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.

    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.

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    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
    Hitachi Vantara’s Kim King on Automated Partner Quoting

    Hitachi Vantara’s Kim King on Automated Partner Quoting

    Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy access to accurate pricing with minimal human interaction.

    Buyer expectations have evolved. No longer are companies willing to wait for weeks for quotes on their IT projects. They want the same “Amazon Experience” in their business purchasing that they get in their consumer lives. In other words, they want quotes in days, if not hours.

    Quoting has been a longtime challenge for both vendors and distributors. Partners receive different discounts and incentives based on their status, sales performance and history, and competencies. Adding to the complexity is the impact of regional pricing differences, the varying needs of customers for different types of products, and the cost of distribution and fulfillment.

    Configure, price, and quote (CPQ) solutions go a long way toward automating many steps in the process. Through such systems, partners (in theory) gain access to product pricing and quoting based on customer specifications and fulfillment needs. CPQ works well, but to a point. These systems often lack the ability to take into account the nuances of incentives and other financial measures that influence partner buying. As a result, gaps remain that keep the quoting process running long.

    Storage vendor Hitachi Vantara decided to tackle this problem directly. Rather than adopting a CPQ system, the company formed a “tiger team” to develop a homegrown system based on Salesforce’s CRM. The team set out with the goal of creating a platform capable of processing partner quote requests within hours – even for large enterprise deals. Moreover, the system would include all partner incentives, including deal registration and promotional discounts, in the quotes.

    The development took two years of work that included platform customization and the collection of volumes of pricing, discounting, promotional, and partner data. The effort, thus far, is paying off. The Hitachi Vantara partner quoting system is delivering enterprise-level quotes to partners, often in just hours. The tool, which gives partners a competitive advantage by turning around accurate prices with blazing speed, also gives partners more control over pricing, as they’re able to add their own markups with greater ease and consistency.

    The Hitachi Vantara quoting system isn’t perfect and remains a work in progress, but the company is demonstrating how vendors can create better quoting systems that improve partner experience and performance. 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.

     

    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 Kim King: https://www.linkedin.com/in/kimberly-king-746463/

     

    • 33 min
    Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War

    Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War

    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.

    The war in Ukraine, now raging for more than a month, woke governments and companies around the world out of their complacency. The dystopian-like order of the Cold War returned with a vengeance, causing many technology industry leaders to rethink their operations and outlook in ways they couldn’t conceive just weeks ago.

    To date, thousands of lives have been lost. Entire cities have been leveled. More than 3.7 million Ukrainians are refugees in other European countries. And as much as 15% of the population has been displaced by the fighting and destruction.

    The Western response has been multifaceted. Beyond the financial and military aid flowing into Ukraine, NATO and other Western countries have imposed sanctions on Russia that aim to cripple its economy. Many Western companies – most notably, technology companies – have suspended operations in Russia and taken active roles in aiding the Ukrainian resistance.

    One of these companies is Acronis, a cybersecurity and backup specialist based in Switzerland and Singapore, with substantial connections to Russia and Ukraine through its diverse globalized staff. Acronis stopped doing business in Russia in 2017, and the company severed any remaining ties immediately following the invasion in solidarity with Western sanctions and in support of Ukraine’s resistance.

    Acronis has taken additional steps as well. The company is actively working to provide displaced Ukrainians with employment; has pledged €500,000 through its charitable arm, Acronis Cyber Foundation; and is helping its employees in Eastern European countries that are providing aid and support to Ukrainian refugees. Acronis, like many of its peers, is dealing with issues that were unthinkable just a month ago.

    Beyond the humanitarian efforts, Acronis and companies like it are shifting their strategic thinking. They’re not only thinking about their usual annual operating plans; they’re also considering the short- and long-term ramifications of a sustained war in Ukraine and the widening of the conflict to more countries. They’re coping with the continuing inflation and inventory issues, while adding sanctions and supply-chain disruptions to the list. They’re rethinking everything.

    In this Channelnomics Changing Channels episode, Acronis CEO Patrick Pulvermueller joins host Larry Walsh to discuss the far-reaching repercussions of the Russian invasion of Ukraine and how it will impact technology companies around the world.

    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 Patrick Pulvermueller: https://www.linkedin.com/in/patrickpulvermueller

     

    • 22 min
    Sarit Chalamish of monday.com on Flipping the Script on Partner Enablement

    Sarit Chalamish of monday.com on Flipping the Script on Partner Enablement

    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.

    • 26 min

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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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