Jay McBain
Principal Analyst, Channel Partnerships & Alliances
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Time To Rethink Channel Incentives And Program Management (CIPM)?
Channel incentives are used to improve indirect sales performance, orchestrate partners’ behavior, and engender channel loyalty. For decades, channel professionals have used channel incentives to drive behavior, whether establishing new behaviors, suppressing old ones, or repositioning partners for a new opportunity. Incentives are also effective in masking deficiencies in business value propositions. Channel incentives and […]
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What I See Coming For The Channel In 2019
We have seen more disruption in the channel in the past 18 months than we saw in the past 37 years combined. As a review, here were my 2018 predictions. 1. Private equity will continue its sweep of the channel software space, creating some unicorns along the way. Verdict: As mentioned in the […]
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Channel Data Is A Competitive Differentiator
Leverage Channel Data To Give Partners A Better Experience: Winning In The Channel Requires Data-Driven Program Innovation Brands that provide an enhanced partner experience grow faster than their peers, are more profitable, and drive higher customer satisfaction and retention downstream. Smart channel professionals are looking at data across the partner journey as a […]
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Channel Software Tech Stack (2019) — INFOGRAPHIC
(CLICK FOR HIGH RES) The channel technology stack is a group of technologies that brands leverage to manage and improve their indirect sales processes and partner programs. Often, the focus of channel technologies is to make difficult processes easier, automate workflows, measure multi-tier activities, and drive more efficient spending, coverage, and partner communication. The channel […]
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Partner Relationship Management (PRM) Comes Of Age
Maturing Into A Horizontal Channel Management Platform Aligned With CRM and Marketing Automation Channel and alliance leaders are known to be good jugglers. With the average partner program containing over 90 distinct components, encouraging channel growth while mediating conflict is a complex undertaking. Partner relationship management (PRM) connects the dots between partner planning, recruitment, onboarding, […]
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Four Reasons Why Reddit Is The No. 1 Social Media Platform For Channel Professionals
As of June 2018, Reddit surpassed Facebook to become the US’s most-visited social media platform.[1] And it’s the US’s third-most-visited overall after Google (No. 1) and YouTube (No. 2) and ahead of Facebook (No. 4) and Amazon (No. 5). Furthermore, Reddit users on average spend twice as long on Reddit (more than 15 minutes) as […]
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Dell’s Channel Religion Will Be Tested Moving Forward
It was 11 years ago this week that Michael Dell penned the infamous memo declaring that Dell’s crown jewel (direct channel business) was a revolution, not a religion. The very thing that anchored its messaging and competitive advantage over the first 15 years was not an absolute. Back then, it was a lesson in customer […]
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Through-Channel Marketing Represents The Third Stage For Sales And Marketing Leaders
Over the past few decades, sales and marketing leaders have been transforming themselves into predictable, data-driven business units. The CRM stage started in the 1990s and accelerated quickly a decade later with lower-priced cloud offerings. The marketing automation stage began to grow exponentially around 2008 and has reached critical mass in its first decade. […]
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IBM Channel Looking To Boost Pace Of Partners’ Transformation
PartnerWorld kicked off in Las Vegas yesterday and, for the first time, colocated with IBM’s Think main event. The 1,000-plus partners who packed the MGM Grand Arena heard some great messaging around simplified programs, reduced contractual requirements, and a direct sales team who was finally getting channel religion delivered through its paychecks. In the hallways […]
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What I See Coming For The Channel In 2018
1. Private equity will continue its sweep of the channel software space, creating some unicorns along the way With blockbuster mergers on the channel partner-facing side like Autotask-Datto and on the vendor-facing side such as Relayware-Zift, we are seeing a new trend where point solutions across different categories are combining to create a more holistic, […]
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The Channel Software Stack – A Comprehensive (And Critical) Look At The Future Of The Industry
NOTE: This is last year’s channel tech stack. Check out the new 2019 Channel Tech Stack here. There has been an explosion of software vendors in the past 10 years. In fact, it has been the fastest-growing segment of the technology industry and a big driver of digital transformation across all 27 industries. (Check out […]
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Office Depot Acquires CompuCom — Is The Third Time The Charm For Retail Diving Into IT Services?
As Yogi Berra said, “It’s déjà vu all over again.” Office Depot announced the $1 billion acquisition of CompuCom yesterday, which is a strong pivot into IT services for the 31-year-old retailer. The deal adds 11,500 employees — including 6,000 licensed technicians — and a database of millions of end clients to Office Depot’s 1,400 […]
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Are Your Partner Channels Still Relevant? Invitation To Forrester’s B2B Forum
The shift in technology buying trends favoring line-of-business (LOB) leaders is having a significant impact on traditional partnering, reselling, and value-added services. With business buyers now leading or influencing 65% of new technology projects, partner business models that we built around product sales are struggling to stay relevant. Business leaders do not have the patience […]
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Do You Want To Be A Channel Chief?
[begin sarcasm] The head of indirect channels for an organization is the best job an individual could hope for! Traveling the world to glorious destinations, hosting parties and galas for partners, spending millions of dollars in marketing funds, and striving to drive more boondoggles than last year — all while not being held accountable […]
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Does Your Channel Run In A Silo?
I have spent my entire career in the channel. With 75% of world trade flowing through indirect channels according to the World Trade Organization, I’m always interested in seeing how businesses organize, manage, and execute their partner and alliance programs. We know that B2B marketers have been working to break down silos for years to […]
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