In this episode of Changing Channels, host Larry Walsh speaks with Sal Sferlazza, the CEO and founder of NinjaOne, a leading managed services platform, to discuss the evolving landscape of Managed Services Providers (MSPs). They dive into how NinjaOne has emerged as a competitive alternative in the crowded MSP market by focusing on simplicity, scalability, and superior customer service. From the rise of MSPs to the challenges they face in today’s complex and commoditized environment, this conversation covers how vendors like NinjaOne are helping MSPs consolidate their tech stacks, improve business outcomes, and grow their customer bases. Sferlazza also shares insights on future trends, including the role of AI and the ongoing transformation of the managed services industry. Tune in to hear about NinjaOne’s journey, strategy, and the broader managed services ecosystem.

Don't forget to like, comment, and subscribe for more episodes of Changing Channels.

Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): https://twitter.com/Channelnomics

About Larry Walsh: • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ • X (formerly Twitter): https://twitter.com/lmwalsh_CN • Bio: https://channelnomics.com/team/larry-walsh/

About Sal Sferlazza • LinkedIn: https://www.linkedin.com/in/sal-sferlazza-64b916/

About NinjaOne: https://www.ninjaone.com/about-us/

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

Partner advisory boards (PABs) or councils (PACs) are integral components of many vendor channel programs, serving as crucial platforms for direct and candid dialogue between vendor leadership, channel managers, and partners. These forums allow vendors to gain valuable insights into their current operations and gauge partner sentiment regarding future plans and aspirations. While most vendors acknowledge the significance of PABs in their partner programs, the effectiveness of these forums can vary. Inconsistent execution or a lack of actionable feedback can diminish their value. Successful PABs require careful planning, coordination, active listening, and, most importantly, a genuine commitment from vendors to foster an environment where partners feel encouraged to engage meaningfully. Ivanti, a provider of security and IT management software, exemplifies the impact of a well-executed PAB. Through its robust advisory board, Ivanti gathers crucial insights and direction directly from its partners. In this episode of Changing Channels, Michelle Hodges, Senior Vice President of Global Channels and Alliances, shares her expertise on what it takes to successfully produce and leverage partner advisory boards for mutual benefit.

Check out Channelnomics’s Partner Advisory Board support resources:

• PAB Management & Support Services: https://channelnomics.com/pab/
• Partner Advisory Boards: A User Manual: https://channelnomics.com/partner-advisory-boards-a-vendor-user-manual/
• Choosing the Right Feedback Event: https://channelnomics.com/choosing-the-right-event/

Follow us, Like us, and Subscribe!

Channelnomics: https://channelnomics.com/

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

X (formerly Twitter): https://twitter.com/Channelnomics

About Larry Walsh:

LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

X (formerly Twitter): https://twitter.com/lmwalsh_CN

Official Bio: https://channelnomics.com/team/larry-walsh/

About Michelle Hodges

LinkedIn: https://www.linkedin.com/in/michellewhodges/

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

More than 90% of software and services vendors are selling their products on subscription plans, generating annual recurring revenue (ARR). The model is more advantageous than traditional sales through transactional perpetual licensing, as it provides predictable revenue that leads to higher market valuations. While software and services sold on long-term recurring contracts have many operational and economic advantages, generating sales through partners isn’t always easy. Many vendors are challenged in getting partners to accept and act on the model. A company finding success in the subscription model is Cato Networks, which recently announced it surpassed $200 million in ARR, doubling the volume in less than two years. Cato’s global channel chief, Frank Rauch – a veteran of legacy and emerging channel models – joins Changing Channels to discuss the lessons learned in developing ARR through partners.

Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli X (formerly Twitter): https://twitter.com/Channelnomics

About Larry Walsh: LinkedIn: https://www.linkedin.com/in/lmwalsh2112/ X (formerly Twitter): https://twitter.com/lmwalsh_CN Official Bio: https://channelnomics.com/team/larry-walsh/

About Frank Rauch LinkedIn: https://www.linkedin.com/in/frankrauch/

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