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Something has shifted in how enterprise security gets bought, and I do not think the channel has fully caught up with it yet.

Palo Alto Networks, CrowdStrike, Snowflake, these are not simple or lightweight vendors. They have sophisticated direct sales motions, large enterprise field…

Every channel event I have been to this year has the same conversation on the main stage. Net new logos. Landmark transactions. The race to move the biggest percentage of revenue through marketplace. The numbers are real and the momentum is genuine. But there is a different conversation…

In my last post I mentioned almost in passing that AWS launched a conversational AI interface at re:Invent that lets customers discover and evaluate solutions using natural language. I want to come back to that, because I think it is one of the most significant signals of where enterprise…

Following my recent interview with Doug Woodburn at IT Channel Oxygen, I had a number of people reach out, some to agree, some to offer a different view and a few to add angles I had not fully considered. That kind of response is always the most useful and it got me thinking harder about the…