Hyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But success requires far more than simply listing products online. New Relic recently surpassed $1 billion in sales through AWS Marketplace, demonstrating what's possible with the right strategy. On this episode of Changing Channels, Larry Walsh speaks with Shannon Batson, Global Director of Cloud Sales at New Relic, about building a successful hyperscaler marketplace business and the lessons learned along the way.

Follow us, Like us, and Subscribe! • Channelnomics: https://channelnomics.com/ • LinkedIn: https://bit.ly/2NC6Vli • X (formerly Twitter): https://x.com/channelnomics

About Larry Walsh: • Bio: https://www.channelnomics.com/about • LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Shannon Baston: LinkedIn: https://www.linkedin.com/in/shannonbbatson/

About New Relic: https://newrelic.com/

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Technology buyers are demanding business outcomes, AI readiness, and measurable value — not just products. To meet those expectations, Lenovo is evolving its channel strategy through Lenovo 360, emphasizing services, lifecycle value, technical enablement, and outcome-based selling.

In this episode of Changing Channels, Wade McFarland, Vice President of North America Channel at Lenovo, joins Larry Walsh to discuss how Lenovo is helping partners grow profitability, attach more services, accelerate AI adoption, simplify engagement, and deliver stronger customer outcomes.

Topics include: • Outcome-based selling and customer success • Lenovo 360 partner program updates • AI-driven opportunities for channel partners • Services-led growth and recurring revenue • Partner profitability and lifecycle services • Technical enablement and skills development • Financing, consumption models, and customer value • Simplifying channel engagement

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

About Larry Walsh: Bio: https://www.channelnomics.com/about LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Wade McFarland: LinkedIn: https://www.linkedin.com/in/wade-mcfarland-9017037/

About Lenovo 360: https://www.lenovopartnerhub.com/

© 2112 Enterprises LLC

#Lenovo #Lenovo360 #ChannelPartners #ITChannel #ChannelSales #PartnerPrograms #OutcomeBasedSelling #AI #ManagedServices #CustomerSuccess #ChannelStrategy #TechnologyPartners

The managed services market is entering a new phase as MSPs confront rising operational complexity, mounting tool sprawl, margin pressure, and increasing customer demands for automation and efficiency. Platform consolidation, workflow orchestration, and AI-driven operations are reshaping how MSPs scale and compete, while vendors race to position themselves as the operational backbone of modern service providers. ConnectWise CEO Manny Rivelo joins Channelnomics’ Larry Walsh on Changing Channels to discuss the company’s ASIO platform strategy, the evolution of the MSP business model, the role of ecosystem integration, and how automation and data-driven operations are redefining the future of managed services.

Follow us, Like us, and Subscribe!

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

About Larry Walsh:

• LinkedIn: https://www.linkedin.com/in/lmwalsh2112/

About Manny Rivelo

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

About ConnectWise

• LinkedIn: www.connectwise.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