In this episode of Changing Channels, Larry Walsh sits down with Jason Beal and Justin Crotty of Exclusive Networks to explore how the cybersecurity-focused distributor is carving out a distinct role in a market dominated by broadline distributors. Beal and Crotty discuss why they returned to distribution after senior vendor roles, the unique services Exclusive Networks offers across the customer and channel lifecycle, and how they help vendors and partners navigate the crowded cybersecurity landscape. From emerging vendor incubation to white-glove engineering support, they explain how Exclusive Networks aims to become as well-known in North America as it is globally, by addressing churn, accelerating adoption, and delivering value where traditional distributors often fall short.

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About Larry Walsh:

• LinkedIn: / lmwalsh2112
• X (formerly Twitter): / lmwalsh_cn
• Bio: https://channelnomics.com/team/larry-...

About Jason Beal

• LinkedIn: https://www.linkedin.com/in/jasonbeal/

About Justin Crotty

• LinkedIn: https://www.linkedin.com/in/justincrotty/

About Exclusive Networks

• LinkedIn: https://www.exclusive-networks.com/usa/

Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC

Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. 

© 2112 Enterprises LLC

The channel exists to extend a vendor’s reach and capabilities through partners, opening access to markets and revenue streams that would otherwise be out of reach. Building and running programs that enable those partners, however, rests heavily on how well performance and sales data are understood. While most agree that channel data management is critical, the practices for collecting, analyzing, and applying that information often fall short.

In this episode of Changing Channels, Bill Rainey, vice president of global channels at Milestone Systems, joins Channelnomics’ Larry Walsh for a conversation about the discipline of data in the channel. Together, they explore the importance of gathering accurate information, the challenges of interpreting it, and how thoughtful analytics can guide program decisions and ultimately drive stronger partner results.

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• Channelnomics: https://channelnomics.com/
• LinkedIn: https://bit.ly/2NC6Vli
• X (formerly Twitter): / channelnomics

About Larry Walsh:

• LinkedIn: / lmwalsh2112
• X (formerly Twitter): / lmwalsh_cn
• Bio: https://channelnomics.com/team/larry-...

About Bill Rainey

• LinkedIn: https://www.linkedin.com/in/billrainey/

Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC

Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. 

© 2112 Enterprises LLC

In this episode of Changing Channels, Larry Walsh speaks with Nina Harding, Corporate Vice President of Americas Global Partner Solutions at Microsoft, about how artificial intelligence is reshaping the channel landscape. From internal adoption of Copilot—Microsoft’s flagship AI tool—to the rise of AI-native partners, Harding shares how Microsoft is enabling its vast ecosystem to innovate faster, streamline operations, and deliver meaningful customer outcomes. Together, Harding and Walsh explore the growing importance of data readiness, partner-to-partner collaboration, and preserving the human element in AI-driven transformation—offering valuable insights for anyone navigating the evolving channel model.

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• Channelnomics: https://channelnomics.com/
• LinkedIn: https://bit.ly/2NC6Vli
• X (formerly Twitter): / channelnomics

About Larry Walsh:

• LinkedIn: / lmwalsh2112
• X (formerly Twitter): / lmwalsh_cn
• Bio: https://channelnomics.com/team/larry-...

About Nina Harding

• LinkedIn: https://www.linkedin.com/in/nina-harding-microsoft/

Changing Channels is a production of Channelnomics, a brand of 2112 Enterprises LLC

Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. 

© 2112 Enterprises LLC