Jay McBain

Principal Analyst

Forrester Bio

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Top 59 Global IT Channel Media Outlets — What MSPs, MSSPs, Resellers, Integrators, And IT Consultants Read

Jay McBain September 2, 2021
Out of the 14 different spheres of influence that we track at Forrester, the channel industry trade press ranks near the top. Smart vendors and distributors know that the magic of finding, influencing, recruiting, enabling, and nourishing a top-performing channel boils down to three simple questions about partners: What do they read? Where do they […]
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Top 143 Social Media Groups For MSPs, VARs, And Tech Channel Professionals

Jay McBain July 8, 2021
The channel is very large, highly diverse, and incredibly decentralized. Channel partners know that to be successful, they need to carve out a niche — whether that be by line of business, by industry (and, increasingly, by subindustry), by size of customer, geographically, technologically, and by business model. These six vectors are not mutually exclusive, […]
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The 100 Best Channel Podcasts Of 2021

Jay McBain April 29, 2021
With more than 2 million podcasts available how do you find the best channel podcasts? Forrester's Principal Analyst Jay McBain has you covered. Check out the list of the best 100 channel podcasts of 2021.
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Are Distributors The Future Of Distribution?

Jay McBain February 24, 2021
I made a prediction in January of 2018 that IT distributor disruption would continue. It was obvious that industry consolidation was accelerating, major distributors were diversifying, and private equity was getting more interested in transforming the industry. In the second half of last year, the two largest global IT distributors were acquired by private equity, […]
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What I See Coming For The Channel: 2021

Jay McBain January 21, 2021
  Last year ended up being a tale of two cities for the channel. On one hand, customers and governments recognized partners as an essential service and central to their ability to rapidly respond to a worsening pandemic early in the year. With catlike reflexes, the IT channel emptied the laptop supply chain and became […]
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Channel Software Tech Stack 2021

Jay McBain January 12, 2021
^CLICK IMAGE FOR FULL SCREEN^ The channel software stack comprises a group of technologies that help companies develop, design, and execute plans to find, recruit, onboard, develop, enable, incent, co-sell with, manage, measure, and report on partners. Delivering automation of indirect sales processes, workflows, and partner programs, channel software is becoming increasingly critical to a […]
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How Did I Score On My Channel Outlook For 2020?

Jay McBain January 8, 2021
In what was one of the most challenging years for many of us, the channel experienced more change in 2020 than in the past 39 years combined. Revisit our 2020 channel predictions, and see which of our calls proved true, which accelerated, and what it means for 2021. That being said, many of the calls that I did make not only became true but accelerated due to COVID-19. That being said, many of the calls that I did make not only became true but accelerated due to COVID-19.
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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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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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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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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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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
ALERT:  NEW 2021 VERSION NOW AVAILABLE HERE: https://www.forrester.com/blogs/the-100-best-channel-podcasts-of-2021/     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 […]
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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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