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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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    Presentation Transcript
    grow your leads channel roi secrets from the pros

    GROW YOUR LEADS & CHANNEL ROI

    SECRETS FROM THE PROS

    @jmcbain

    in/jaymcbain

    Jay McBain

    Co-Founder & COO

    before we get started

    Before we get started…

    LET’S PREDICT THE FUTURE

    before we get started 1

    Before we get started…

    LET’S PREDICT THE FUTURE

    before we get started 2

    Before we get started…

    LET’S PREDICT THE FUTURE

    the future is never as fast or radical

    “The future is never

    as fast or radical

    as we predict”

    vendor opportunities

    VENDOR OPPORTUNITIES

    Gartner Identifies the Top 10 Strategic

    Technology Trends for 2015

    slide7

    1

    Mobile Device Diversity

    and Management

    the unexpected consequence of bring your

    “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

    slide9

    2

    Mobile Apps and

    Applications

    apps will continue to grow while applications

    “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

    internet of everything

    Internet of EVERYTHING

    ~10 devices

    per person

    ~3 devices

    per person

    By 2020, there will be 31 billion devicesconnected across 4 billion people

    ipv6 protocol

    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

    wifi basketball

    WIFI Basketball

    Consumerization will be

    fun to watch –but

    NOTwhere the money is

    wifi toothbrush

    WIFI Toothbrush

    Yes, this is happening

    (but not why you think)

    the problem is that most enterprises

    “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

    hybrid cloud services can be composed in many

    “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

    cloud client architecture

    Cloud / Client

    Architecture

    5

    the increasingly complex demands of mobile users

    “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

    slide22

    6

    The Era of

    Personal Cloud

    users will use a collection of devices with

    “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

    slide24

    7

    Software Defined

    Anything

    momentum for improved standards

    “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

    slide26

    8

    Web-Scale IT

    large cloud services providers such as amazon

    “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

    the smart machine era will blossom with

    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

    slide30

    10

    3-D Printing

    worldwide shipments of 3d printers are expected

    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

    what are the forces on the channel

    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

    is your channel program ready 6major trends

    IS YOUR CHANNEL PROGRAM READY?

    6MAJOR TRENDS IMPACTING 2015

    trend 1

    TREND #1

    The channel is shrinking at

    an alarming rate

    DOWN 36%SINCE 2008

    NOT REBOUNDING WITH ECONOMY

    FURTHER 10-15%REDUCTIONS EXPECTED

    advice

    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

    trend 2

    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

    advice 1

    ADVICE

    The channel is getting

    younger – much younger

    LOOK FOR INTEGRATION ALLIANCES &

    UNIQUE BUSINESS PARTNERSHIPS

    GO MOBILE

    PREPARE FOR A MORE TRANSIENT CHANNEL

    trend 3

    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

    advice 2

    ADVICE

    Managed Services has

    Plateaued

    OFFER A PROGRAM, INCENTIVES &

    SUPPORT FOR MSP’s

    MAKE SURE NOT TO GET TOO FOCUSED

    ON MSP MARKET

    trend 4

    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

    advice 3

    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.

    trend 5

    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

    advice 4

    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

    trend 6

    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

    advice 5

    ADVICE

    Channel is Getting Mobile

    in a Serious Way

    DEPLOY CHANNELEYES!

    DRIVE NEW LEVELS OF COMMUNICATION,

    SELLING TOOLS, AND MOTIVATION

    thank you

    THANK YOU!

    @jmcbain

    in/jaymcbain

    Jay McBain

    Co-Founder