ChannelEyes Sneak Peak

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The first secure, social network for Suppliers and their Channel Partners to use everyday. It’s kind of like Facebook, but instead of friends – it’s a filtered group of Vendor feeds on a Social Wall.

Technology Business

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“a ridiculously simple and secure
way to engage your channel”

» Increase participation in
» Cut through Channel
Channel Programs
Program noise and clutter
» Expand and securely
» Filtered - all in one place
engage deeper into your
Channel
» Improved level of
engagement and timely
» Measure behavior and
feedback
effectiveness

“a ridiculously simple and secure
way to engage your channel”

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Focused communication by
audience and user types

In this session, Paul Fremantle - CTO of WSO2, and Asanka Abeysinghe - Architect, will look at how the WSO2 ESB supports the FIX protocol and examine scenarios linking FIX systems into the wider enterprise with a FIX enabled ESB. Building on the QuickFix/J project, the WSO2 ESB is the fastest Open Source ESB with built-in support for financial industry messaging. This session will outline the benefits of FIX integration, together with some example scenarios showing how the WSO2 ESB can add value to your FIX network.

The Privatization Story

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Plateforme ag 27 mai 2011 ppt jmPlate-forme d'action santé et solidarite

Ecosystem Week - Canalys - Jay McBain - 6.21.22.pptx

Jay McBain

We are now firmly in the subscription era. Driven by changing customer behavior and software (powered by the cloud) eating the world, and accelerated by the pandemic, most technology vendors have either committed to or made significant strides to transform their business models. Subscription and consumption business models are an effective hedge against the current macroeconomic uncertainty. The models look to build a stable base of recurring customers and create predictable revenue that vendors can plan for (and enrich) in the future. Benefits include exponential growth potential, when gaining new subscribers, and attaining greater than 100% retention of current revenue. Successful subscription businesses achieve more efficient and manageable growth. Without the need to hit the reset button each quarter, vendors and partners can benefit from increased business agility. The new and never-ending customer journey can logically be divided into three steps: getting the customer to the dance (vendor selection), getting them up on the dance floor (initial purchase) and keeping them dancing all night long (retention and enrichment). Large vendors are committing to subscription and consumption models In addition to cloud IaaS, PaaS and SaaS companies that built their models as subscription, consumption, product-led growth (PLG) or value-based, we have seen a full commitment by the largest hardware companies in the world. Cisco announced Plus in March 2021, followed shortly after by Dell announcing Apex. Lenovo announced TruScale in September 2021 and the company it acquired its PC and infrastructure businesses from, IBM, spun out its infrastructure services business into Kyndryl and committed to a full multi-cloud, hybrid cloud and AI-focused recurring model. HPE started a pay-as-you-go model in 2006 and continued to develop what became the GreenLake announcement in late 2017, largely direct focused. Having a multi-year head start over its rivals, HPE was able to create a successful channel program (with some notable early bumps in the road) and recruit subscription-friendly partners as a first mover. GreenLake has now delivered three straight quarters of triple-digit growth, even outpacing the growth of supercharged IaaS leaders AWS, Microsoft Azure and Google Cloud. Suffice it to say, many customers and partners are ready for the subscription era. For those vendors looking to embrace that model, here is how to successfully build channel ecosystems to drive subscription and consumption models: 1. Channel programs must change from recognizing/paying at the point of sale to recognizing/paying at the point of (partner) value For over 40 years, channel programs and the underlying technology have been designed to drive the sales motion. Enabling resellers, MSPs, distributors, retailers, dealers and agents to more frictionlessly market and sell products at scale was the goal of every channel leader.

The Canadian Channel Chiefs Council (C4) is hosting a first of its kind webinar on a topic that has become the most hotly debated area in the channel today: deal registration. Taking place on Dec. 13th at 1 PM ET, the webinar will feature noted channel professional Jay McBain of ChannelEyes to outline what the future holds for deal registration programs in light of the recent announcement by Salesforce.com on its new Einstein tool. Einstein is an artificial intelligence tool that promises to take all the data that organizations have dutifully been capturing to their CRM for years and put it to good use, at first making recommendations about what leads sales reps should call first, or what personalization path is most appropriate for a marketing campaign. McBain, who was a channel executive at Lenovo and with AutoTask, intends to provide the audience of this webinar new information on how artificial intelligence and machine learning is going to impact the channel. He believes tools such as Einstein are an exciting new thing that’s going to rapidly change the way vendors look at deal registration today. McBain’s ChannelEyes organization works to provide real-time sales intelligence for channel professionals. But Einstein is not the only topic of discussion for this webinar. McBain also plans on unveiling new strategies on deal registration for those who are still developing their channel structure and programs. He also has ideas for what to do in terms of conflict resolution and the rules of engagement when it comes to deal registration. McBain also plans on answering questions from channel chiefs and other channel professionals at the webinar.

