The channel is widely regarded as the most effective way for technology vendors to cover the total addressable market, enabling broader customer reach, deeper penetration into specialized segments, and more profitable growth. Yet persistent doubt remains—from boardrooms to field sales—about the true contribution of partners. That skepticism is rarely philosophical; it is rooted in attribution. When vendors lack clear, agreed-upon methods for measuring impact, linking partner activity to outcomes, and crediting success, the value of the channel becomes difficult to defend. In this episode of Changing Channels, Larry Walsh is joined by Joe Sykora, CEO of Coro Cybersecurity, and Frank Rauch to examine why attribution remains one of the channel’s most enduring—and consequential—challenges.

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 Frank Rauch • LinkedIn: https://www.linkedin.com/in/frankrauch/

About Joe Sykora • LinkedIn: https://www.linkedin.com/in/joesykora/

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

Artificial intelligence is radically transforming how businesses and individuals operate, eliminating mundane tasks, driving operational efficiency, and unlocking new sources of value. In the technology channel, AI is reshaping the go-to-market relationship between vendors and partners by automating processes, improving collaboration, and introducing new products and services that help offset the effects of commoditization. Partners are under pressure to find new accretive and attached offerings to sustain profitability and growth, and few companies are responding to this opportunity as aggressively as ServiceNow. The company has evolved from embedding AI into its platform to incorporating it across its partner management systems and integrating AI agents from other vendors to expand its value proposition. ServiceNow’s channel organization is using AI as a guiding principle, rethinking engagement models, redefining partner roles, and even mandating that every member of its partner team be fluent in AI concepts and capabilities. Michael Park, senior vice president of global partnerships and channels at ServiceNow, joins Larry Walsh to talk about what it means to have AI fluidity in the channel.

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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 Michael Park

• LinkedIn: https://www.linkedin.com/in/michael-park-59519b21/

About ServiceNow

• LinkedIn: https://www.servicenow.com/

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 sits down with Olivier Zieleniecki, Global Vice President of Worldwide Partners at MongoDB, to discuss how the database innovator is redefining partner collaboration in the era of artificial intelligence. Zieleniecki explains how MongoDB’s ecosystem strategy has evolved from product enablement to outcome-driven partnership, emphasizing joint innovation and solution development over transactional resale. He details how MongoDB empowers its partners to build generative AI applications, integrate with leading platforms, and deliver measurable business results for customers. From the company’s “AI factory” framework to its focus on quality over quantity in partner engagement, Zieleniecki shares how MongoDB is aligning its technology, resources, and ecosystem around a single goal — helping partners and customers turn data into action.

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 Olivier Zieleniecki

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

About MongoDB

• LinkedIn: https://www.mongodb.com/

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