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Channelnomics
United States
เข้าร่วมเมื่อ 26 พ.ย. 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.
Picking Your Battles with Low-Cost Competitors
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 Walsh reflects on the importance of focusing on ideal customer profiles and strategically choosing where to stake a claim in the market-even if it means ceding some segments to low-cost competitors.
More about Larry Walsh:
• LinkedIn: www.linkedin.com/in/lmwalsh2112/
• Twitter: lmwalsh_CN
• Official Bio: channelnomics.com/team/larry-walsh/
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/
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
มุมมอง: 80
วีดีโอ
Take a Breath and Listen to Your Partners
มุมมอง 61วันที่ผ่านมา
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
มุมมอง 13914 วันที่ผ่านมา
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?
มุมมอง 7314 วันที่ผ่านมา
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
มุมมอง 10814 วันที่ผ่านมา
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
มุมมอง 6021 วันที่ผ่านมา
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
มุมมอง 12121 วันที่ผ่านมา
In this episode of The Network Effect, Larry Walsh welcomes Rod Baptie, CEO of Baptie and Company, to discuss the enduring appeal of the Channel Focus Community. With over 27 years of history, Channel Focus has become a cornerstone in the channel industry, bringing together leaders and professionals to share knowledge and address key issues. Rod delves into the distinctiveness of Channel Focus,...
Building Annual Recurring Revenue with Partners
มุมมอง 126หลายเดือนก่อน
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 operation...
Redefining Managed Services Economics
มุมมอง 66หลายเดือนก่อน
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...
What Channel Women Face in their Careers
มุมมอง 107หลายเดือนก่อน
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 ...
CiQ Aspire: Help for Channel Pros Seeking New Career Opportunities
มุมมอง 6042 หลายเดือนก่อน
Over the last 18 months, the tech industry shed more than 300,000 jobs. Many people in the channel have found themselves out of work and challenged by the changing market dynamics. Finding the next career opportunity isn't just about having the right skills and experience, but also a firm understanding of the current and evolving market and channel trends. Channelnomics wants to help those affe...
Connecting the Ecosystem Dots with ISVs
มุมมอง 1012 หลายเดือนก่อน
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 ar...
Competition Between GSIs and Large Resellers on the Rise
มุมมอง 1242 หลายเดือนก่อน
Competition between global systems integrators (GSIs) and large resellers is intensifying. Both entities, pivotal in delivering IT solutions across diverse sectors, increasingly overlap in roles and markets, creating a battleground for dominance. GSIs, known for their comprehensive services that range from consulting to implementation, traditionally cater to multinational corporations requiring...
Portugal Boasts a Vibrant, Growing Channel Community
มุมมอง 623 หลายเดือนก่อน
Portugal is a small market nested alongside giants like Spain, France, and Italy. However, Portugal is growing and so, too, is its channel community. While other resellers and managed service providers struggled during the first quarter of 2024, Portuguese partners were surging ahead with increasing tourism, services, and manufacturing demand. And, according to IT Channel Magazine the leading c...
GTDC, Distributors Commit to Sustainability
มุมมอง 483 หลายเดือนก่อน
The Global Technology Distribution Council (GTDC) has been developing new resources and advocacy capabilities to support and expand sustainability through distribution and the broader channel. At it’s annual EMEA Summit in Noordwijk, Netherlands, GTDC and its European distribution members revealed their plans for increasing sustainability, making environmentally-friendly efforts more visible to...
Dispelling the Mysteries of Technology Services Distributors
มุมมอง 1443 หลายเดือนก่อน
Dispelling the Mysteries of Technology Services Distributors
ServiceNow Elevates Its Partner Ecosystem
มุมมอง 3053 หลายเดือนก่อน
ServiceNow Elevates Its Partner Ecosystem
Google Cloud Next: Partners Level Up with AI
มุมมอง 1294 หลายเดือนก่อน
Google Cloud Next: Partners Level Up with AI
How Are Your Partners Equipped For Your Ecosystem?
มุมมอง 595 หลายเดือนก่อน
How Are Your Partners Equipped For Your Ecosystem?
Dissecting the Ecosystem Definition Problem
มุมมอง 895 หลายเดือนก่อน
Dissecting the Ecosystem Definition Problem
More to the Channel Layoffs Than Meets the Eye
มุมมอง 2365 หลายเดือนก่อน
More to the Channel Layoffs Than Meets the Eye
Chipping Away at the $8 Trillion "Siliconomy"
มุมมอง 1635 หลายเดือนก่อน
Chipping Away at the $8 Trillion "Siliconomy"
Live (Sort Of) From Channel Partners Expo in Las Vegas
มุมมอง 2105 หลายเดือนก่อน
Live (Sort Of) From Channel Partners Expo in Las Vegas
Preparing Your Partner Program for the Changing Seasons That Lie Ahead
มุมมอง 656 หลายเดือนก่อน
Preparing Your Partner Program for the Changing Seasons That Lie Ahead
Forget Off-the-Shelf Partner Relationship Management and Do It Yourself
มุมมอง 1226 หลายเดือนก่อน
Forget Off-the-Shelf Partner Relationship Management and Do It Yourself
The $60 Trillion Ecosystem Opportunity
มุมมอง 2476 หลายเดือนก่อน
The $60 Trillion Ecosystem Opportunity
Taking Measure of Partner Confidence in 2024
มุมมอง 346 หลายเดือนก่อน
Taking Measure of Partner Confidence in 2024
The Impact of Tech Layoffs on DEI Initiatives
มุมมอง 1606 หลายเดือนก่อน
The Impact of Tech Layoffs on DEI Initiatives
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 TH-cam videos. You are inspiring the whole world to practice. That is very convenient.
Great insightful interview
Great job, Larry! Your podcast rocks!