How Can Vendors Best Align their MDF Program to Channel Strategy?

Channel Incentive Best Practices

It can be easy sometimes for a vendor – especially one with thousands of global partners and all the corresponding moving parts – to lose sight of the big picture when it comes to their organization’s overall channel goals or strategy. Keeping Communication Channels Open.

Marketing Channel Strategy – How IT Vendors Reach their End-User Goals

ForzaDash

Marketing channel strategy is made up of a series of decisions and structures that an IT vendor or manufacturer creates and makes. In-Depth Understanding of Marketing Channel Strategy. What is marketing channel strategy? Marketing Channel Strategy Simplified.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

TeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel Strategies

The 2112 Group

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 evolution into more use cases and market opportunities beyond their remote-access foundation.

Distribution Channels – Strategies, Steps, and Tips for IT Vendors

ForzaDash

Distribution channels are essential components in the entire MSP environment, which IT sponsors should understand. What strategic planning do you need to use to maximize your channel to distribute and market your products? What are distribution channels? Direct Channels.

4 Ways to Increase your Channel Sales and Optimize Sales Channel Strategy using a PRM Portal

Magnetrix

This phrase couldn’t be truer in relation to business strategy, or more specifically, the channel sales and sales channel strategy. Here are a few ways you can make use of a PRM portal to optimize your strategies. #1 4 Onboard new channel partners efficiently.

Channel Chats Episode 1: The Building Blocks of a Channel Strategy

PLM Alliances

In our first Channel Chat episode, The Spur Group's CMO, Richard Flynn , (virtually) sits down with Baptie & Co. CEO, Rod Baptie, to discuss the building blocks of cultivating a successful channel strategy. Channel Chats Episode 3: How Cloud is Changing Partner Relationships.

Top Channel Chiefs Descend on Park City for ImpartnerCON19, Debate Channel Strategy for 2020 and the Decade Beyond

Impartner

Fourth annual gathering now largest vendor-led event for channel chiefs worldwide, mirrors Impartner’s 10x growth in new customer logos in same time period. Salt Lake City – April 26, 2019 – For the fourth year in a row, channel leaders from the world’s top corporations are flocking to Utah for ImpartnerCON19, the global Partner Relationship Management (PRM) pure-play leader’s annual customer and channel management summit. FOR IMMEDIATE RELEASE.

Netenrich’s Justin Crotty on Leveraging Data in Managed Services 

The 2112 Group

Justin Crotty , senior vice president of channels at Net e nrich , joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming managed service delivery and value propositions. Managed services in the channel are nothing new.

Hitachi Vantara’s Kim King on Automated Partner Quoting

The 2112 Group

In this edition of Channelnomics’ Changing Channels, Kim King, senior vice president of strategic partners and alliances at Hitachi Vantara, joins host Larry Walsh to discuss how the company developed such a complex quoting system and extracted the benefits they sought. ?.

Best of Changing Channels 2021

The 2112 Group

Changing Channels host Larry Walsh recounts the highlights of 26 episodes with some of our top guests and industry luminaries. But the channel perseveres.

Oracle NetSuite’s Craig West on Partner Enablement

The 2112 Group

While training and enablement are universally seen as a channel necessity, connecting the value to the outcome often proves elusive. One vendor that’s making enablement a core piece of its channel strategy and partner relationships is Oracle NetSuite.

Poly’s Nick Tidd on Redefining the Value of Technology

The 2112 Group

Nick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet customers’ evolving technology needs.

What Vendors Don’t Understand About Partners

The 2112 Group

Larry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental misunderstanding of partner business models and ill-conceived presumptions about partner capabilities. Being a channel chief isn’t easy.

Gaining Exec Support for Channels

The 2112 Group

Frank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership for channel strategies and programs. In reality, faith in the channel is elusive.

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

The 2112 Group

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. In practice, the long tail is a concept that few in the channel completely understand and even fewer know how to address.

Nutanix’s Christian Alvarez on Establishing Channel KPIs

The 2112 Group

Christian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk about creating meaningful and contextual channel key performance indicators (KPIs).

