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Future IT Channel and Alliances Trends

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

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Future IT Channel and Alliances Trends

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  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. 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 WHAT DOES THE FUTURE HOLD?

  5. 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 WHAT DOES THE FUTURE HOLD?

  6. “ THE FUTURE IS NEVER AS FASTOR 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… 75 CRITICAL RESPONSIBILITIES CROSSING ALL LINES OF BUSINESS 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.

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

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

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

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

  18. VECTORS 20M SOLUTION AREAS =

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

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

  21. RESULTING IN…

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

  23. 5 DANDELION CHANNEL MARKETING

  24. COMMUNITIES SECRET TO REACHING THE CHANNEL

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

  26. 2 MORE TRENDS TO MENTION…

  27. Mobile: The Game Changer MEET The world’s largest mobile partner platform • 95%of partners not logging into partner portals • Average partner checks phone 110times per day • Communicate better, share tools, drive engagement Accelerate Partner Sales & Loyalty!

  28. Chosen by Top Channel Programs

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

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

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

  32. 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

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