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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/
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
Tuesday Jul 23, 2024
Tuesday Jul 23, 2024
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.
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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
Tuesday Jul 09, 2024
Tuesday Jul 09, 2024
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.
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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
Tuesday Jun 25, 2024
Tuesday Jun 25, 2024
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
Tuesday Apr 02, 2024
Tuesday Apr 02, 2024
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
Tuesday Mar 19, 2024
Tuesday Mar 19, 2024
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.
Tuesday Feb 20, 2024
Tuesday Feb 20, 2024
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.
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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
Tuesday Jun 06, 2023
Tuesday Jun 06, 2023
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.
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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
Tuesday Apr 18, 2023
Tuesday Apr 18, 2023
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
Tuesday Mar 07, 2023
Tuesday Mar 07, 2023
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