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Channel Software Tech Stack (2019) — INFOGRAPHIC

Jay McBain November 22, 2018

(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

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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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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The Channel Software Stack – A Comprehensive (And Critical) Look At The Future Of The Industry

Jay McBain November 6, 2017

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?

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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Make Each Route The Best Path For Buyers

Mary Shea August 22, 2017

Is your organization considering how to holistically optimize all of its routes-to-market? Curious how other firms are thinking about their direct and indirect selling channels in 2017 and beyond? Forrester’s B2B marketing, sales, and channel analysts have conducted new research that will prove invaluable in the quest to modernize your company’s selling systems and deliver […]

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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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Vendors: Read On To Understand Your Partners' Issues With Cloud

Peter O'Neill August 8, 2013

  Peter O'Neill here with some observations about cloud computing and channel partners. While cloud computing has been a boon for the tech industry in general, for channel partners the story is different. Channel partners have to deal with shrinking product margins, skills shortages, and new competitor types (including tech vendors themselves!).  And the funny […]

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Embedded Connectivity Adds New Spin To Colt's IT Offering

Forrester July 15, 2013

Recently Dan Bieler and I attended a Colt Technology Services analyst day in London. It was great to see a technology services provider who is trying to embrace both disruptive ICT trends and challenges facing enterprise IT. Here is a high level summary of our views from the event: Dan: Colt views its network assets […]

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CHANNEL PARTNERS ARE EMBRACING THE CLOUD IN A BIG WAY – BUT STILL NEED HELP

Forrester May 13, 2013

Channel partners are bullish about their growth prospects. In fact, in a recently conducted Forrester survey in North America (NA) and Europe, 59% of channel partners expect to grow by more than 10% in each of the next two years. However, partners will need help and handholding as they aim for greater sophistication and higher […]

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Colt revamps its channel approach – have they missed a trick?

Dan Bieler April 10, 2013

This week, Colt launched its Ceano cloud services for SMBs with a particular focus on the reseller channel that actually services these businesses. As this announcement combines the business strategy of a telco provider with an innovative channel strategy, Forrester analysts Dan Bieler and Peter O’Neill have again combined (as in their previous blog on […]

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Vendor Channel Leaders And Their Challenges In Asia Pacific

Forrester March 11, 2013

Last week, Forrester hosted a channel roundtable in Singapore on the evaluation of channel models in Asia Pacific. The goal was to create a common platform for tech vendor senior channel executives and Forrester analysts to discuss key changes faced by the channel leaders and how best to adapt to them. The briefing was attended […]

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Marketing Mondays: January 14th, 2013

Forrester January 14, 2013

  Hello Fellow B2B Marketers, this weekly blog post highlights our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you can expect in the coming weeks. Kick off your week here every Monday to get a burst of support for your professional success. Forrester hosts its Sales Enablement Forum in Scottsdale, Arizona, […]

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Cisco Partner Velocity 2012: Leveraging Marketing Enablement As A Differentiator

Forrester March 8, 2012

Cisco’s annual partner marketing conference, Partner Velocity, wrapped up in Las Vegas last week. Two hundred and thirty-five partners from 24 countries were in attendance to witness Cisco’s recently appointed VP of global partner marketing, Amanda Jobbins, sing her heart out during the closing ceremony. I can confidently confirm that she passed her trial by […]

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Emerging Asia Will Be A Hotbed For ICT Sector M&A Throughout 2012

katyayan_gupta March 1, 2012

In their Asia Pacific Tech Market Outlook For 2012 report, Andrew Bartels and Frederic Giron show that government and business IT spending in the emerging markets of Asia (including China, India, and the ASEAN countries) will reach US$180 billion in 2012, growing by roughly 13% over 2011. While emerging Asia’s IT spending is surging this […]

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