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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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    Presentation Transcript
    five channel trends to plan for today

    Five Channel

    Trends to Plan for

    Today

    Jay McBain jaym@channeleyes.com jmcbain

    1 computers will be more human 2 networks will

    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?

    1 computers will be more human 2 networks will 1

    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?

    slide6

    THE FUTURE IS NEVER AS

    FASTOR RADICALAS WE

    PREDICT

    438 619 books on direct sales 180 books

    438,619

    BOOKS ON DIRECT SALES

    180

    BOOKS ON INDIRECT SALES

    so you want to be a channel chief

    SO, YOU WANT TO BE A

    CHANNEL CHIEF?

    be careful what you ask for 75 critical

    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.

    slide12

    1

    90% OF IT DECISIONS MADE OUTSIDE

    OF IT DEPARTMENT

    BY 2020 ACCORDING TO GARTNER – TODAY IS 72%

    every company is now a technology company

    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

    slide14

    2

    CHANGING OF THE GUARD

    CLOUD, SAAS, MANAGED SERVICES, RECURRING

    REVENUE AND A CHANGING CUSTOMER SPEND

    demographics

    DEMOGRAPHICS

    36% DECLINE

    IN IT PARTNERS SINCE 2008

    40% PARTNERS

    RETIRING IN NEXT 8 YEARS

    75% CHANNEL

    WILL BE MILLENNIALS BY 2024

    understanding vectors partners need to go beyond

    UNDERSTANDING VECTORS

    PARTNERS NEED TO GO BEYOND VERTICALIZATION

    TO BE SUCCESSFUL IN THIS NEW WORLD

    297 sub industries 10 lines of business

    297

    SUB-INDUSTRIES

    10

    LINES OF BUSINESS

    50+

    GEOGRAPHIES

    6

    SECTORS

    20+

    TECHNOLOGIES

    VECTORS

    vectors

    VECTORS

    20M

    SOLUTION AREAS

    =

    slide19

    3

    IN A FEW YEARS, VENDORS WILL

    OUTNUMBER PARTNERS

    channel conundrum

    CHANNEL CONUNDRUM

    BUILD,

    PARTNER,

    ACQUIRE,

    OR MERGE?

    slide22

    4

    THE LAW OF A FEW

    LESSONS FROM PAUL REVERE

    ABOUT PARTNER RECRUITMENT

    slide23

    5

    DANDELION

    CHANNEL MARKETING

    communities

    COMMUNITIES

    SECRET TO

    REACHING THE CHANNEL

    pro a v example

    PRO A/V

    EXAMPLE

    APPLYING

    DANDELION &

    COMMUNITIES

    STRATEGY

    mobile the game changer

    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!

    stop managing the channel with your gut

    STOP MANAGING THE CHANNEL WITH YOUR GUT

    START MANAGING

    WITH SCIENCE

    INTRODUCING

    POWERED BY CHANNELEYES

    first of its kind predictive analytics software

    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

    channel account manager performance and rankings

    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

    summary

    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