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.

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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/

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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

The managed services segment of the channel has long operated on a “best of breed” basis. These companies developed services with collections of technologies from multiple vendors, providing what they considered the best options for their needs. While "best of breed" is considered a good means of developing effective systems, it is not always easy and often expensive to create and maintain. The holy grail of managed services is the simplification of systems into consolidated applications with well-integrated features and lower total cost of ownership. This approach, in theory, leads to better organizational management, predictable costs, and improved service delivery to end customers.

Earlier this year, Kaseya rolled out Kaseya 365, a new package that provides MSPs with the tools they need for service delivery at a single, low subscription price. Kaseya believes this model, which it has been working on for years, will redefine managed services economics. Mike DePalma, the vice president of business development, joins Changing Channels to discuss the new Kaseya model, what it means for the managed services community, and where the MSP model is going next.

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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 Mike DePalma

• LinkedIn: https://www.linkedin.com/in/michaeldepalma1/

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

Women in the IT channel face unique career challenges. These include skill development, gaining experience, and demonstrating their value for advancement in a predominantly male industry while also balancing motherhood and family responsibilities. Simply put, men don’t face the same pressures as women.

Progress is evident, though, with more women holding leadership positions and rising through the ranks. However, mid-level channel professionals continue to face challenges balancing work and family commitments.

In this episode of Changing Channels, Bryn Nettesheim, explores career issues for women building successful careers in the channel with an expert panel of senior women channel leaders:

• Meaghan Sullivan-Moore, VP of Global Partner Marketing, ServiceNow • Chari Rhoades, VP of Americas Channel and Partner Sales, Proofpoint • Heather K. Margolis, CEO and Founder, Channel Maven

Our discussion provides insights, experiences and tips for how women in the channel can balance their career and home commitments.

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About Bryn Nettesheim: • LinkedIn: https://www.linkedin.com/in/brynnettesheim/

About Our Guests • Heather K. Margolis, Channel Maven: https://www.linkedin.com/in/heatherkmargolis/ • Meaghan Sullivan-Moore, ServiceNow: https://www.linkedin.com/in/meaghansullivan-moore/ • Chari Rhoades, Proofpoint: https://www.linkedin.com/in/chari-rhoades-21615a8/

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

No one technology vendor has all the products and services that businesses need to operate efficiently and effectively. Even the best vendors with the broadest portfolios have limitations. They need to partner with complementary products and services to extend the value of their applications. This need is at the heart of what makes ecosystems valuable. Through ecosystems vendors and partners are able to combine products into systems. A significant part of this ecosystem is independent software vendors (ISVs), which make the applications that extend the functionality and value of the underlying technology products and platforms. The challenge vendors and partners face is identifying and forming relationships with the right ISVs. In this special episode of Changing Channels, host Larry Walsh speaks with three industry experts – John Dusett of Ingram Micro, Alyssa Fitzpatrick of Elastic, and Alex Lewis of Genesys – about what it takes to create value-generating relationships with ISVs.

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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 Our Guest

• John Dusett, Ingram Micro: https://www.linkedin.com/in/johndusett/
• Alyssa Fitzpatrick, Elastic: https://www.linkedin.com/in/alysfitz/
• Alex Lewis, Genesys: https://www.linkedin.com/in/alexlewis/

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

The term "ecosystem" has become increasingly prevalent in recent years, steadily replacing "channels" to denote indirect sales processes. By definition, ecosystems is the collaboration between two or more companies to address a customer's needs. Nevertheless, there is a trend where the term "ecosystems" is also applied to describe channel populations and communities, leading to some confusion. This conflation of terms can set unrealistic expectations about what ecosystems are and what outcomes they can achieve.

In this episode of "Changing Channels," Channelnomics's Larry Walsh and Bryn Nettesheim address the nuances of the ecosystem definition and seek to clarify the current trend's implications. They explore the distinct characteristics of ecosystems and how these collaborative networks can be leveraged effectively in the technology sector. This discussion aims to demystify the concept and ensure a common understanding within the industry.

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Channelnomics: https://channelnomics.com/

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

Twitter: https://twitter.com/Channelnomics

About Larry Walsh:

• LinkedIn: https://www.linkedin.com/in/lmwalsh2112/
• Twitter: https://twitter.com/lmwalsh_CN
• Official Bio: https://channelnomics.com/team/larry-walsh/

About Bryn Nettesheim

• LinkedIn: https://www.linkedin.com/in/brynnettesheim/
• Official Bio: https://channelnomics.com/staff/bryn-nettesheim/

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

In the latest episode of the podcast “Changing Channels,” host Larry Walsh spoke with Trevor Vickery, the vice president and general manager of Intel's global partners and support organization, about the concept of the "Siliconomy" – or the Silicon Economy – and how semiconductors are driving a new wave of innovation and opportunity.

The Siliconomy, a term coined by Intel, refers to the ubiquity of semiconductors in our digitally connected world. As Vickery explained, the need for compute power is growing exponentially, with the market expected to reach a trillion dollars in the next few years. This growth is driven by the increasing demand for connected devices and the need to modernize cities to accommodate the growing urban population.

Intel sees its role in the Siliconomy as not only a supplier of technology but also as a key player in diversifying the semiconductor supply chain. The company is investing in expanding its manufacturing capacity in the U.S., Asia-Pacific, and Europe to ensure a more resilient and diverse supply chain.

The conversation also touched on the importance of partnerships in the Silicon Economy. Vickery emphasized that no one company can go at it alone and that partnerships are critical to building solutions that meet the needs of customers. He highlighted Intel's Partner Alliance program as a mechanism for scaling these partnerships and bringing together ISVs, GSIs, and other partners to co-engineer solutions.

When asked about the potential for new types of partners to emerge in the Siliconomy, Vickery acknowledged that Intel may need to get closer to the end consumers of technology to understand their unique use cases and workloads. However, he also stressed the importance of scale and the need for open standards to ensure that solutions can be easily deployed and run anywhere.

Looking ahead, Vickery outlined Intel’s agenda for facilitating the vision of the Siliconomy. He emphasized the need to work more closely with partners to develop the ecosystem, co-engineer solutions, and innovate on both the technology and business model side.

As the world becomes increasingly digitally connected, the Siliconomy is poised to drive significant growth and opportunity. With partnerships and innovation at the forefront, companies like Intel are working to ensure that the infrastructure and solutions are in place to support this growth and drive the next wave of technological advancement.