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 ChannelsTrend Micro’s Louise McEvoy on Embracing the Reality of Change
Louise McEvoy, vice president of U.S. channels at Trend Micro, joins Channelnomics Changing Channels host Larry Walsh to discuss how channel professionals can…
- Changing Channels
Best of Changing Channels 2021
Changing Channels host Larry Walsh recounts the highlights of 2021’s 26 episodes with some of our top guests and industry luminaries. Many people in the world…
- Changing Channels
Poly’s Nick Tidd on Redefining the Value of Technology
Nick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet…
- Changing Channels
Google Cloud’s Sandeep Gupta on Driving Fluid Collaboration
Sandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help…
- Changing Channels
Channelnomics’ Larry Walsh on the 7 Truths About the Channel’s Long Tail
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…
- Changing Channels
Cisco’s Denzil Samuels on Driving Better Customer Experiences
Denzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can…
- Changing Channels
Secureworks’ Wendy Thomas on Securing Human Progress
Wendy Thomas, CEO of Secureworks, joins Channelnomics’s Changing Channels host Larry Walsh to discuss how security services are instrumental in helping…
- Changing Channels
Impact Pricing’s Mark Stiving on Product Pricing and Discount Strategies
Mark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel…
- Changing Channels
Ingram Micro Cloud’s John Dusett & Channelnomics’ Chris Gonsalves on Cloud Trends and Opportunities
Channelnomics and Ingram Micro Cloud, with the support of Microsoft and Google Workspace, unveil the 2021 State of the U.S. Cloud Channel report, the fourth…
- Changing Channels
Nutanix’s Christian Alvarez on Establishing Channel KPIs
Christian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry…
- Changing Channels
Oracle NetSuite’s Craig West on Partner Enablement
Oracle NetSuite's Craig West joins Channelnomics' Changing Channels host Larry Wals to discuss the importance of continuous partner enablement. They say it…
- Changing Channels
Zebra’s Bill Cate on Working With Influence Partners
Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of…
- Changing Channels
Wasabi’s Laurie Mitchell on Expanding Into the International Market
Laurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to…
- Changing Channels
Pure Storage’s Andy Martin on Embracing the Subscription-Based Sales Model
Andy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and…
- Changing Channels
Sibling Rivals Channel Maven’s Heather K. Margolis and Channelnomics' Larry Walsh Dish on Channel Marketing
Heather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and…
- Changing Channels
Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model
Alyssa Fitzpatrick joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program in which it’s become the driver of…
- Changing Channels
AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces
Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for…
- Changing Channels
Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing
Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. The…
- Changing Channels
CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over
Lori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new role and find…
- Changing Channels
The Evolving Value of Distribution
Channelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs. A recent…
- Changing Channels
Proofpoint’s Joe Sykora on Building Channel Sales Cultures
Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling…
- Changing Channels
HP’s Mary Beth Walker on Data-Driven Channels
Mary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to…
- Changing Channels
Check Point’s Frank Rauch on Gaining Exec Support for Channels
Frank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership…
- Changing Channels
Chad Cardenas on Innovating Channels Through Venture Investments
In this episode of Channelnomics’ Changing Channels, Chad Cardenas of TSG joins host Larry Walsh to discuss his model for getting partners to put skin in the…
- Changing Channels
SAP's Meaghan Sullivan on Rising Up to Marketing Transformation
Channel Chief Meaghan Sullivan of SAP joins host Larry Walsh to recount the marketing lessons learned during the pandemic and how those learnings will shape…
Changing ChannelsEpisode 99: Business Guru Tom Peters on the Need for Extreme Humanization
Technology is making the world move faster through analytics and automation. Businesses and individuals leverage the power of cloud computing and collaboration…
