Changing Channels

Larry Walsh•changingchannels.podbean.com

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.

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Episodes

Episode 75: Crowdstrike’s Fernando Quintero on Business Development in Latin America

In the global IT market, Latin America is lumped into the “rest of the world” category that contributes less than 10% of spending. Overall, the 48 Latin America countries and territories contribute less than 4% to global IT spending, making it a relatively small market. Nevertheless, Latin America – a composite of South America, Central America and the Caribbean Islands – is a massive market opportunity. The region is home to more than 650 million people, two of the largest economies in the worl...

May 15, 2019•26 min•Ep. 3

Episode 74: Ingram Micro’s Paul Bay on the Evolving Value of Distribution

If vendors are the suppliers of technology goods and services, and partners are the feet on the street, the distribution is the backbone of the entire go-to-market value chain. Traditionally, distribution served a valuable role in providing the warehousing and logistics that simplified inventory management for vendors and provided easy access to products for solution providers. No longer, though, as distributors are investing heavily in evolving their capabilities to become influences and cataly...

May 01, 2019•22 min•Ep. 2

Episode 73: Konica Minolta on Transforming Copier Dealers into MSPs

Photocopiers and multifunction devices will remain fixtures of the office as long as the printed page remains. However, the days of the photocopier dealer are waning. It’s getting harder for dealers to remain viable selling and supporting photocopiers, which is why many have adopted IT managed services as a means for extending their value proposition. Copier dealers have an advantage that many of their IT cousins don’t: A total view into the business operations of the customer. And that insider ...

Apr 28, 2019•26 min•Ep. 1

Episode 72: Ingram Micro’s Renee Bergeron on 10 Years of Cloud Computing

Cloud computing dominates the IT industry as more vendors, partners, and customers adopt cloud-based services. According to Gartner, total worldwide cloud spending will top $431 billion this year, and it continues to grow at rates between 8 and 9 percent annually. Suffice it to say that cloud computing is a juggernaut that shows no sign of slowing anytime soon. Cloud computing wasn’t always this way. Just a decade ago, Ingram Micro created its cloud computing division – Ingram Cloud – with much ...

Mar 27, 2019•21 min•Ep. 22

Episode 71: SAP’s Karl Fahrbach on Leadership’s Role in Channel Transformation

To say that the technology market is evolving is a bit of an understatement. Advancing technology and service-delivery models are changing the way vendors develop, sell, and deliver their products. Traditional routes to market just won’t cut it going forward, which is why many vendors are looking to transform their channels with new models, partner relationships, and value propositions. Transitioning and transforming channels isn’t easy, as it often means navigating a minefield of corporate poli...

Mar 13, 2019•15 min•Ep. 21

Episode 70: Microsoft’s Toby Richards on Digital Transformation and Evolving Channel Dynamics

Venture capitalist Marc Andreessen famously said software is eating the world. Perhaps, but it’s more like software is reshaping the world. Software, delivered via the cloud, is increasingly making the world more digitally defined. Each technology generation is giving us a greater ability to shape and reshape our business infrastructures with greater ease and speed. Digital transformation and evolving go-to-market models are also changing the nature of the channel, which is no longer just about ...

Feb 27, 2019•34 min•Ep. 20

Episode 69: Riverbed’s Cindy Herndon on Creating Virtual P&Ls for Channels

Channel chiefs and organizations create and maintain all kinds of metrics to measure channel performance and identify challenges. While metrics are endemic to channel operations and all facets of business, channel organizations often find themselves at a disadvantage to their peer lines of business. Other parts of the vendor have profit and loss (P&L) statements through which they measure performance and contributions. Many channel metrics are easily dismissed because they’re not correlated ...

Feb 13, 2019•25 min•Ep. 19

Episode 68: Check Point’s Frank Rauch on the Channel Investment Imperative

Channel programs exist to extend the reach and capacity of a company’s go-to-market strategy. Channel partners are complements to a direct or inside sales force, providing vendors with reliable representatives in the field and customers with local points of sale. And through channel programs, vendors contain the cost of sales, as selling through and with partners is almost always less expensive than selling direct. Unfortunately, some companies see channel programs and partners as overlays and c...

Feb 06, 2019•19 min•Ep. 18

Episode 67: Ingersoll Rand’s Liz Cope on Automation to Humanize

Technology enables businesses to automate everything from processes to sales transactions, marketing messages to partner communications, and data generation to analytics. While many people feel like technology is trapping them into an endless cycle of always-on work lives, others see automation as a means of freeing people from the drudgeries of time-consuming tasks. Liz Cope, director of marketing technology and operations at Ingersoll Rand, joins Pod2112 to discuss her perspectives on how auto...

Jan 30, 2019•17 min•Ep. 17

Episode 66: Commvault’s Carmen Sorice on Building Better Backup Channels

Cloud-based data backup and recovery is among the most popular services in the channel. Partners consistently see backup as a growth opportunity as demand continues to expand with the rising volume of data generated. Commvault is looking to better leverage channel partners to grow its business, and it’s brought on industry veteran Carmen Sorice to realign internal teams and enable channel partners to achieve higher levels of success. Sorice joins Pod2112 to talk about his mission and plans at Co...

Jan 16, 2019•22 min•Ep. 16

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