1 Jul 2026
Why “Business as Usual” is Costing the Channel
Complex, manual and fragmented processes continue to create friction across the channel sales cycle, yet many organisations still accept it as “the way things have always been done.”But in today’s channel economy, that mindset is becoming increasingly unsustainable.In this episode of ChannelTalks, we sit down with industry analyst and CEO of Channelnomics, Larry Walsh, to unpack the real cost of “business as usual”. Drawing on recent conversations with vendors, distributors, resellers, and MSPs, Larry shares insights into the biggest challenges impacting vendor and partner growth today.We also explore the growing cost of trying to build systems internally, where transformation projects consume years of investment and internal resources, yet still fail to deliver the frictionless experience businesses are aiming for - or never fully reach completion.
KEY TAKEAWAYS:
What is slowing channel growth
The hidden cost of operational friction
Why many internal transformation and build projects fail to deliver
The risks of relying on widgets or make-shift solutions
What leading channel organisations are doing to modernise operations
Discover what leading organisations are doing differently to reduce friction, modernise operations, improve partner collaboration, and create scalable foundations for long-term growth in today’s IT channel.
ABOUT OUR GUEST SPEAKERS
Larry Walsh - CEO & Chief Analyst - Channelnomics Larry Walsh is a leading advisor in go-to-market strategies for technology executives, channel leaders, and solution providers worldwide. Renowned for his expertise in resolving challenges faced by vendors, distributors, and solution providers, Walsh offers invaluable advice on channel strategies and market trends. He founded Channelnomics in 2010 to deliver clarity, intelligence, and strategic guidance to the technology industry. Walsh specializes in developing and executing channel programs, disruptive sales models, and growth strategies for companies ranging from start-ups to Fortune 500 organizations. Before founding Channelnomics, Walsh was VP of channels and publisher of Channel Insider at Ziff Davis Enterprise, and editor of several technology magazines including VARBusiness, GovernmentVAR, Baseline Magazine and Information Security Magazine. He co-authored “The Power of Convergence,” outlining methodologies for aligning business and technology management.
Amy Henderson - VP Client Relations - Channelnomics As Vice President of Client Relations, Amy Henderson and her team develop relationships by acting as Channelnomics brand ambassadors to industry groups, clients, and partners. Known for her successful track record of growing, re-engineering, and boosting champion partner programs, Amy brings a wealth of knowledge, experience, and energy to Channelnomics. Amy’s career in the channel spans over two decades, leading various channel alliance and reseller teams. Before joining Channelnomics, Amy worked at Impartner, where she played a key role in evaluating organizations with existing or new Indirect Channel programs. Her expertise in enhancing partner engagement and boosting indirect revenue has been instrumental in her success. She has a proven track record of advising vendors on building and improving their channel and marketing automation platforms, helping them overcome strategic and operational challenges and achieve their go-to-market goals.
