Podcast appearances and mentions of jay mcbain

Two powerhouse experts, Ryan Morris and Jay McBain, join host Dave Sobel to discuss the emerging landscape of agentic AI, exploring the balance between hype and reality. They delve into the implications of AI technologies, particularly in the context of IT service providers and managed services. The conversation highlights the recent launch of Atera's autopilot feature, which claims to autonomously handle a significant portion of level one support tickets, raising questions about market readiness and the potential impact on traditional roles within the industry.Morris and McBain emphasize the need for managed service providers to adapt to this rapidly evolving environment. They identify two distinct mindsets among providers: those who feel threatened by AI and those who are eager to embrace its potential. The discussion underscores the importance of understanding business processes and implementing data governance policies to ensure responsible AI deployment. As AI tools become more integrated into workflows, the experts stress the necessity for providers to focus on higher-level tasks and strategic growth rather than getting bogged down in routine operations.The conversation also touches on the role of industry associations in supporting IT service providers during this transition. Sobel prompts the experts to consider what these organizations should prioritize, such as community building, training, and lobbying efforts. Morris and McBain argue that associations must evolve to remain relevant, focusing on delivering tangible value to their members rather than merely fostering a sense of community. They highlight the need for associations to measure their effectiveness based on the success and growth of their members.Finally, the experts discuss the potential for new business models to emerge in the agentic AI landscape. They suggest that the shift towards consumption-based pricing models will require providers to rethink their strategies and focus on driving customer adoption and utilization of AI technologies. As the industry navigates this transformative period, the insights shared by Morris and McBain provide a roadmap for IT service providers to thrive in an increasingly automated world. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

What if the key to unlocking peak performance is not pushing harder but mastering the art of mental focus and well-being? I traveled to LA to be at Mastery Labs to unlock the secrets of high performance with Michael Gervais, a renowned expert in mindfulness and psychology. This is our annual Holiday episode of Ultimate Guide to Partnering and my gift to you, our amazing listeners, followers, and community. Michael shares how mental training can revolutionize personal and professional approaches to challenges, from his roots in elite sports to shaping corporate cultures. He explores the pivotal moments that sparked his passion, revealing how psychological skills like confidence and focus can be trained to thrive in any environment. This episode highlights actionable strategies for balancing well-being with ambition, applying insights from sports to business, and using mindfulness to direct focus effectively. With stories ranging from surfing competitions to Microsoft's cultural transformation under Satya Nadella, Michael offers a holistic perspective on performance psychology and sustainable success. Thank you for supporting Ultimate Partner and the Ultimate Guide to Partnering Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

Send us a textAgain this year, we interviewed Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about the past year and upcoming trends in the tech channel industry. Jay covered a range of topics, beginning with the evolving focus of the Canalys events towards platform-based business models, emphasizing the need for vendors to recognize partners for their contributions beyond mere transactions. A survey highlighted that partners are increasingly prioritizing non-transactional activities, which reflects the complexity of the customer journey and the industry's shift towards valuing collaborative efforts in achieving customer success.Concerns regarding the sustainability of the tech sector were raised, particularly in light of the alarming energy consumption of hyperscalers, which now surpasses that of the airline industry. Jay noted that many companies have scaled back their sustainability commitments due to the energy demands of generative AI. Local resource strains, such as water shortages linked to data centers, were also highlighted, alongside the need for better training in energy management to meet increasing demands. The urgency of addressing these sustainability challenges was underscored, especially as major companies may soon be required to publicly report their energy usage.Jay and Julian also explored the managed services industry's growth, particularly in cybersecurity, while noting that a significant percentage of partners struggle with profitability. The competitive landscape is intensifying, with various service firms entering the managed services space. Additionally, they touched on the critical role of partners in the subscription economy, emphasizing the need for effective collaboration to maintain customer loyalty.The potential of AI was discussed, with projections indicating substantial market growth and opportunities for channel partners, particularly in AI-enhanced solutions. Overall, the data shows the importance of adapting to technological advancements and market dynamics to ensure sustained growth and profitability.Interesting as well to compare with his 2024 predictions here: https://www.e-channelnews.com/2024-predictions-from-jay-mcbain/

What if the key to unlocking peak performance is not pushing harder but mastering the art of mental focus and well-being? I traveled to LA to be at Mastery Labs to unlock the secrets of high performance with Michael Gervais, a renowned expert in mindfulness and psychology. This is our annual Holiday episode of Ultimate Guide to Partnering and my gift to you, our amazing listeners, followers, and community. Michael shares how mental training can revolutionize personal and professional approaches to challenges, from his roots in elite sports to shaping corporate cultures. He explores the pivotal moments that sparked his passion, revealing how psychological skills like confidence and focus can be trained to thrive in any environment. This episode highlights actionable strategies for balancing well-being with ambition, applying insights from sports to business, and using mindfulness to direct focus effectively. With stories ranging from surfing competitions to Microsoft's cultural transformation under Satya Nadella, Michael offers a holistic perspective on performance psychology and sustainable success. Thank you for supporting Ultimate Partner and the Ultimate Guide to Partnering Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

