Jay McBain

Principal Analyst, Channel Partnerships & Alliances

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Blog

Channel And Ecosystem Leaders Are Demanding More From Partner Relationship Management (PRM) Solutions

Jay McBain November 9, 2020
As brands increasingly use different types of partners to reach, influence, transact, and retain customers, partner relationship management (PRM) solutions are being asked to serve both traditional and nontraditional channels at a new level of scale and personalization. Managing these growing ecosystems in a consistent, predictable, and productive way is critical to the success of […]
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Blog

The Decade Of The Channel Ecosystem Accelerates With Massive Software Consolidation

Jay McBain October 14, 2020
A couple of years ago, I made the prediction that we were entering the third stage of sales and marketing — the decade of the channel ecosystem. With over 75% of world trade flowing indirectly, I started to sense an influx of investment in and attention on indirect sales by firms in all industries. Looking […]
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Marketplaces Make Their Mark In The Channel

Jay McBain August 20, 2020
Online marketplaces have been around in one form or another for decades. Accelerating the trend is a myriad of factors including changing buying behaviors and demographics, companies shifting to subscription and consumption models, and the rising importance of ecosystems. Put simply, the future business buyer will look more and more like a consumer.
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Channel Reimagines Physical Events, Looking To Reopen Slowly

Jay McBain August 11, 2020
In-person channel events are slowly returning, albeit in a modified form. Expect more of these physical/virtual hybrid events to pop up in the coming months.
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Channel Software Tech Stack 2020 — PRM, TCMA, Ecosystem, Incentives, Channel Data, Learning, Readiness, And Pricing

Jay McBain June 26, 2020
Ecosystems don’t run on spreadsheets anymore. Principal Analyst Jay McBain provides a detailed look at the channel software market and its ability to help drive business and relationships.
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Do Channel Vendors Need Public Relations Anymore?

Jay McBain June 1, 2020
The communications industry is facing a perfect storm of converging forces, from COVID-19 to the rise of influencer marketing and even AI. At Forrester, we research around 10,000 global technology vendors that utilize indirect sales and often get asked about the value of PR in the channel. A trend that is affecting many channel leaders […]
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Blog

Quantifying COVID-19 For The Tech Channel — May 8 Update

Jay McBain May 8, 2020
With COVID-19 still spreading and broad quarantines, shutdowns, and other measures to contain it continuing, it is still impossible to make definitive predictions of its impact on the tech channel. Instead, we are using three scenarios that take into account different recovery start times and shapes of recovery graphs. More detail around these scenarios, tech […]
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Quantifying Coronavirus (COVID-19) For The Technology Channel

Jay McBain March 24, 2020
How will the technology channel be affected by the COVID-19 pandemic? Read a list of likely scenarios and what it could mean for the long-term.
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Blog

Measure What Matters: Unlocking The Power Of Partner Ecosystems Demands Powerful Measurement

Jay McBain March 18, 2020
Legacy metrics don’t reveal the true impact of partner ecosystems. Now more than ever, channel organizations must demonstrate the business impact of their budgets.
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Blog

What I See Coming For The Channel In 2020

Jay McBain January 7, 2020
The ways B2B buyers and sellers transact are changing dramatically. Learn about the shifts ahead in 2020 and beyond.
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Can You Deliver A Great Partner Experience Without Great Onboarding?

Jay McBain November 18, 2019
With the influx of new channel partner types across the ecosystem, moving them quickly and efficiently from recruitment to productivity relies on automated and scalable onboarding technology. Channel leaders can overwhelm new channel partners with too much information that is not relevant to their role or focus. The unfortunate, and too frequent, result is a […]
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Blog

The 64 Best Channel Podcasts Of 2019

Jay McBain November 12, 2019
  If you haven’t listened to a podcast yet, you’re now in the minority.  According to Podcast Insights, 51% of the US population has listened to at least one podcast. Since the first podcast came on the scene in 2004, there are now over 750,000 podcast shows with over 30 million episodes. What’s behind this […]
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Blog

Channel Automation Becomes Table Stakes For Partnership Success

Jay McBain October 22, 2019
Channel professionals want to talk about expanding their partner programs and building broad ecosystems, but the truth is that many of their basic program and channel management processes are still painfully manual and error-prone. Before accelerating their channel program, they need to apply basic automation technologies to get their front- and back-end systems to a […]
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Blog

Channel Marketers Need To Become Community Marketers — Here’s How

Jay McBain August 23, 2019
With Google and numerous ratings sites at their fingertips, why do partners choose communities? During this time of growing electronic ubiquity, the need for trusted and expert sources of information has increased significantly.
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Time To Rethink Channel Incentives And Program Management (CIPM)?

Jay McBain April 1, 2019
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

Jay McBain January 16, 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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Blog

Channel Data Is A Competitive Differentiator

Jay McBain January 11, 2019
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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Blog

Channel Software Tech Stack (2019) — INFOGRAPHIC

Jay McBain November 22, 2018
ALERT!! – The New 2020 Channel Software Tech Stack is now live.       (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 […]
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Blog

Partner Relationship Management (PRM) Comes Of Age

Jay McBain November 2, 2018
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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Blog

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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