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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
Oct 14, 2025
Oct 14, 2025
23 min
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.
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- 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
Sep 30, 2025
Sep 30, 2025
30 min
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.
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- 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
Sep 9, 2025
Sep 9, 2025
26 min
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.
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- 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
Aug 5, 2025
Aug 5, 2025
37 min
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
Jul 22, 2025
Jul 22, 2025
30 min
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.
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• 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
Jul 8, 2025
Jul 8, 2025
29 min
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
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• 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
Jun 17, 2025
Jun 17, 2025
27 min
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.
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• 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
Apr 15, 2025
Apr 15, 2025
29 min
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.
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• 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
Mar 11, 2025
Mar 11, 2025
32 min
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
Nov 5, 2024
Nov 5, 2024
31 min
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