Shows / Changing Channels
Changing Channels
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
- Changing Channels
ScalePad's Chris Day on Why MSPs Need to Evolve Into MVPs
AI is eroding the work MSPs have long used to prove their value, and customers want something the industry has never fully delivered: a forward-looking plan…
- Changing Channels
Delinea's Scott Goree on What Vendors Don't Know About Partners
Vendors readily admit they need partners to cover the total addressable market and service their mutual customers. However, they often don't know what actually…
- Changing Channels
Monday.com’s Sarit Chalamish on Evolving Channels with Evolving Growth
As monday.com expands beyond project management into CRM, service, development, and AI, its channel strategy is evolving with it. Partners are taking on…
Changing ChannelsGoTo’s Mike Day on Turning Customer Experience Into Channel Value
The technology market is shifting from transactional sales toward recurring, consumption-based, and platform models, forcing vendors and partners to pay far…
- Changing Channels
GTDC’s Frank Vitagliano on the Evolving Role of Distribution
Technology distribution is evolving from transactional product fulfillment into a broader role centered on lifecycle support, multivendor integration…
- Changing Channels
RapidScale’s Duane Barnes on How AI Is Transforming Managed Services
Artificial intelligence is compelling managed service providers to rethink where value is created, shifting the opportunity from resale and token margins to…
- Changing Channels
New Relic's Shannon Batson on Winning in the AWS Marketplace
Hyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But…
- Changing Channels
How Lenovo is Evolving Its Channel for Outcome-Based Selling
Technology buyers are demanding business outcomes, AI readiness, and measurable value — not just products. To meet those expectations, Lenovo is evolving its…
- Changing Channels
ConnectWise’s Manny Rivelo on Automation, AI, and the Future of MSP Platforms
The managed services market is entering a new phase as MSPs confront rising operational complexity, mounting tool sprawl, margin pressure, and increasing…
- Changing Channels
Inside Slide's Reinvention of Backup for MSPs
The backup and disaster recovery market has long been viewed as mature and saturated, yet shifting economics, evolving cyber threats, and partner fatigue are…
- Changing Channels
Acumatica’s Sanket Akerkar on How AI is Revitalizing the ERP Channel
Enterprise resource planning systems have long been the operational backbone of businesses, but advances in cloud computing and artificial intelligence are…
- Changing Channels
Proofpoint Evolving Partnerships for a Secure AI World
As enterprises move from AI experimentation to production deployment, security risks tied to data exposure, identity compromise and agent misuse are expanding…
- Changing Channels
How Energy Management is the Next Greenfield Opportunity
As AI workloads expand, data centers multiply, and everything stays perpetually plugged in, electricity has become a limiting factor for digital growth rather…
- Changing Channels
Connecting the Dots on Channel Attribution
The channel is widely regarded as the most effective way for technology vendors to cover the total addressable market, enabling broader customer reach, deeper…
- Changing Channels
ServiceNow Redefines Partnering With AI Fluidity
Artificial intelligence is radically transforming how businesses and individuals operate, eliminating mundane tasks, driving operational efficiency, and…
- Changing Channels
How MongoDB Is Powering the Next Generation of AI Partnerships
In this episode of Changing Channels, Larry Walsh sits down with Olivier Zieleniecki, Global Vice President of Worldwide Partners at MongoDB, to discuss how…
- Changing Channels
Redefining and Elevating Cybersecurity Distribution
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…
- Changing Channels
Getting the Most Out of Channel Data
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…
- Changing Channels
Inside Microsoft’s AI Vision for Channel and Partners
In this episode of Changing Channels, Larry Walsh speaks with Nina Harding, Corporate Vice President of Americas Global Partner Solutions at Microsoft, about…
- Changing Channels
Why Fun Is the Secret to Cloudflare’s Channel Success
In this episode of Changing Channels, Larry Walsh speaks with Tom Evans, Chief Partner Officer at Cloudflare, about how fostering an open, fun, and…
- Changing Channels
How Sophos is Rewarding MSP Commitments
In this episode of Changing Channels, Larry Walsh sits down with Chris Bell, Senior Vice President of Global Channels, Alliances, and Business Development at…
- Changing Channels
Autodesk Goes All In on the Agency Model
Autodesk has overhauled its channel strategy by moving to an agency model, where the company handles transactions directly while partners focus on delivering…
- Changing Channels
How Plugable is Dealing with Tariff Turbulence
Tariffs are top of mind across the channel. In this episode of Changing Channels, Larry Walsh talks with Lynn Smurthwaite-Murphy, CEO of Pluggable…
- Changing Channels
Delighting and Frustrating Partners
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…
- Changing Channels
Esprinet CEO Alessandro Cattani on the Changing Face of European Distribution
In this episode of Changing Channels, host Larry Walsh speaks with Alessandro (Alex) Cattani, CEO of Esprinet Group, about the unique dynamics of working…
- Changing Channels
Exploring the Importance of Collaboration in Ecosystems
In this episode of Changing Channels, Channelnomics's Larry Walsh speaks with Stephanie Chiras, Senior Vice President of Partner Ecosystem Success at Red Hat…
- Changing Channels
Inside NinjaOne's Meteoric Rise in Managed Services
In this episode of Changing Channels, host Larry Walsh speaks with Sal Sferlazza, the CEO and founder of NinjaOne, a leading managed services platform, to…
- Changing Channels
Inside the Influencing Power of Partner Advisory Boards