It's been a busy year for Stuart and me, and we kick off the episode with some festive banter, steering clear of any Mariah Carey renditions—thankfully! Stuart reflects on how much we've achieved and the importance of this reflective time of year. Together, we unpack what made these five episodes so impactful and why they've captured the attention of our audience.  Coming in at number five, we discuss Episode 168 with the brilliant Claire Jenks, titled “So You Think You're Busy? How to Get Out of Overwhelm and Get Out of Your Own Way.” This episode tackled time management, productivity, and overcoming imposter syndrome—common themes that MSPs wrestle with daily. Stuart reminds us that time is finite, and how we choose to use it determines our success. He emphasises the power of saying “no” to less important demands to focus on what truly matters. As MSP leaders, finding time to prioritise and plan can transform the way we work, and this episode served as a timely reminder of how to do just that.  At number four, we revisit Episode 184 with Jay McBain, “The Future of Running Your MSP in an AI World.” AI dominated headlines this year, and this episode provided much-needed clarity on its practical application for MSPs. Stuart and I agree that while AI is exciting, the focus should remain on operational efficiency. It's not about chasing shiny objects but ensuring that existing tools and systems are fully utilised to deliver results. Jay's message that AI will augment—not replace—good old-fashioned SOPs resonated with many. The key takeaway? Use AI as a supercharger, not a distraction, and lean on your vendors to guide adoption in a meaningful way.  In third place is one of our early Ask Stuart episodes, Episode 143, “How to Get More Out of My Team.” This topic is close to the heart of every MSP owner who understands that their team is often the most significant investment in their business. Stuart reflects on how leadership, accountability, and communication are pivotal to maximising team potential. From the importance of defining your “Pied Piper tune” to creating a culture that aligns with your mission and values, this episode packed in valuable advice for improving team dynamics and achieving better results. It's no wonder it's one of the year's favourites.  At number two, we revisit Episode 147 with Mark Copeman from Wingman, “How to Get the Best Out of the MSP Global Event.” While this episode centred around preparing for events, it struck a deeper chord about the value of connection and learning. Stuart and I discussed the importance of defining success before attending any event, focusing on the right conversations and relationships to achieve meaningful outcomes. For many MSPs, getting out of their day-to-day bubble and engaging with peers and vendors at events is transformative. This episode captured that essence perfectly, and the feedback from listeners was phenomenal.  Finally, at the top spot, we celebrate Episode 144 with Julie Hutchinson, “The Art of Having a Difficult Conversation.” This episode was a runaway success, receiving ten times the downloads of our second-place podcast. Julie's expertise in guiding leaders through difficult conversations resonated deeply with our audience. Stuart highlights how avoiding difficult discussions only compounds problems, while Julie's frameworks provide a clear, structured way to address challenges positively. This episode wasn't just about managing tough topics; it reframed these conversations as opportunities to strengthen teams and drive results. It's no surprise it captured the hearts of so many listeners.  As Stuart and I reflect on 2024, we're immensely proud of what we've achieved. Helping over 50 MSPs this year has been a highlight, and we've streamlined our own processes to deliver even more value to our clients. From enhancing our accountability systems to evolving our maturity score framework, everything we've done this year has been driven by one mission: helping MSPs scale to £1 million and beyond while enjoying more time, profit, and freedom.  We've also launched the Future Leaders Programme, empowering our clients to take their businesses to the next level. It's been amazing to witness the confidence and transformation within our community. The energy, the success stories, and the feedback have been nothing short of inspiring.  As we sign off, Stuart and I want to thank you, our incredible listeners, for your support this year. Whether you've tuned in for tips, strategies, or just a bit of inspiration, we're grateful to have you on this journey. 2025 is set to be even bigger and better, and we can't wait to share what's coming next. For now, have a very Merry Christmas, enjoy the time with your families, and we'll see you in the New Year, ready to hit the ground running. Cheers!  Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon!  

Send us a textIn this episode, Joey Pinz and Jay McBain discuss key insights from the IT Nation conference, where 7,000 MSPs gathered to explore industry trends and challenges. Jay, a veteran industry analyst, shares insights on the growth of managed services, the influence of private equity, and the shift towards subscription models preferred by millennial buyers.

