Author: Channel Dynamics

Channel sales is surging in importance as companies seek faster growth with lower overhead. In fact, more than half of B2B companies report increased revenue from channel partnerships, and channel sales account for roughly 75% of global sales. Yet despite its potential, maximizing channel sales performance in 2025 comes with new challenges. Buyers demand seamless, … Continued

Earlier this week, I had the opportunity to moderate a panel at ARN EDGE 2025 on the dark art of MDF (Marketing/Market Development Funds) with four industry experts – Ashleigh Vogstad (CEO, Transcends), Patrina Kerr (Managing Director, Fabric Brand Partners), Brad Clarke (Founder, Channel Guru) and James Davis (Chief Strategy Officer, The TSP Advisory). We … Continued

The global technology landscape is undergoing significant shifts, propelled by fast-moving innovations in technologies. These are exponentially increasing demand for computing power, capturing the attention of management teams and the public, and accelerating experimentation. These developments are occurring against a backdrop of rising global competition as countries and corporations race to secure leadership in producing … Continued

Earlier this year, an article appeared in The Wall Street Journal titled “Everyone’s talking about AI agents. Barely anyone knows what they are.” It began with the premise that ‘Agentic’ is the biggest buzzword in Silicon Valley, but tech companies and enterprises lack a common understanding of its meaning. So what exactly do we mean when we … Continued

Building and managing a partner ecosystem has always been complex, but as AI becomes more embedded in business strategy, traditional approaches to partnerships often fall short. As companies grapple with higher customer expectations and increased competition, there’s growing pressure to make partnerships more intelligent, data-driven, and predictive – moving beyond gut feel to real insight … Continued

Bill Gates once said: “Most people overestimate what they can achieve in one year and underestimate what they can achieve in ten years.” So what happens when someone tries to predict 30 years into the future? In 1995, the BBC’s Tomorrow’s World program dared to predict what the year 2025 would look like, envisioning everything … Continued

It’s the start of a new year, and what does that mean… predictions, predictions, predictions! As with every year, the analysts try to forecast what’s in store for the 12 months ahead. For a lot of companies in the IT sector, 2024 was a challenging year, and I’m sure many are looking forward to 2025 … Continued

I am constantly surprised when I hear someone being described as an excellent sales person because they have the gift of the gab. Because for me, selling isn’t about talking, but about being curious. In this short video, Colleen Francis from Engage Selling breaks down why the real secret sauce isn’t in what you say, … Continued

As organizations continue to adopt generative AI (genAI) tools and platforms to create efficiencies and boost worker productivity, they’re also grappling with the high costs and complexity of the technology. In particular, the foundation of genAI – large language models (LLMs) – can be massive. But a quieter revolution is brewing: small language models (SLMs). … Continued

For the IT channel, AI holds great potential, but it has some downsides that are inevitable to all new technologies. This article from CompTIA offers invaluable insights into how artificial intelligence is reshaping the IT channel. It aims to provide MSPs/solution providers with a deeper understanding of the transformative potential of AI, from enhancing customer experiences … Continued