Changing Channels

Larry Walsh

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.

  1. 14 AVR.

    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 creating an opening for disruption. New infrastructure capabilities, changing MSP expectations, and rising concerns around vendor “extraction” models are redefining what partners demand from their technology providers – including BCDR. Slide, the new MSP-centric backup vendor, aims to shake up the staid segment with new products, innovations, and commitment to partner collaboration. Co-founders Austin McChord and Michael Fass join Channelnomics’ Larry Walsh on Changing Channels to discuss the ascent of Slide. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   About Austin McChord • LinkedIn: https://www.linkedin.com/in/mcchord/ About Michael Fass • LinkedIn: https://www.linkedin.com/in/michael-fass-6a224111/ About Slide • LinkedIn: www.slide.tech Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

    31 min

  2. 10 MARS

    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 transforming how they are used. AI is turning ERP from a static system of record into a system of intelligence by applying automation, analytics, and decision support to the core data that runs a company—finance, supply chains, procurement, and operations. These changes are also creating new opportunities for partners that implement and support ERP platforms, as success increasingly depends on industry expertise and the ability to translate technology into business outcomes. Sanket Akerkar, president and COO of Acumatica, joins Larry Walsh on Changing Channels to talk about how ERP is cool again.     Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn   About Sanket Akerkar LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ Acumatica Bio: https://www.acumatica.com/leadership-team/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

    31 min

  3. 24 FÉVR.

    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 rapidly, forcing organizations to rethink how they protect people, data and collaboration environments. Proofpoint is positioning itself at the intersection of AI, human-centric security and data protection, evolving from a point-product focus into a broader platform strategy designed to consolidate tools and reduce operational complexity for customers and partners. With the majority of its business now transacted through partners – a dramatic shift from a decade ago – the company is aligning its channel model to drive partner-sourced growth, incentivize platform adoption, strengthen deal protections and introduce performance-based back-end rebates that reward both net-new acquisition and long-term customer expansion. Stan de Bossiet, senior vice president of global channels, joins Larry Walsh on Changing Channels to discuss Proofpoint's new channel program, its objectives, and the implications for partners and customers alike. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   About Stan de Boisset • LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

    34 min

  4. 10 FÉVR.

    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 than a passive utility. Aging power grids, rising costs, and infrastructure constraints are colliding with unprecedented demand, pushing energy management into the core of IT strategy. For the channel, this convergence of power, IoT, and infrastructure represents a new growth frontier — one where managing, optimizing, and securing energy is as critical as managing networks or cloud workloads. Vince Bradley, the CEO and founder of Abundant IoT, joins Larry Walsh on Changing Channels to discuss the growing opportunity of energy management in the IT channel. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Vince Bradley • LinkedIn: https://www.linkedin.com/in/vince-bradley-2b0288/ About Abundant IOT: https://abundantiot.com/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

    30 min

  5. 13 JANV.

    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 penetration into specialized segments, and more profitable growth. Yet persistent doubt remains—from boardrooms to field sales—about the true contribution of partners. That skepticism is rarely philosophical; it is rooted in attribution. When vendors lack clear, agreed-upon methods for measuring impact, linking partner activity to outcomes, and crediting success, the value of the channel becomes difficult to defend. In this episode of Changing Channels, Larry Walsh is joined by Joe Sykora, CEO of Coro Cybersecurity, and Frank Rauch to examine why attribution remains one of the channel’s most enduring—and consequential—challenges. Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter):   / channelnomics   About Larry Walsh: • LinkedIn:   / lmwalsh2112   • X (formerly Twitter):   / lmwalsh_cn   • Bio: https://channelnomics.com/team/larry-... About Frank Rauch • LinkedIn: https://www.linkedin.com/in/frankrauch/ About Joe Sykora • LinkedIn: https://www.linkedin.com/in/joesykora/ Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

    35 min

  6. 2025-10-28

    ServiceNow Redefines Partnering With AI Fluidity

    Artificial intelligence is radically transforming how businesses and individuals operate, eliminating mundane tasks, driving operational efficiency, and unlocking new sources of value. In the technology channel, AI is reshaping the go-to-market relationship between vendors and partners by automating processes, improving collaboration, and introducing new products and services that help offset the effects of commoditization. Partners are under pressure to find new accretive and attached offerings to sustain profitability and growth, and few companies are responding to this opportunity as aggressively as ServiceNow. The company has evolved from embedding AI into its platform to incorporating it across its partner management systems and integrating AI agents from other vendors to expand its value proposition. ServiceNow’s channel organization is using AI as a guiding principle, rethinking engagement models, redefining partner roles, and even mandating that every member of its partner team be fluent in AI concepts and capabilities. Michael Park, senior vice president of global partnerships and channels at ServiceNow, joins Larry Walsh to talk about what it means to have AI fluidity in the channel.     Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-...   About Michael Park LinkedIn: https://www.linkedin.com/in/michael-park-59519b21/   About ServiceNow LinkedIn: https://www.servicenow.com/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

    39 min

  7. 2025-10-14

    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 the database innovator is redefining partner collaboration in the era of artificial intelligence. Zieleniecki explains how MongoDB’s ecosystem strategy has evolved from product enablement to outcome-driven partnership, emphasizing joint innovation and solution development over transactional resale. He details how MongoDB empowers its partners to build generative AI applications, integrate with leading platforms, and deliver measurable business results for customers. From the company’s “AI factory” framework to its focus on quality over quantity in partner engagement, Zieleniecki shares how MongoDB is aligning its technology, resources, and ecosystem around a single goal — helping partners and customers turn data into action.   Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics   About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-...   About Olivier Zieleniecki LinkedIn: https://www.linkedin.com/in/olivierze/   About MongoDB LinkedIn: https://www.mongodb.com/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.    © 2112 Enterprises LLC

    23 min

  8. 2025-09-30

    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 distributor is carving out a distinct role in a market dominated by broadline distributors. Beal and Crotty discuss why they returned to distribution after senior vendor roles, the unique services Exclusive Networks offers across the customer and channel lifecycle, and how they help vendors and partners navigate the crowded cybersecurity landscape. From emerging vendor incubation to white-glove engineering support, they explain how Exclusive Networks aims to become as well-known in North America as it is globally, by addressing churn, accelerating adoption, and delivering value where traditional distributors often fall short. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): / channelnomics About Larry Walsh: LinkedIn: / lmwalsh2112 X (formerly Twitter): / lmwalsh_cn Bio: https://channelnomics.com/team/larry-... About Jason Beal LinkedIn: https://www.linkedin.com/in/jasonbeal/ About Justin Crotty LinkedIn: https://www.linkedin.com/in/justincrotty/   About Exclusive Networks LinkedIn: https://www.exclusive-networks.com/usa/   Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC   Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel.  © 2112 Enterprises LLC

    31 min
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À propos

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.

Informations

  • Créateur
    Larry Walsh
  • Années d’activité
    2021 - 2026
  • Épisodes
    100
  • Classement
    Tout public
  • Copyright
    © 2022 2112 Enterprises, LLC. All rights reserved.
  • Site Web de l’émission
    Changing Channels