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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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

In this episode of Changing Channels, Larry Walsh speaks with Tom Evans, Chief Partner Officer at Cloudflare, about how fostering an open, fun, and collaborative culture translates directly into partner success. Evans shares insights from his first year at Cloudflare, where he’s reshaping the company's channel strategy to accelerate growth and increase partner contribution. Learn how Evans cultivates an environment that balances high expectations with genuine enjoyment, promotes diversity of thought, and creates a sense of belonging, even in remote settings. It’s a refreshing look at how channel leaders can build strong, productive teams by making sure that work feels less like a job and more like a community.

Follow us, Like us, and Subscribe! • 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 Tom Evans • LinkedIn: https://www.linkedin.com/in/tomevans2121/

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