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BEFORE WE GET STARTED…
WHAT DOES THE FUTURE HOLD?
WHAT DOES THE FUTURE HOLD?
1. Computers will be more human2. Networks will be ubiquitous3. The web will be smart4. Little devices will think5. Software will be smarter6. Internet economy will take over7. You’ll look at computers in a new way8. Entertainment will be virtual9. Your identity will be digital10. Moore’s Law will continue to rule
WHAT DOES THE FUTURE HOLD?
1. Computers will be more human2. Networks will be ubiquitous3. The web will be smart4. Little devices will think5. Software will be smarter6. Internet economy will take over7. You’ll look at computers in a new way8. Entertainment will be virtual9. Your identity will be digital10. Moore’s Law will continue to rule
1999
JUNE 22
THE FUTURE IS NEVER AS FAST OR RADICAL
AS WE PREDICT“
”
75% OF WORLD TRADE FLOWS INDIRECTLY
60% OF U.S. GDP FLOWS INDIRECTLY
438,619BOOKS ON DIRECT SALES
180 BOOKS ON INDIRECT SALES
SO, YOU WANT TO BE A CHANNEL CHIEF?
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.
75 CRITICAL RESPONSIBILITIES
CROSSING ALL LINES OF BUSINESS
90% OF IT DECISIONS MADE OUTSIDE OF IT DEPARTMENTBY 2020 ACCORDING TO GARTNER – TODAY IS
72%
1
“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
CHANGING OF THE GUARD
CLOUD, SAAS, MANAGED SERVICES, RECURRING REVENUE AND A CHANGING CUSTOMER SPEND
2
DEMOGRAPHICS36% DECLINE
IN IT PARTNERS SINCE 2008
40% PARTNERSRETIRING IN NEXT 8 YEARS
75% CHANNELWILL BE MILLENNIALS BY 2024
UNDERSTANDING VECTORS
PARTNERS NEED TO GO BEYOND VERTICALIZATION TO BE SUCCESSFUL IN THIS NEW WORLD
297 SUB-INDUSTRIES10
LINES OF BUSINESS
50+ GEOGRAPHIES
6 SECTORS
20+ TECHNOLOGIESVE
CTOR
S
20M SOLUTION AREAS
VECT
ORS
=
IN A FEW YEARS, VENDORS WILL OUTNUMBER PARTNERS
3
BUILD,PARTNER, ACQUIRE,
OR MERGE?
CHANNEL CONUNDRUM
RESULTING IN…
THE LAW OF A FEW
LESSONS FROM PAUL REVERE ABOUT PARTNER RECRUITMENT
4
DANDELIONCHANNEL MARKETING
5
COMMUNITIES
SECRET TO REACHING THE CHANNEL
PRO A/VEXAMPLE
APPLYINGDANDELION &COMMUNITIESSTRATEGY
2 MORE TRENDS TO MENTION…
• 95% of partners not logging into partner portals• Average partner checks phone 110 times per day
• Communicate better, share tools, drive engagement
Mobile: The Game Changer
Accelerate Partner Sales & Loyalty!
The world’s largest mobile partner platform
MEET
Chosen by Top Channel Programs
STOP MANAGING THE CHANNEL WITH YOUR GUT
START MANAGING WITH SCIENCE
INTRODUCING
POWERED BY CHANNELEYES
FIRST-OF-ITS-KIND PREDICTIVE ANALYTICS SOFTWARE
BUILT FOR CHANNEL ACCOUNT MANAGERSPartner
intelligence & actionable insights
Real-time partner health checks
Prioritized actions
with dialer & email
Reporting dashboards monitor channel performance
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
SUMMARY1. DON’T GET CAUGHT UP IN FUTURE HYPE2. UNDERSTAND THE SHIFTING LANDSCAPE3. CHANNEL YOUR INNER PAUL REVERE4. RETHINK THE WAY YOU COMMUNICATE5. KEEP YOUR EYE OUT FOR INNOVATION
Jay McBain [email protected] jmcbain