Future IT Channel and Alliances Trends

Jay McBain

Channel Focus (Baptie) Webinar. seemingly every day - driven by technology, economic challenges and customer behavior. Combine this with an unprecedented demographic shift coming in the next few years, and the job role of the Channel Professional will radically shift - both inside the organization and out. Jay McBain will explore what this demographic shift means, as well as predict what Channel Management will look like when there are more vendors in the world than partner

5 Channel Trends You Should Be Planning for Today - Ingram Cloud Summit 2016

Jay McBain

Speaker: Jay McBain The pace of change in the indirect sales world has been mind-numbing over the past few years. There are new business models and partner types popping up seemingly every day - driven by technology, economic challenges and customer behavior. Combine this with an unprecedented demographic shift coming in the next few years, and the job role of the Channel Professional will radically shift - both inside the organization and out. This session will explore what this demographic shift means, as well as predict what Channel Management will look like when there are more vendors in the world than partners.

How to Become a Best in Class Cloud Provider - Ingram Cloud Summit 2016

Jay McBain

Almost every solution provider and MSP today are offering an array of cloud technologies to their customers. As the cloud matures, forward-thinking providers have begun to figure out highly profitable niches and start to target very industry and segment specific opportunities that drive lucrative, referenceable and repeatable business. What differentiates the best providers from the rest? Understanding the intersection points of vertical and horizontal solutions along with building defendable intellectual capital are blurring the lines between the traditional vendor/partner relationship. With 70% of buying power now residing in the lines of business, successful providers have evolved their business models and sales/marketing strategies to take advantage of this shifting world.

Association of Strategic Alliance Professionals (ASAP) - Five Future Channel ...

Jay McBain

The pace of change in the indirect sales world has been mind–numbing over the past few years. There are new business models and partner types popping up seemingly every day – driven by technology, economic challenges and customer behavior. Combine this with an unprecedented shift in the makeup of the IT channel and the relationship between vendor and partner coming in the next few years, and the role of an alliance or channel professional responsible for maximizing this relationship will radically shift — both inside the organization and out. Our presenter, a well–known thought leader and IT futurist, explores what this shift means for partner managers and predicts what Channel Management will look like when there are more vendors in the world than partners. Gain insights to: Evaluate who your partners should be as the shift takes hold Adapt your program to the new reality of the shifting relationship between vendor and partner Grow your abilities to take on the brave new world of channel management

Managing Indirect Channels - Webinar for ASAP Association

Jay McBain

ChannelEyes Mobile-first Candy Platform

Jay McBain

ChannelEyes Introduces OPTYX - The First Sales Workflow Product for Channel A...

Jay McBain

OPTYX is the first workflow tool purpose-built for channel account managers and the indirect partner sales channel. OPTYX not only improves overall channel management and makes channel managers more productive, but it allows them to increase partner coverage and drive more revenue through their channel programs. How does OPTYX work? OPTYX gathers transactional data from your Salesforce CRM as well as additional partner intelligence from various external sources – such as Dunn & Bradstreet, Mention, News wires, Twitter and others – and then leverages an analytics engine to produce partner specific alerts & notifications, actionable tasks, channel health scores, standardized partner reports, and much more. Using data science to deliver this level of functionality, OPTYX will increase channel manager productivity and overall partner coverage to drive more revenue from your channel program.

The Magic Behind the ChannelEyes Indirect Channel Sales Platform

Jay McBain

ChannelEyes is the world’s largest channel acceleration platform for vendors to connect with their partners. We power most of the indirect channel mobile apps on iOS and Android today. The platform drives better real-time communication, new ways to engage, and dozens of purpose-built channel modules that increase partner loyalty and revenue. This is backed by a deep set of analytics and an easy to use content system. Learn more at: http://channeleyes.com/

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Infographic: Guide to Technology Tradeshows

Jay McBain

Some technology professionals choose one or two events to attend for the year, while others log tens of thousands of miles criss-crossing the globe in search of additional visibility and leads. On average, there are 4 shows running everyday – 7 days a week – for the entire year. Yes, 1,593 major tradeshows and conferences! This doesn't include regional meetings, roadshows and other city-to-city events that companies, magazines, associations and peer groups host. Most road warriors have a sense when busy season is and how many times they trek through McCarran Airport per year.