Partner advisory boards (PABs) or councils (PACs) are integral components of many vendor channel programs, serving as crucial platforms for direct and candid…
- Changing Channels
Building Annual Recurring Revenue with Partners
More than 90% of software and services vendors are selling their products on subscription plans, generating annual recurring revenue (ARR). The model is more…
- Changing Channels
Redefining Managed Services Economics
The managed services segment of the channel has long operated on a “best of breed” basis. These companies developed services with collections of technologies…
- Changing Channels
What Channel Women Face in their Careers
Women in the IT channel face unique career challenges. These include skill development, gaining experience, and demonstrating their value for advancement in a…
- Changing Channels
Connecting the Ecosystem Dots with ISVs
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…
- Changing Channels
Dissecting the Ecosystem Definition Problem
The term "ecosystem" has become increasingly prevalent in recent years, steadily replacing "channels" to denote indirect sales processes. By definition…
- Changing Channels
Chipping Away at the $8 Trillion "Siliconomy"
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…
- Changing Channels
The Impact of Tech Layoffs on DEI Initiatives
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…
- Changing Channels
HPE’s Paul Hunter on Transitioning Channels to ‘as-a-Service’
Paul Hunter, managing director of North America at HPE, joins Changing Channel’s Larry Walsh to discuss the traditional data center hardware company’s…
- Changing Channels
Ingram Micro’s Eric Hembree on Extended Reality & IoT in the Channel
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…
- Changing Channels
The 2023 Channelnomics Channel Forecast
Economic uncertainty remains high, even as the general indicators start to point away from a recession disrupting the market in 2023. Channelnomics is adding…
- Changing Channels
Netskope’s David Rogers on the Security of Ecosystems
David Rogers, senior vice president of alliances and global channel sales at Netskope, talks to Larry Walsh about the security risks of the expanding world of…
- Changing Channels
Oracle’s Ross Brown on Cloud Economics
Ross Brown, senior vice president of North America Cloud Ecosystem Partners at Oracle, talks to Larry Walsh about what it means to make money in cloud…
- Changing Channels
Palo Alto Networks’ Karl Soderlund on Challenging Complacency
Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership…
- Changing Channels
Best of Changing Channels 2022
Changing Channels welcomed dozens of seasoned and insightful channel leaders from around the world and across the industry to share their experiences in…
- Changing Channels
Dell Technologies’ Cheryl Cook on the Evolving Art of Channel Marketing
Cheryl Cook, senior vice president of global channel marketing at Dell Technologies, joins Larry Walsh to talk about the state of channel marketing, how…
- Changing Channels
Kaseya’s Dan Tomaszewski on Enabling MSPs for Success
Dan Tomaszewski, executive vice president of channels at Kaseya, joins Larry Walsh to talk about what it takes to enable managed service providers for success…
- Changing Channels
Google Cloud’s Eric Buck on Distribution in Cloud Services
Eric Buck, director of commercial partners and global distribution at Google Cloud, joins Larry Walsh to talk about the role two-tier distribution models and…
- Changing Channels
Tanium’s Todd Palmer on Finding the Right Partners
Todd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek to…
- Changing Channels
Nile’s Lou Serlenga on Launching a New Company in the Channel
Lou Serlenga, chief revenue officer at Nile, joins Larry Walsh to talk about the launch of a new Network-as-a-Service company that’s leveraging channel…
- Changing Channels
Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation
T.C. Doyle, vice president of strategic content at Channelnomics, joins Changing Channels host Larry Walsh to discuss the challenges all vendors face in…
- Changing Channels
Netenrich’s Justin Crotty on Leveraging Data in Managed Services
Justin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry…
- Changing Channels
What Vendors Don’t Understand About Partners
Larry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental…
- Changing Channels
Ingram Micro Cloud’s John Dusett on Cloud Customer Experience
Ingram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram…
- Changing Channels
TeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel Strategies
TeamViewer’s Patty Nagle and Rob Thiele join Changing Channel’s Larry Walsh to discuss how they’re revamping their channel program to accelerate the company’s…
- Changing Channels
How the War in Ukraine Is Reshaping Everything
Larry Walsh, chief analyst at Channelnomics, provides an overview of how the Russian war on Ukraine is affecting global and regional economies, and how the…
- Changing Channels
Hitachi Vantara’s Kim King on Automated Partner Quoting
Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy…
- Changing Channels
Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War
Larry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made to…
- Changing Channels
Sarit Chalamish of monday.com on Flipping the Script on Partner Enablement
Larry Walsh talks to monday.com Senior Channel Partner Manager Sarit Chalamish about how vendors can step outside of their comfort zone and embrace creative…
- Changing Channels
GitLab’s Michelle Hodges on Spotlighting the Value of the Channel
Michelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with…
- Changing Channels
Datto’s Rob Rae on Building Strong Managed Services Partnerships
Rob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service…
- Changing Channels
Microsoft’s Craig Crescas on Leaning into the Power of Advanced Cloud Applications
Craig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels…
- Changing Channels
PlanetOne’s Ted Schuman on Leveraging Data to Enhance the Human Experience
Ted Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve…