edition of In the Margins, Channelnomics's Larry Walsh and Amy Henderson report from Channel Focus in Dana Point, California, where they explore critical insights on partner productivity and alignment. Featuring perspectives from industry leaders at Optiv, Cato Networks, and Hitachi Vantara, the discussion reveals why ease of doing business and strong channel account manager relationships are the true drivers of partner success - outweighing traditional incentives. Learn how vendors can better navigate relationships with partners juggling hundreds of vendor partnerships, and why speaking the partner's language is crucial for program effectiveness.
More about Larry Walsh:
• LinkedIn: www.linkedin.com/in/lmwalsh2112/
• Twitter: lmwalsh_CN
• Official Bio: channelnomics.com/team/larry-walsh/
More About Amy Henderson:
• LinkedIn: www.linkedin.com/in/amy-henderson-4b8a998/
• Official Bio: channelnomics.com/staff/amy-henderson/
Check out Channelnomics IQ: channelnomics.com/channelnomicsiq/
Send Feedback & Suggestions to: larry.walsh@channelnomics.com
Check out Channelnomics for channel intelligence and support: channelnomics.com/
Subscribe to Channelnomics Podcasts:
• Changing Channels: tinyurl.com/4xfvevbn
• In the Margins: tinyurl.com/2sun9z5s
© 2112 Enterprises LLC
More about Larry Walsh:
• LinkedIn: www.linkedin.com/in/lmwalsh2112/
• Twitter: lmwalsh_CN
• Official Bio: channelnomics.com/team/larry-walsh/
More About Amy Henderson:
• LinkedIn: www.linkedin.com/in/amy-henderson-4b8a998/
• Official Bio: channelnomics.com/staff/amy-henderson/
Check out Channelnomics IQ: channelnomics.com/channelnomicsiq/
Send Feedback & Suggestions to: larry.walsh@channelnomics.com
Check out Channelnomics for channel intelligence and support: channelnomics.com/
Subscribe to Channelnomics Podcasts:
• Changing Channels: tinyurl.com/4xfvevbn
• In the Margins: tinyurl.com/2sun9z5s
© 2112 Enterprises LLC
Переглядів: 40
Відео
Navigating the EMEA Channel with Distribution
Переглядів 4721 годину тому
In this episode of In the Margins, Larry Walsh reports from Lisbon, Portugal, where he explores the unique challenges of the complex Europe, Middle East and Africa (EMEA) market. Highlighting the critical role of distribution, Walsh explains how it extends beyond logistics to empower vendors and partners, helping them connect with local customers and address region-specific needs. Through a par...
Getting Focused on Impactful Partner Communications
Переглядів 35День тому
Vendors invest significant time and resources in partner communications, using emails, Slack messages, texts, webinars, podcasts, white papers, marketing materials, and technical documentation. Yet, partners often feel they’re not receiving timely or relevant information. This disconnect frequently arises from a lack of focus on the vendors' part-failing to tailor the right message to the right...
Esprinet CEO Alessandro Cattani on the Changing Face of European Distribution
Переглядів 407День тому
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 h...
PartnerTap: Unlocking the Power of Ecosystem Co-Selling
Переглядів 2,2 тис.21 день тому
In this episode of Channelnomics’s The Network Effect, host Larry Walsh sits down with Cassandra Gholston, CEO and Co-Founder of PartnerTap, to explore the intricacies of partner ecosystems and the challenges of co-selling. Cassandra shares her journey from a sales professional to a technology innovator, revealing the inspiration behind PartnerTap and its mission to transform account mapping an...
Exploring Collaboration in Channel Ecosystems
Переглядів 1,4 тис.Місяць тому
In this episode of Changing Channels, Channelnomics's Larry Walsh speaks with Stefanie Chiras, Senior Vice President of Partner Ecosystem Success at Red Hat, to discuss collaboration's critical role 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...
CoClo: The Startup Making Sales Referrals Work
Переглядів 3,7 тис.Місяць тому
Referrals have long been an essential yet underutilized component of sales in the channel. When effectively managed, referrals can yield significantly higher conversion rates and greater long-term customer value than other sales sources. In fact, referred leads tend to be 25% more valuable over time, and some companies report conversion rates up to 60% higher through referrals compared to tradi...
Inside NinjaOne's Meteoric Rise in Managed Services
Переглядів 6622 місяці тому
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 th...
Getting Influence with the Influencers
Переглядів 1572 місяці тому
This episode of In the Margins focuses on the role of influencers in the sales process, examining the distinction between those with a vested interest in the outcome and those who influence more altruistically. The conversation explores how influencers shape customer behavior, expedite sales, and the potential benefits of compensating them or providing access to resources. Larry Walsh, while at...