Changing ChannelsEpisode 98: Nerdio’s Joseph Landes on Simplifying Cloud Adoption
If we learned anything during the COVID-19 pandemic, it’s that cloud computing is the resilient resource it was always billed. Businesses leaned heavily on…
Changing ChannelsEpisode 97: Salesforce’s Tiffani Bova on Sales in a Time of Crisis
Over the past several years, vendors and solution providers have come under pressure to change their sales strategies and processes to meet evolving customer…
Changing ChannelsEpisode 96: Kaseya’s Fred Voccola on the Resiliency of Managed Services
No business is immune to the economic impact of the COVID-19 pandemic. Despite having long-term and recurring contracts, managed service providers (MSPs) are…
Changing ChannelsEpisode 95: SolarWinds’ Tim Brown on MSPs Securing ‘Work From Home’
COVID-19 displaced tens of millions of office workers around the world. Overnight, companies went from cubicles teeming with activity to distributed workforces…
Changing ChannelsEpisode 94: SAP’s Karl Fahrbach on Customer Centric Channels
Customer experience is the metric that an increasing number of technology companies are using to define success. Customers are less interested in ROI and…
Changing ChannelsEpisode 93: IT By Design’s Sunny Kaila on Supporting MSPs in Crisis
The COVID-19 pandemic made managed service providers front-line responders to the crisis. As businesses scrambled to shift their workforces from office to…
Changing ChannelsEpisode 92: SAP’s Meaghan Sullivan on the ‘Corona Effect’
SAP's Meaghan Sullivan joins POD2112 to share how the coronavirus outbreak could reshape marketing strategies in the long run.
Changing ChannelsEpisode 91: GTDC’s Frank Vitagliano on the Future of Distribution
As technology continues to evolve and the market adopts service-based models, many vendors question the value distribution is contributing, and will…
Changing ChannelsEpisode 90: CoreKinect’s Assar Badri and John Horn on Smart IoT Manufacturing
Internet of Things (IoT) is a multi-trillion-dollar opportunity. Connecting legacy systems to autonomous sensors and controllers are opening new vistas for…
Changing ChannelsEpisode 89: D&H’s Jason Bystrak on Monetizing Every Seat with Services
Device and everything as a service is not a new concept. Since the early days of managed services, channel pros and practitioners foresaw a day in which the…
Changing ChannelsEpisode 88: Cohesity’s Bill Lipsin on Returning to the Channel Chief Role
Channel chiefs change jobs all the time, but few get the opportunity to build a channel program from the ground up. Channel veteran Bill Lipsin not only…
Changing ChannelsEpisode 87: Barracuda MSP’s Neal Bradbury on Catching a Growth Trend
Generating growth is a challenge for all technology companies. Few can create lightning in a bottle on their own. In many cases, vendors can catch a ride on…
Changing ChannelsEpisode 86: NetApp’s Chris Lamborn on Making Partners Profit Independent
The indirect sales model was never intended to ensure or provide partner profitability. The profit of partner activities was and remains a product of what they…
Changing ChannelsEpisode 85: HP’s Stephanie Dismore on Reorganizing Large Organizations
HP has a storied history of innovation and propelling change in its partners and customers’ organizations. HP is now undergoing a sweeping change in its…
Changing ChannelsEpisode 84: TBI’s Bill Vander Vennet on Leveraging Partner Referrals
As the technology industry evolves with new and innovative products and services, partners face the challenge of acquiring new skills or losing business. The…
Changing ChannelsEpisode 83: Google’s Nina Harding on Turning Partners into ‘Imagineers’
In the race to dominate the cloud computing era, Google Cloud is playing catchup to rival market leaders Amazon Web Services and Microsoft Azure. The…
Changing ChannelsEpisode 82: Sensorium’s Amy Luby on IoT Managed Services
The Internet of Things trend is creating massive product and service sales opportunities. Businesses are spending billions of dollars acquiring new sensors…
Changing ChannelsEpisode 81: Blackberry’s Richard McLeod on Reviving a Brand and Channel
Once upon a time, when cell phones did little more than voice services, the go-to mobile device for business executives was the trusted Blackberry. These…
Changing ChannelsEpisode 80: Bechtle’s Thomas Jensen on Effective Business Strategy
Strategy is something often talked about and considered a necessity in business yet is largely misunderstood and misapplied. An effective strategy is the…