ChannelTalks - Why BAU is Costing the Channel

Larry Walsh is a leading advisor in go-to-market strategies for technology executives, channel leaders, and solution providers worldwide. Renowned for his expertise in resolving challenges faced by vendors, distributors, and solution providers, Walsh offers invaluable advice on channel strategies and market trends. He founded Channelnomics in 2010 to deliver clarity, intelligence, and strategic guidance to the technology industry.

Walsh specializes in developing and executing channel programs, disruptive sales models, and growth strategies for companies ranging from start-ups to Fortune 500 organizations. He oversees Channelnomics’ consulting and strategy services, providing channel assessments, program development, executive coaching, and communications support. He is also deeply involved in research and intelligence programs, delivering data-driven insights for improved go-to-market decisions.

Before founding Channelnomics, Walsh was VP of channels and publisher of Channel Insider at Ziff Davis Enterprise, and editor of several technology magazines including VARBusiness, GovernmentVAR, Baseline Magazine and Information Security Magazine. He co-authored “The Power of Convergence,” outlining methodologies for aligning business and technology management.

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As Vice President of Client Relations, Amy Henderson and her team develop relationships by acting as Channelnomics brand ambassadors to industry groups, clients, and partners. Known for her successful track record of growing, re-engineering, and boosting champion partner programs, Amy brings a wealth of knowledge, experience, and energy to Channelnomics.

Amy’s career in the channel spans over two decades, leading various channel alliance and reseller teams. Before joining Channelnomics, Amy worked at Impartner, where she played a key role in evaluating organizations with existing or new Indirect Channel programs. Her expertise in enhancing partner engagement and boosting indirect revenue has been instrumental in her success. She has a proven track record of advising vendors on building and improving their channel and marketing automation platforms, helping them overcome strategic and operational challenges and achieve their go-to-market goals.

Amy’s dedication and achievements in the field have been recognized as she is a 2023 CRN Women of the Channel Honoree. Her passion for the channel matches her love for her alma mater, the University of Alabama, where she graduated in 2003 with a bachelor’s degree in public relations.

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Nick Verykios has been involved with the IT industry for more than 30 years and has successfully blended entrepreneurial ventures with a career spanning marketing, product development, sales, executive/general management and director's duties. As the multi award winning and Industry Hall of Fame inductee, as the CEO of Distribution Central, he steered growth from a start-up business in 2004 to exceed $700 million in revenue in FY 2019, post-acquisition and integration of Arrow Inc.'s ANZ assets.

This tremendous growth cemented Arrow ECS ANZ as one of the largest and most profitable IT&T distributors in the ANZ & APAC regions. Nick managed the successful sale of Distribution Central to Arrow Electronics, Inc. Prior to this, in 1994 Nick founded the IT distributor, 1World Systems Pty Ltd and later, co-directed LAN Systems Pty Ltd, both highly profitable ventures, sold to international IT companies. Both companies were considered to be at the forefront of IT distribution and service procurement with their unique business models further deployed in international companies spanning more than twenty countries. LAN Systems was transformed from a $4m distributor into a highly profitable $160m services organisation in just over five years.

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Scott is a seasoned entrepreneur with more than 30 years' experience building IT companies across Asia Pacific. Scott established iasset.com in 2008 as the world's first global channel ecosystem for the entire supply chain. iasset.com has received numerous awards including CRN's Top 50 Emerging Vendors in 2013 and 2014. Scott was also a founder and Executive Chairman of Distribution Central and oversaw its growth from a five-person staff and $1.7 million turnover to more than 160 employees across two countries with revenues exceeding $520 million. The company is a recipient of numerous awards, including BRW Fast 100 awards, 2009 Deloitte Fast 50 Australia and Deloitte Fast 200 APAC. Prior to acquiring Distribution Central, Scott built MarketEntry (Europe), a business consulting company helping small technology companies reach and manage their growth potential which was acquired in 2004. He also founded LAN Systems Pty Ltd (Australia), which rapidly became the largest network distributor in the region and was acquired in 2000. Scott also co-founded Micro Networks Australia Pty Ltd, which was acquired in 1990.

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