Picking Your Battles with Low-Cost Competitors
Переглядів 1382 місяці тому
Many vendors are grappling with the challenge of fending off low-cost competitors flooding the market with cheap products and enticing partners with generous margins. The real issue, however, may not be about lowering prices to stay competitive. Instead, it’s worth considering whether the partners and buyers who defect are truly the ones you want to work with. During a visit to Berlin, Larry Wa...
Take a Breath and Listen to Your Partners
Переглядів 1572 місяці тому
In the indirect go-to-market ecosystem, vendors often view themselves as holding the upper hand. They control the product, command more significant financial resources, and usually enjoy greater brand recognition than their partners. As a result, vendors frequently shape go-to-market strategies and partnership decisions based on their own priorities and expectations, sometimes overlooking the p...
Stop Treating Partners as Part of Your Team
Переглядів 1582 місяці тому
Vendors like to think of their channel partners as extensions of their sale force or their technical support capabilities. They build programs to compel partners to make investments in the go-to-market relationship. And they aim to make partners “loyal” to them or defaulting to their brand and products whenever possible. In short, they think of partners as subservient. In reality, partners are ...
What Does Wellness Mean In The Channel?
Переглядів 832 місяці тому
Channelnomics attended Partnership Leaders’ Catalyst 2024 in Chicago on Aug. 14-16, an event that brought together channel thought leaders from some of the largest technology companies in the United States and abroad. The main theme was wellness as it pertains to the channel. The question on everyone’s mind: “What does wellness look like?” Amy Henderson, vice president of client relations at Ch...
Inside the Influencing Power of Partner Advisory Boards
Переглядів 2442 місяці тому
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 a...
In Vienna, Rethinking What We Call Partners
Переглядів 983 місяці тому
Partners operating in the channel have evolved over the years. They are far from monolithic and cannot be easily labeled. However, vendors and channel leaders persist in categorizing partners into traditional, homogeneous groups such as resellers, integrators, managed service providers, and so on. During a channel leadership retreat in Vienna, Austria, Channelnomics's Larry Walsh and Maddie Fra...
The Enduring Draw that is the Channel Focus Community
Переглядів 3,9 тис.3 місяці тому
The Enduring Draw that is the Channel Focus Community
Building Annual Recurring Revenue with Partners
Переглядів 2273 місяці тому
Building Annual Recurring Revenue with Partners
Redefining Managed Services Economics
Переглядів 4143 місяці тому
Redefining Managed Services Economics
What Channel Women Face in their Careers
Переглядів 1354 місяці тому
What Channel Women Face in their Careers
Connecting the Ecosystem Dots with ISVs
Переглядів 1724 місяці тому
Connecting the Ecosystem Dots with ISVs
Competition Between GSIs and Large Resellers on the Rise
Переглядів 1335 місяців тому
Competition Between GSIs and Large Resellers on the Rise
Portugal Boasts a Vibrant, Growing Channel Community
Переглядів 775 місяців тому
Portugal Boasts a Vibrant, Growing Channel Community
GTDC, Distributors Commit to Sustainability
Переглядів 745 місяців тому
GTDC, Distributors Commit to Sustainability
Dispelling the Mysteries of Technology Services Distributors
Переглядів 2325 місяців тому
Dispelling the Mysteries of Technology Services Distributors
ServiceNow Elevates Its Partner Ecosystem
Переглядів 3716 місяців тому
ServiceNow Elevates Its Partner Ecosystem
Google Cloud Next: Partners Level Up with AI
Переглядів 1437 місяців тому
Google Cloud Next: Partners Level Up with AI
How Are Your Partners Equipped For Your Ecosystem?
Переглядів 617 місяців тому
How Are Your Partners Equipped For Your Ecosystem?
Dissecting the Ecosystem Definition Problem
Переглядів 927 місяців тому
Dissecting the Ecosystem Definition Problem
Interesting. Especially the comment about 'discovering something that's always existed' - but isn't that the definition of 'discovery'? Regardless, my view of the Channel v Ecosystem is a matter of dimension. A 'Channel' is two dimensional where an Ecosystem is Three dimensional with one more distinction - in an Ecosystem all entities gain from each other. This dissolves the notion of the 'ultimate customer' because in an Ecosystem, the customer can secure relationship directly with individual or a collection of participants in the system. "Collaboration" includes the customer vs. aimed at the customer. Is the metaphor akin to bourbon/whiskey & tequila/mezcal? Great commentary about 'orchestration'. You two are funny - always enjoy your content.
Greg, I believe there's a significant difference between "discovery" and "labeling." The ecosystem effect has always existed; and was called different things in the past. Calling these relationships an ecosystem is labeling, not discovery. As for the argument that ecosystems are three dimensional and channels are two, all ecosystem sales must go through a conventional channel. The multi-dimensional nature that people describe is something that has always happened in the channel. It's a matter of perspective.
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I really Like your UA-cam videos. You are inspiring the whole world to practice. That is very convenient.
Great insightful interview
Great job, Larry! Your podcast rocks!