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Grow Leads and Channel ROI - Jay McBain / ChannelEyes

Join this webinar to learn about emerging trends in the channel and how to take advantage before your competitors do. All channel professionals, including executives, sales, marketing, operations and support will find value in this action-packed 60 minute session. Channel demographics are shifting, new business models emerging and traditional partner programs are not producing like they once did. Now is the time to look at new strategies in channel recruitment, development and acceleration.

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Grow Leads and Channel ROI - Jay McBain / ChannelEyes

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  1. GROW YOUR LEADS & CHANNEL ROI SECRETS FROM THE PROS @jmcbain in/jaymcbain Jay McBain Co-Founder & COO

  2. Before we get started… LET’S PREDICT THE FUTURE

  3. Before we get started… LET’S PREDICT THE FUTURE

  4. Before we get started… LET’S PREDICT THE FUTURE

  5. “The future is never as fast or radical as we predict”

  6. VENDOR OPPORTUNITIES Gartner Identifies the Top 10 Strategic Technology Trends for 2015

  7. 1 Mobile Device Diversity and Management

  8. “The unexpected consequence of bring your own device (BYOD) programs is a doubling or even tripling of the size of the mobile workforce. This is placing tremendous strain on IT and Finance organizations.” 1 Mobile Device Diversity and Management

  9. 2 Mobile Apps and Applications

  10. “Apps will continue to grow while applications will begin to shrink. Apps are smaller, and more targeted, while a larger application is more comprehensive.” 2 Mobile Apps and Applications

  11. 3

  12. Internet of EVERYTHING ~10 devices per person ~3 devices per person By 2020, there will be 31 billion devicesconnected across 4 billion people

  13. IPv6 Protocol 340,282,366,920,938,463,463,374,607,431,768,211,456 possible internet addresses That’s 100 devices for every atom on the face of the earth

  14. WIFI Basketball Consumerization will be fun to watch –but NOTwhere the money is

  15. WIFI Toothbrush Yes, this is happening (but not why you think)

  16. “The problem is that most enterprises and technology vendors have yet to explore the possibilities of an expanded internet and are not operationally or organizationally ready.” 3 Manage | Monetize | Operate | Extend

  17. 4

  18. “Hybrid cloud services can be composed in many ways, varying from relatively static to very dynamic. Managing this composition will the role of cloud service broker (CSB), which handles aggregation, integration and customization of services.” 4

  19. Cloud / Client Architecture 5

  20. “The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.” Cloud / Client Architecture 5

  21. 6 The Era of Personal Cloud

  22. “Users will use a collection of devices, with the PC remaining one of many options, but no one device will be the primary hub. Rather, the personal cloud will take on that role.” 6 The Era of Personal Cloud

  23. 7 Software Defined Anything

  24. “Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.” 7 Software Defined Anything

  25. 8 Web-Scale IT

  26. “Large cloud services providers such as Amazon, Google, Facebook, etc., are re-inventing the way IT in which IT services can be delivered. Their capabilities go beyond scale in terms of sheer size to also include scale as it pertains to speed and agility.” 8 Web-Scale IT

  27. 9

  28. The smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors, advanced global industrial systems and public availability of early examples of autonomous vehicles.” 9

  29. 10 3-D Printing

  30. Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015. 10 3-D Printing

  31. Where Are Channel Opportunities?

  32. What are the forces on the Channel? MILLENIALS UBIQUITOUS CONNECTIVITY MATURITY OF CLOUD The NEW Normal PERVASIVE COMPUTING COST OF CLIENT/ SERVER GROWTH OF VIRTUALIZATION

  33. IS YOUR CHANNEL PROGRAM READY? 6MAJOR TRENDS IMPACTING 2015

  34. TREND #1 The channel is shrinking at an alarming rate DOWN 36%SINCE 2008 NOT REBOUNDING WITH ECONOMY FURTHER 10-15%REDUCTIONS EXPECTED

  35. ADVICE The channel is shrinking at an alarming rate GENERAL “FOG A MIRROR” RECRUITING IS OVER –BE SELECTIVE & SEGMENT ALIGN INCENTIVES AND MOTIVATION SEEK OUT CONNECTORS & INFLUENCERS

  36. TREND #2 The channel is getting younger – much younger 40%OF CHANNEL RETIRE IN NEXT 10 YEARS REPLACED WITH MILLENIALS (75%IN 10 YRS) NEW BUSINESS MODELS,LOOK LIKE VENDORS

  37. ADVICE The channel is getting younger – much younger LOOK FOR INTEGRATION ALLIANCES & UNIQUE BUSINESS PARTNERSHIPS GO MOBILE PREPARE FOR A MORE TRANSIENT CHANNEL

  38. TREND #3 Managed Services has Plateaued ONLY 12%OF PARTNERS SELL >50% REVENUE 29.1%OF PARTNERS OFFER ON LINE CARD FLAT OVER PAST 3 YEARS

  39. ADVICE Managed Services has Plateaued OFFER A PROGRAM, INCENTIVES & SUPPORT FOR MSP’s MAKE SURE NOT TO GET TOO FOCUSED ON MSP MARKET

  40. TREND #4 Vendor Numbers Exploding (Your Partner may be your next Competitor) CHANNEL LEVERAGING DEEP GEOGRAPHIC AND INDUSTRY KNOWLEDGE TO BUILD SPECIFIC IP BARRIERS TO ENTRY ARE AT LOWEST LEVELS EVER DUE TO SAAS AND SKILL AVAILABILITY

  41. ADVICE Vendor Numbers Exploding (Your Partner may be your next Competitor) NEW TYPES OF PARTNERSHIPS ARE ON THE HORIZON. BE CREATIVE. MAKE SURE CUSTOMERS & IP ARE PROTECTED WITH IRON CLAD CONTRACTS & NDAs. BE CAREFUL.

  42. TREND #5 Convergence is being driven by cloud competition IT, TELECOM, PRINT, AV, OFFICE PRODUCTS ALMOST EVERY TRADITIONAL VENDOR (AND PARTNER) ARE THREATENED BY CONVERGENCE

  43. ADVICE Convergence is being driven by cloud competition 50% OF TECH DOLLARS ARE NOW SPENT OUTSIDE OF IT –HELP PARTNERS FIND IT SOLUTIONS FOCUSED EDUCATION & LINE OF BUSINESS COORDINATION CRITICAL

  44. TREND #6 Channel is Getting Mobile in a Serious Way 70%NOW OFFER MOBILE ON LINE CARD CHECK THEIR OWN PHONES ON AVERAGE 110 TIMESPER DAY 65%PREFER TO INTERACT WITH VENDORS ON SMARTPHONE & TABLET

  45. ADVICE Channel is Getting Mobile in a Serious Way DEPLOY CHANNELEYES! DRIVE NEW LEVELS OF COMMUNICATION, SELLING TOOLS, AND MOTIVATION

  46. THANK YOU! @jmcbain in/jaymcbain Jay McBain Co-Founder

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