Jay McBain

Principal Analyst, Global Channels

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Jay McBain

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Four Reasons Why Reddit Is The No. 1 Social Media Platform For Channel Professionals

Jay McBain August 30, 2018

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

Jay McBain May 2, 2018

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

Jay McBain April 25, 2018

  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

Jay McBain March 22, 2018

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

Jay McBain January 24, 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

Jay McBain November 6, 2017

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 Andrew Bartels Global Market Outlook report here). The low barriers of entry (e.g., technical and cost) the […]

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Office Depot Acquires CompuCom — Is The Third Time The Charm For Retail Diving Into IT Services?

Jay McBain October 4, 2017

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

Jay McBain August 29, 2017

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?

Jay McBain August 16, 2017

[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?

Jay McBain July 21, 2017

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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