Are you making these 14 Channel Marketing Mistakes? - ChannelEyes Webinar

Jay McBain

It doesn’t come as a surprise to Channel Professionals that things are changing faster than ever across the partner ecosystem. A perfect storm of new technologies, transforming business models, rapidly evolving competition, consumerization and economic forces have fundamentally changed the traditional supplier/partner relationship. Not only are things moving much faster, the relationships have become significantly more complex. Ten years ago, a solid email, portal, phone, advertising and events strategy was all that was needed to communicate effectively to partners and customers. Today we have more than 30 marketing vehicles in play, and the level of noise and clutter is, at times, out of control. Most of us were taught to measure ROI and then focus on the top 2-3 things that drive results. The problem is that these 2-3 things aren’t working the way they used to: Email newsletters aren’t getting opened or clicked thru. Beyond the usual suspects, webinar and tradeshow traffic is dropping. Advertising, whether print or digital is not having the same impact as years ago. Portal traffic is at an all-time low – partners just aren’t coming in the same numbers. While every situation is different – the following 14 Channel Marketing Mistakes are common throughout our industry: Not utilizing new automation tools for Email & Newsletters Too reliant on the Partner Portal for communication Not taking advantage of Communities Too focused on the home run Expecting too much from social Not having or sticking to an editorial calendar Producing too much boring or sales-related content Under-utilizing the media Thinking Direct Mail is too expensive Segmenting Partners into Revenue Tiers Only Expending too much effort on Partner Recruitment Underperforming Tradeshows Renewing tactics year to year without justification Not taking advantage of Mobile

How Disruptive Technologies Drive Innovation in the Channel

Jay McBain

Speaker: Jay McBain, Co-Founder, ChannelEyes A look at disruptive technologies such as the internet of things, pervasive computing, consumerization, connected advertising and marketing, smart factories, intelligent traffic management, parking space management, waste management systems, smart electricity grids, smart water systems and smart warehouses will drive future profit and innovation for the technology channel. The latest numbers on BYOD, BYOA and 7 futurist predictions on what the next 10 years will bring for the IT industry.

ChannelEyes Technical Whitepaper

Jay McBain

ChannelCandy is a custom branded mobile app designed for Vendor, Distributor and Associations to deliver Channel highlights, company news and sales tools into the hands of Channel Partners. Developed by the team at ChannelEyes, it is reinventing Channel communication for leading firms in our industry. ChannelCandy runs on iPhone, iPad, Android as well as all mobile web enabled platforms such as BlackBerry, Windows and the PC Web Browser. The mobile app delivers an innovative way to drive: Channel Sales Enablement – Deploying the tools and resources necessary to make your Channel act as an extension of your own sales team. Vendors can even send motivational messages to drive the sales cycle forward! Channel Education – Publishing rich media such as videos, whitepapers, case studies and certification courses, Vendors can raise the level of knowledge and capabilities of their Partners. Channel Incentives – Partners admit that they leave money on the table because they don’t regularly stay up to date. With a mobile app, they can set alerts and be notified each time a new incentive is launched. Channel Tools – by customizing the app with external tools such as configurators, calculators, quoting tools, deal registration and product information, Vendors will drive better sell-thru, stronger options and accessories attach, as well as more robust program participation. Technical Updates – keep your Channel Partners up to date with tech bulletins, service fixes and other critical updates in real-time. Technicians can customize the app to receive push notifications and collaborate with other members of the community, leveraging the wisdom of the crowd.

ChannelCandy Whitepaper

Jay McBain

The Cloud and Mobility Pivot - How MSPs can retool for the next 5 years

Jay McBain

The Managed Services model continues to grow and evolve. This presentation makes the case for building a cloud and mobility practice on top of the recurring revenue MSP model to drive success over the next 5 years. Supported by data from CompTIA, the cloud and mobility opportunity is very real in all customers segments and industries. The Channel is well positioned to take advantage of the consulting, policy and compliance services as well as the ongoing management and infrastructure needs of this emerging opportunity.

ChannelEyes - the single place to follow the Channel

Jay McBain

ChannelCandy - Mobile Branded App for IT Channel Vendors

Jay McBain

The latest sneak peek into ChannelCandy. ChannelCandy is a custom branded mobile app designed for the Vendor community to deliver Channel highlights, company news and sales tools into the hands of Channel Partners. Runs on iPhone, iPad and Android devices. It comes from the team at ChannelEyes - the next generation communication and engagement platform for vendors and their Channel Partners to connect every day. It delivers relevant channel program highlights over a secure network making it simple to engage with the entire channel, targeting the right people with the right information at the right time.

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