Larry Walsh

Watch Out: A New Class of AI Partner Is Emerging Tens of thousands of AI-native consultancies are shaping customer decisions outside traditional partner programs. Vendors that fail to engage them risk missing the next channel model. By Larry Walsh In time... See more

The Channel’s New Mandate: Removing Complexity The channel's future won't be defined by the technologies partners sell but by their ability to simplify increasingly complex customer environments and deliver measurable business outcomes. By Larry Walsh Tec... See more

The Six Roles That Will Define Channel Partner Value - June 22, 2026 - | - Posted by: Larry Walsh - | - Categories: Blogs For years, the channel has talked about strategic selling, managed services, specialization, and ecosystems. AI is turning those idea... See more

6 Forces Reshaping the Channel - June 08, 2026 - | - Posted by: Larry Walsh - | - Categories: Blogs Technology markets are entering a new phase of transformation, forcing vendors and partners to rethink where value is created and how relevance is sustaine... See more

Slow Quoting Is Costing Vendors More Than They Realize - June 03, 2026 - | - Posted by: Larry Walsh - | - Categories: Blogs New Channelnomics research shows that slow, inaccurate quoting is frustrating partners, delaying sales cycles, and putting vendor r... See more