Channel Leaders
Scaling Channel Incentives: How to Expand Coverage Without Losing Control of Complexity
Channel incentive programs often fall into a complexity trap due to copy-paste thinking when expanding across regions, partner tiers, markets, or solution categories. This article analyzes five common scaling mistakes and provides five key elements for scalable design, helping enterprises drive effective growth while maintaining flexibility.
Fortinet Joins Forces with Exclusive Networks and TD Synnex to Resolve Cross-Border Security Transaction Challenges
In mid-July, Fortinet unveiled a global distribution framework, naming Exclusive Networks and TD Synnex as its two distributors to simplify cross-border transactions. The framework offers partners a single operational point of contact while accommodating local billing, compliance, and support needs in each market. The two distributors have each deployed centralized support models: TD Synnex coordinates cross-regional transactions and expands its business in Europe and Asia, while Exclusive Networks provides localized services through a global transaction desk covering more than 90 countries. Fortinet stated that this initiative aims to reduce administrative and cross-border complexities, accelerate deal closure, and boost partners' confidence in international operations.
Channel partners have a large amount of idle market development funds, and the reason is a mystery
At Omdia's London channel transformation event, it was pointed out that most channel partners fail to fully utilize market development funds (MDF) and cannot measure their return on investment. Research shows that over 40% of partners are unclear about which MDF-supported activities have the greatest impact, while nearly 90% believe marketing activation is crucial to strategic supplier relationships, but over half feel supplier support is insufficient. Marketing capability is becoming a new competitive advantage in the channel.
Silent Push Appoints Chief Revenue Officer, Pursues Partner-First Strategy
Silent Push has appointed Kirk Appelman as Chief Revenue Officer, who brings 25 years of technology sales experience and will prioritize optimizing the company's newly launched partner program to drive sales growth.
Technology Service Distributors Expand Cybersecurity Vendor Models
Technology service distributors (TSDs) are piloting collaborations with cybersecurity software vendors to meet partners' and customers' demand for a broader vendor list and service models. This trend marks the transformation of the TSD market from traditional telecommunications distribution to technology distribution, but faces challenges such as commission models, channel management, and service continuity.
Channel partners' share of global IT spending falls below two-thirds
Omdia's latest analysis shows that the proportion of global IT spending through channel partners is declining year by year, from 69% last year to 65% this year, and is expected to be 63% next year. Despite the reduced share, partners' influence is still growing, with the talent shortage in the AI field becoming a major challenge.
TD Synnex CEO: Hardware to Become Channel Growth Engine Again Amid Rising AI Token Costs
TD Synnex CEO Patrick Zammit says rising AI token costs are driving enterprises back to on-premises deployment, and hardware is expected to become a channel growth driver again. The company's fiscal 2025 revenue exceeded $62.5 billion, and it has stockpiled inventory in advance to address chip shortages.
Accenture accelerates its expansion into the mid-market with M&A as a driving force
Last month, Accenture established an independent business unit, Accenture Edge, focused on the mid-market. Through a series of acquisitions to integrate resources, it targets an opportunity of approximately $240 billion and leverages AI and platform-based services to enter this customer segment that was previously difficult to cover.
Lumen confirms layoffs in commercial organization
Lumen Technologies conducted layoffs within its commercial organization in early July, including approximately 90 people in the global partner solutions team, stating that the move is to align the workforce with business needs and strategic focus, while shifting business emphasis from voice to network-as-a-service and the Alkira product portfolio.
Telecom operators overlook the value of managed service provider partnerships
Telecom operators often underestimate the critical role of managed service providers (MSPs) in SME technology decisions when building AI-driven digital marketplaces and partner ecosystems. Beyond Now CEO Angus Ward points out that operators need to shift from a "sales channel" mindset to a "strategic partner" mindset, valuing the "last mile" value of MSPs in solution integration and customer trust.