Business management


BUSINESS


MANAGEMENT AND THE CHANNEL


Henrik Nilsson, Global Vice President of Partners at Apptio   


T


he channel ecosystem is undergoing a period of dynamic transformation. As technology becomes increasingly complex, businesses


are seeking greater visibility into where investments are being allocated and how teams are driving value. Tis is especially true in an era defined by cloud proliferation, soſtware-as-a-service (SaaS) adoption, decentralised IT procurement and now, AI, of course. Channel partners play an essential role in


helping customers navigate this. However, to stay competitive and truly deliver value, they must also become fluent in the language of technology spend, understanding not only what a solution does, but also its total cost of ownership, return on investment and long-term sustainability. With macroeconomic pressures remaining high, cost transparency has moved from being a competitive advantage to a business necessity.


22 | July/August 2025 For many organisations, the complexity of their


technology infrastructure, spanning on-premises, hybrid, and multi-cloud environments, makes it difficult to assess where money is being spent and whether it supports business priorities. Tracking this information becomes even more complicated with the increased adoption of AI, which is rapidly expanding technical estates. Tis is where TBM can help. It’s a framework that


can help businesses take steps to get a firmer grasp on tech spend, ensuring consistency with the broader business strategy and goals. Businesses increasingly need to know the cost breakdown per product, whether it’s storage, compute, or support. By offering


transparency into tech spend, partners can enhance their go-to- market capabilities and establish lasting customer relationships founded on trust and performance.


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