Wasabi’s Laurie Mitchell on Expanding Into the International Market

The 2112 Group

Laurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology start-up expands into the international channel.

Pure Storage’s Andy Martin on Embracing the Subscription-Based Sales Model

The 2112 Group

Andy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of transitioning to a subscription-based sales model.

Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model

The 2112 Group

Exec joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program, which drives independent software vendor products that complement the Azure cloud.

Cisco’s Denzil Samuels on Driving Better Customer Experiences

The 2112 Group

Denzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable partners to meet shifting customer experience expectations.

Ingram Micro Cloud’s John Dusett and Channelnomics’ Chris Gonsalves on Cloud Trends, Opportunities, and Challenges

The 2112 Group

Cloud Channel report, the fourth annual study on trends around cloud computing among resellers and service providers. As demand for cloud services grows, so too does the availability through the channel. Cloud Channel.

CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over

The 2112 Group

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 success in driving indirect sales. The average channel chief spends between 18 and 36 months in their role.

Ingram Micro Cloud’s John Dusett on Cloud Customer Experience

The 2112 Group

Ingram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro Cloud, Microsoft, and Google Workspace — and how the customer experience is crucial when it comes to service renewals and expansions.

Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War

The 2112 Group

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 help refugees, and how the Russian invasion is changing strategic and contingency planning.

Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War

The 2112 Group

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 help refugees, and how the Russian invasion is changing strategic and contingency planning.

Datto’s Rob Rae on Building Strong Managed Services Partnerships

The 2112 Group

Rob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service channels and how to get the most out of MSP relationships.

monday.com’s Sarit Chalamish on Flipping the Script on Partner Enablement

The 2112 Group

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 business solutions to pave the way for unparalleled opportunities for growth and success across all levels of an organization.

GitLab’s Michelle Hodges on Spotlighting the Value of the Channel

The 2112 Group

Michelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members while showcasing the benefits of the channel.

Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing

The 2112 Group

Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. The COVID-19 pandemic left an indelible mark on the market – particularly when it comes to sales strategy and management.

PlanetOne’s Ted Schuman on Leveraging Data to Enhance the Human Experience

The 2112 Group

Ted Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve customer experience and communication across the channel.

Trend Micro’s Louise McEvoy on Embracing the Reality of Change

The 2112 Group

channels at Trend Micro, joins Channelnomics Changing Channels host Larry Walsh to discuss how channel professionals can change their mindset and embrace the reality of change. The channel is on the brink of a major transformation. Louise McEvoy, vice president of U.S.

Google Cloud’s Sandeep Gupta on Driving Fluid Collaboration

The 2112 Group

Sandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help ensure productivity and meaningful connection for everyone during this transitory time. .

Microsoft’s Craig Crescas on Leaning into the Power of Advanced Cloud Applications

The 2112 Group

Craig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels host Larry Walsh to discuss how partners can leverage the benefits of advanced cloud applications and help customers do the same.

HP’s Mary Beth Walker on Data-Driven Channels

The 2112 Group

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 improve channel sales and productivity. .

Impact Pricing’s Mark Stiving on Product Pricing and Discount Strategies

The 2112 Group

Mark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel sales strategies.

Secureworks’ Wendy Thomas on Securing Human Progress

The 2112 Group

Wendy Thomas, CEO of Secureworks, joins Channelnomics’s Changing Channels host Larry Walsh to discuss how security services are instrumental in helping businesses keep up with the security arms race.

Sibling Rivals Channel Maven’s Heather K. Margolis and Channelnomics’ Larry Walsh Dish on Channel Marketing

The 2112 Group

Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and through channel partners is changing and what most technology companies get wrong. Heather K.

Zebra’s Bill Cate on Working With Influence Partners

The 2112 Group

Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy. At least that’s what conventional channel wisdom says.

Channelnomic’s Larry Walsh on The Evolving Value of Distribution

The 2112 Group

Channelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs.

AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces

The 2112 Group

Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and partners. The concern is how marketplaces impact traditional channels and partners.