by channeltalks
The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable growth and channel strategies. Hosted by iasset.com, the ChannelTalks podcast can also be accessed in video format on our iasset.com Youtube channel.
Language
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Publishing Since
10/1/2020
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July 1, 2026
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.
February 2, 2026
The IT channel is standing at the edge of a major transformation. Agentic AI - AI that can take actions, not just provide insights, is poised to fundamentally reshape how technology providers sell, support, and grow their customer base. In this episode, we sit down with Canalys’s channel analyst expert Jay McBain, to unpack what this shift really means for vendors, distributors, MSPs and solution providers. We'll explore how agentic AI could move the industry from reactive, manual revenue motions to fully automated growth engines - where sales teams focus on landing the deal, and AI takes over the rest: identifying expansion opportunities, increasing wallet share, triggering renewals, and orchestrating cross-sell/upsell motions without human intervention. Key topics: Could AI finally make expansion revenue a predictable, scalable cadence for every IT business? What opportunities does it create? How will agentic AI redefine traditional channel roles and operating models? Predictions – how quickly is this shift coming? Will agentic AI unlock growth for partners who’ve historically struggled to operationalize their installed base? How should channel leaders prepare now? What are some potential blockers IT businesses may face? This is a must-listen episode for anyone in the IT channel looking to understand the next wave of automation and the disruptive potential for those who don’t adapt. ABOUT OUR GUEST SPEAKER Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. Jay has also held various executive roles with IBM, Lenovo and ChannelEyes over a 28-year career.
October 7, 2025
Everyone loves to say they are “100% channel”- but is that strategy actually working, or are you just ticking a box? In this episode, we take a hard look at why so many vendors who rely entirely on channel partners are still underwhelmed by their results. From missed upsell opportunities to poor renewal performance, the promise of scale through partners often falls short of reality. Why? Because there’s often a fundamental disconnect between vendor expectations and what the channel is actually equipped or incentivized to deliver. We dive into one of the most overlooked aspects of this equation: ownership of the installed base and the ongoing motion to drive Customer Lifetime Value (CLV). Who’s responsible for nurturing that customer post-sale? Who’s tracking asset data, proactively managing refreshes, upgrades, and renewals? Too often, vendors assume their partners are doing this when in reality, no one’s truly accountable. And that’s costing millions in unrealised revenue. We unpack the myths and missteps of the “100% channel” mindset, and offer a more realistic, modern approach to partnering: one that balances trust with structure, and enables both vendor and partner to actively grow customer value throughout the lifecycle. If you're committed to channel but struggling to unlock its full potential, this conversation is a must-listen.ABOUT OUR GUEST SPEAKER Moheb Moses - Managing Director - Channel Dynamics Moheb is regarded as one of Australia’s most authoritative figures in the field of channel management. He is a regular speaker at industry events, and was inducted into the prestigious ARN (Australian Reseller News) IT Industry Awards 2011 Hall of Fame for his outstanding contribution to the Australian IT industry. Moheb has spent over 30 years in the Information and Communication Technology (ICT) industry in senior management roles assisting companies grow their business through a focussed and successful partnership methodology. He has delivered channel sales training workshops to over 6,000 people in 15 countries across Asia Pacific, Europe and America.
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The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable growth and channel strategies.
Hosted by iasset.com, the ChannelTalks podcast can also be accessed in video format on our iasset.com Youtube channel.
This podcast updates bi-weekly.
This podcast is available on 6 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Yes, this podcast regularly features guests.
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