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

1. Five Channel
Trends to Plan for
Today
Jay McBain jaym@channeleyes.com jmcbain

2. BEFORE WE GET STARTED…

3. WHAT DOES THE FUTURE HOLD?

4. WHAT DOES THE FUTURE HOLD?
1. Computers will be more human
2. Networks will be ubiquitous
3. The web will be smart
4. Little devices will think
5. Software will be smarter
6. Internet economy will take over
7. You’ll look at computers in a new way
8. Entertainment will be virtual
9. Your identity will be digital
10. Moore’s Law will continue to rule

5. WHAT DOES THE FUTURE HOLD?
1. Computers will be more human
2. Networks will be ubiquitous
3. The web will be smart
4. Little devices will think
5. Software will be smarter
6. Internet economy will take over
7. You’ll look at computers in a new way
8. Entertainment will be virtual
9. Your identity will be digital
10. Moore’s Law will continue to rule
1999
JUNE 22

6. THE FUTURE IS NEVERAS
FAST OR RADICALAS WE
PREDICT
“
”

7. 75%OF WORLD TRADE FLOWS INDIRECTLY

8. 60%OF U.S. GDP FLOWS INDIRECTLY

9. 438,619
BOOKS ON DIRECT SALES
180
BOOKS ON INDIRECT SALES

10. SO, YOU WANT TO BE A
CHANNEL CHIEF?

11. BE CAREFUL WHAT
YOU ASK FOR…
From contracts to rules of engagement, portal and PRM management to co-marketing and MDF return
of investment. From segmentation to capacity planning, distribution, multi-tier and margin matrix. From
managing back-end dollars to conflict. From education, training and certification to solution alignment
and communication. From pre- and post-sales and technical support to fraud, partner satisfaction and
endless customizations. From community management to motivation, loyalty and partner-friendly value
propositions. From deal registrations to running partner advisory councils. From development of battle
cards and competitive education to driving co-branding, co-selling and co-marketing initiatives. From
controlling global branding to delivering a demo, try-and-buy and loaner program. From producing
partner friendly product roadmaps to securing sales in, sales out and end user reporting from dozens of
partner segments. From managing industry, geographic and technology verticals to optimizing
distribution routes to market. From simplifying growth and new customer programs to making sure that
your company is protected from gray and black markets. From administering international rules,
regulations and legislation to ensure all collateral, communication and media is translated around the
world. From observing pricing and fairness laws and norms to making sure the program is represented
across social media, email, web, newsletters, and search engines. From attending dozens of tradeshows
to publishing whitepapers, e-books, technical briefs and reference books. From integrating the PRM,
portal and other tools into the companies back end to mediating internal conflict and deference. From
representing the company in industry associations, peer groups and expert panels to making sure that
RMA’s, rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and
bloggers to making sure that Channel Account Managers are deployed and managed correctly. From
budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From developing and
accelerating top partners to developing an MVP program. From educating internal stakeholders to being
the external face of the company. From extending floor financing, credit terms to ensuring the
appropriate recognition program is in place.
75CRITICAL
RESPONSIBILITIES
CROSSING ALL
LINES OF BUSINESS

12. 90% OF IT DECISIONS MADE OUTSIDE
OF IT DEPARTMENT
BY 2020 ACCORDING TO GARTNER – TODAY IS 72%
1

13. “BORN IN THE CLOUD”
EVERY COMPANY
IS NOW A TECHNOLOGY COMPANY
• NOW INCLUDES EVERY CONSULTANT AND
SERVICE PROVIDER IN EVERY INDUSTRY
• TRADITIONAL IT HARDWARE, SOFTWARE AND
SERVICES MAY NOT APPLY

14. CHANGING OF THE GUARD
CLOUD, SAAS, MANAGED SERVICES, RECURRING
REVENUE AND A CHANGING CUSTOMER SPEND
2

15. DEMOGRAPHICS
36% DECLINE
IN IT PARTNERS SINCE 2008
40% PARTNERS
RETIRING IN NEXT 8 YEARS
75% CHANNEL
WILL BE MILLENNIALS BY 2024

16. UNDERSTANDING VECTORS
PARTNERS NEED TO GO BEYOND VERTICALIZATION
TO BE SUCCESSFUL IN THIS NEW WORLD

17. 297SUB-INDUSTRIES
10LINES OF BUSINESS
50+GEOGRAPHIES
6SECTORS
20+TECHNOLOGIES
VECTORS

18. 20MSOLUTION AREAS
VECTORS
=

19. IN A FEW YEARS, VENDORS WILL
OUTNUMBER PARTNERS
3

20. BUILD,
PARTNER,
ACQUIRE,
OR MERGE?
CHANNEL CONUNDRUM

21. RESULTING IN…

22. THE LAW OF A FEW
LESSONS FROM PAUL REVERE
ABOUT PARTNER RECRUITMENT
4

23. DANDELION
CHANNEL MARKETING
5

24. COMMUNITIES
SECRET TO
REACHING THE CHANNEL

25. PRO A/V
EXAMPLE
APPLYING
DANDELION &
COMMUNITIES
STRATEGY

26. 2 MORE TRENDS TO MENTION…

28. • 95%of partners not logging into partner portals
• Average partner checks phone 110times per day
• Communicate better, share tools, drive engagement
Mobile: The Game Changer
AcceleratePartnerSales&Loyalty!
Theworld’slargestmobilepartnerplatform
MEET

29. Chosen by Top Channel Programs

30. STOP MANAGING THE CHANNEL WITH YOUR GUT
START MANAGING
WITH SCIENCE
INTRODUCING
POWERED BY CHANNELEYES

31. FIRST-OF-ITS-KIND PREDICTIVE ANALYTICS SOFTWARE
BUILT FOR CHANNEL ACCOUNT MANAGERS
Partner intelligence
& actionable insights Real-time partner
health checks
Prioritized
actions with
dialer & email
Reporting
dashboards
monitor channel
performance

32. GIVES CHANNEL EXECUTIVES NEW INSIGHTS IN
FORECASTING, CAM PERFORMANCE & FOCUS AREAS
Improved forecasting
based on data science
Channel Account
Manager Performance
and Rankings
Actionable insights
from transactional,
behavioral and
hundreds of big
data signals
Predictive analytics
prioritize deals with
best chance of win

33. SUMMARY
1. DON’T GET CAUGHT UP IN FUTURE HYPE
2. UNDERSTAND THE SHIFTING LANDSCAPE
3. CHANNEL YOUR INNER PAUL REVERE
4. RETHINK THE WAY YOU COMMUNICATE
5. KEEP YOUR EYE OUT FOR INNOVATION
Jay McBain jaym@channeleyes.com jmcbain