100 episodes

The 2112 Group's CEO and Chief Analyst Larry Walsh, one of the most recognizable figures in the IT channel community, leads thought-provoking discussions with expert guests on a wide range of technology and business topics including: cloud computing, information security, business analytics, the Internet of Things (IoT), and much more.

Changing Channels Larry Walsh

    • Business
    • 5.0 • 4 Ratings

The 2112 Group's CEO and Chief Analyst Larry Walsh, one of the most recognizable figures in the IT channel community, leads thought-provoking discussions with expert guests on a wide range of technology and business topics including: cloud computing, information security, business analytics, the Internet of Things (IoT), and much more.

    Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation

    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 transitioning from transactional to recurring revenue models.

    Services sold through subscription or recurring contracts are fast becoming the dominant go-to-market model for all vendors. While cloud service providers are built on the recurring-revenue model, even hardware and component vendors are pivoting toward the predictable revenue model.

    Recurring revenue is attractive, but it’s not easy to generate when a vendor has a legacy of transactional sales. Recurring revenue is — or should be — a replacement for transactional sales. In theory, transactional revenue should go down while recurring revenue increases, over time creating an “X” pattern on a graph.

    The challenge is that many vendors try to maintain, if not grow, their transactional sales while building a book of business on recurring revenue. This creates conflict as partners and customers are caught between making choices that often stymie the transition process. This is what Channelnomics calls the X-Chasm.

    Navigating the X-Chasm requires understanding the nature of the revenue transition process and how it influences partners and customers, making choices in channel strategy, and adjusting priorities for internal stakeholders responsible for managing legacy and future business units. In this episode of Changing Channels, industry veteran T.C. Doyle talks about his cover story in the premier issue of Channelnomics Quarterly that details the X-Chasm phenomenon and how channel chiefs can navigate the trap successfully.

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    Channelnomics: https://channelnomics.com/ 

    LinkedIn: https://bit.ly/2NC6Vli 

    Twitter: https://twitter.com/Channelnomics 



    Changing Channels Is a Channelnomics Production

    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.  



    Episode Resources

    Host Larry Walsh: https://bit.ly/3beZfOa

    Guest T.C. Doyle: https://www.linkedin.com/in/tcdoyle/

    Credits

    Production: Changing Channels is produced by Modern Podcasting. For virtual content capture and video-first podcasts, check out http://www.modpodstudio.com.

    Host Larry Walsh: https://bit.ly/3beZfOa

    Voice-Over: Denise Quan

    • 16 min
    Netenrich’s Justin Crotty on Leveraging Data in Managed Services

    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 is transforming managed service delivery and value propositions.

    • 22 min
    What Vendors Don’t Understand About Partners

    What Vendors Don’t Understand About Partners

    In this episode of Changing Channels, Larry Walsh, chief analyst at Channelnomics and host of the podcast, details what vendors get wrong about their partners’ business models and capabilities and what they need to do to overcome the challenge of generating superior channel performance that contributes to their corporate goals.

    • 12 min
    Ingram Micro Cloud’s John Dusett on Cloud Customer Experience

    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 Micro Cloud, Microsoft, and Google Workspace — and how the customer experience is crucial when it comes to service renewals and expansions.

    The cloud computing market continues to grow at double-digit rates. Over the next decade, businesses will continue to migrate systems and mission-critical workloads into cloud environments. They’ll adopt cloud-based applications to replace legacy client-side licenses, and they’ll subscribe to managed services to support their cloud resources.

    To say that it’s a good time for reselling and supporting cloud computing services is an understatement. According to our recent report — “Buying the Cloud: The As-a-Service Experience From the Customer Perspective” — 47% of SMB IT buyers, the prime target for the channel, plan to buy more cloud computing products in the next 12 to 18 months. End users are adopting infrastructure services, productivity software, business applications, and backup services. Moreover, they’re expanding their cloud utilization to include customer support applications and Internet of Things infrastructure.

    Cloud computing provides solution providers with recurring revenue. Customers pay for services on monthly or annual schedules, providing resellers with predictable income. The recurring-revenue model works well as long as the customer keeps paying, renewing contracts, and expanding service utilization. As solution providers have learned through managed services, customers are more apt to expand their cloud capacity when they have positive experiences and recognize the value of their spending.

    Customer experience is becoming a significant factor in solution providers’ cloud value proposition. While vendors are the source of cloud services, solution providers are the managers of cloud resources and customer experiences. If solution providers can facilitate a positive, seamless experience, customers are more apt to renew and expand their cloud contracts. According to the research conducted by Channelnomics and Ingram Micro Cloud, 38% of cloud buyers base their decision to renew contracts on their experience with a solution provider.

    In this episode of Changing Channels, John Dusett, Ingram Micro Cloud’s executive director of cloud services for the United States, joins us to discuss the increasing importance of customer experience in cloud computing engagements and what solution providers need to do to impress and satisfy their clients.

    Follow us, Like us, and Subscribe!

    Channelnomics: https://channelnomics.com

    LinkedIn: https://bit.ly/2NC6Vli

    Twitter: https://twitter.com/Channelnomics


    Changing Channels Is a Channelnomics Production

    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.  



    Episode Resources

    Host Larry Walsh: https://bit.ly/3beZfOa

    Guest John Dusett: https://www.linkedin.com/in/johndusett/

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

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

    • 31 min
    How the War in Ukraine Is Reshaping Everything

    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 conflict will impact the technology industry and channels.

    The Russian war on Ukraine isn’t a regional conflict. While the fighting is happening across the plains and marshlands of the Ukrainian heartland, the war is having a cascading effect of human and economic disruption around the world.

    As Walsh explains, the war will cause significant disruptions in energy, food, and raw-material supplies. Western resolve to oppose the war through sanctions comes at a cost; experts say the economic penalties against Russia will reduce global economic growth by 1% to 2%. Ultimately, the consequences of the conflict and the Western response will likely push many countries into recession and instability.

    The Western world was in a fog of disbelief, thinking that such a large conflict was beyond the realm of possibility in the post-Cold War era. In our guidance, Channelnomics is preparing for the unthinkable, even if implausible. Technology companies need to develop contingency plans for potential disruptions still to come.

    In this special edition of Changing Channels, Channelnomics provides an overview of the war in Ukraine from the unique perspective of how it could continue to impact the technology industry and channel. Chief analyst and Changing Channels host Larry Walsh provides insights on the current extent of the conflict, how it’s disrupting different industries, and how those disruptions will ripple through the general economy.

    For a promo code granting free access to one of our latest analyst notes, “Getting Comfortable Asking Uncomfortable Questions Regarding War,” be sure to listen to the entire podcast.

    Follow us, Like us, and Subscribe!

    Channelnomics: https://channelnomics.com/ 

    LinkedIn: https://bit.ly/2NC6Vli 

    Twitter: https://twitter.com/Channelnomics 



    Changing Channels Is a Channelnomics Production

    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.  



    Episode Resources

    Host Larry Walsh: https://bit.ly/3beZfOa

    • 40 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

I <3 Deals ,

Love this but please raise the volume

This is my favorite Channel podcast. The content has rich actionable content.
It is very hard to hear though - I have tried on multiple headphones, apps, etc and it is very soft, even with the volume turned all the way up. Please make it easier to hear :)

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