Channelnomics’ Larry Walsh on the 7 Truths About the Channel’s Long Tail

Changing Channels · Nov 9, 2021 · 9m

Channelnomics’ Larry Walsh discusses the debate around the true value of the channel’s long tail and explains some of the misconceptions about this cadre of partners.

By definition, the long tail is a collection of partners that contribute little and are considered low-value on an individual level but generate a large sum of revenue collectively. In practice, the long tail is a concept that few in the channel completely understand and even fewer know how to address. That begs the question: Can the long tail truly be leveraged?

There’s always been debate about the long tail’s value. Is it a…