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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes
Tuesday Aug 06, 2024
Tuesday Aug 06, 2024
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.
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Channelnomics: https://channelnomics.com/
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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.
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