In this insightful episode, we welcome Jay McBain, Chief Analyst at Canalys, to discuss the evolving world of partnerships and the "decade of the ecosystem." Jay shares his expertise on key shifts in the B2B landscape and highlights five major trends for 2024 that every channel leader should know:B2B Buying is Changing – New buyers prefer digital-first, digital-only solutions and prioritize seamless integrations over traditional sales interactions.2024: The Year of Platforms – The most successful companies are now platform-driven, enabling partners to add value and enhance offerings through ecosystems.Partner Compensation is Shifting – It's no longer just about the point of sale. Compensation should now align with the value partners bring throughout the customer journey.The End of the Cookie – With the decline of third-party data, second-party data from partnerships becomes essential for accurate marketing and customer insights.Generative AI's Real Opportunity – While AI is exciting, its true potential lies in integrating with business data to drive smarter, long-term operations.Jay urges leaders to move from hype to operational excellence, showing how to measure, manage, and optimize partnerships to stay ahead in the ecosystem-driven economy. Tune in for practical advice and forward-thinking strategies to transform your partnerships in 2024 and beyond. Connect with Jay McBain on LinkedIn: https://www.linkedin.com/in/jaymcbain/_________________________Learn more about Channext

Dave Sobel welcomes back Jay McBain, the chief analyst for channels, partnerships, and ecosystems at Canalys. The discussion centers around the evolving landscape of artificial intelligence (AI) and its implications for businesses, particularly in the context of data management and device sales. With a staggering 85% of the world's business data still residing on-premises, the conversation highlights the necessity for companies to adapt their strategies for training and tuning large language models without relying solely on public cloud solutions. Jay shares insights from recent Canalys research, predicting that the generative AI services market will grow to $158 billion by 2027, with a compound annual growth rate (CAGR) of 59%. He emphasizes the importance of on-device execution of AI models at the edge, which will create significant opportunities for partner services, outpacing device growth in sectors like smartphones and PCs. The discussion also touches on the rapid growth of servers and related services, driven by the need to train and tune AI models with business data, indicating a robust future for intelligent edge solutions. As the conversation progresses, Jay outlines a four-stage framework for how businesses can effectively leverage AI. The first stage involves initial conversations about AI's potential impact across various business functions, primarily led by system integrators. The second stage focuses on the enhancement of existing SaaS products with AI features, while the third stage emphasizes the importance of data management and preparation for training AI models. Finally, the fourth stage addresses the infrastructure needed to support these advancements, including the growth of servers and networking solutions. The episode concludes with a thought-provoking discussion on the implications of AI for small and mid-sized businesses. Jay argues that while larger enterprises may initially adopt AI technologies, smaller organizations have the agility to leverage these advancements without the burden of extensive legacy systems. This creates a unique opportunity for smaller firms to enhance customer service and operational efficiency through AI-driven solutions. The conversation underscores the need for businesses to rethink their strategies in light of these technological advancements, as the landscape continues to evolve rapidly. Supported by:  https://salesbuildr.com/ All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessoftech.bsky.social

Some people think AI will lead to Skynet - we call them "AI Doomers." Jay McBain, Chief Analyst of Canalys, joins Lee Davis, Senior Analyst of Keypoint Intelligence to discuss his keynote address at Pax8 Beyond and how AI will impact business technology providers.

We kicked off the conversation by exploring how the MSP sector is currently valued at a staggering $548 billion, with an annual growth rate of 12%. This growth is particularly significant given the challenging global economic environment. Jay emphasised that the demand for managed services continues to rise, with 82% of businesses now outsourcing some or all of their IT needs. This shift marks a dramatic increase from a decade ago when only 30% of companies outsourced IT services. One of the key drivers behind this surge in demand is cybersecurity. Jay pointed out that even the largest banks and government institutions have admitted that they cannot manage cybersecurity alone. This has led to a growing reliance on MSPs, making cybersecurity a fundamental component of their service offerings. As the threat landscape becomes more complex, the need for specialised managed security services is paramount. Jay also highlighted the significant generational shift in the MSP market. Millennials, who are now the majority buyers of technology services, have different expectations and buying behaviours compared to previous generations. They prefer digital-first or digital-only interactions and are more comfortable with subscription and consumption-based models. This demographic change requires a shift in how MSPs approach their clients, focusing more on seamless integration and user-friendly solutions. The conversation then turned to the impact of AI on the MSP sector. Jay noted that AI is not a standalone product but a feature that enhances various aspects of technology services. He provided a fascinating perspective on how AI is evolving at an unprecedented pace, with each iteration becoming exponentially more powerful. This rapid advancement means that AI is becoming an integral part of many software solutions that MSPs use and manage.  However, Jay cautioned MSPs against rushing to get certified in AI technologies prematurely. He suggested that while AI holds tremendous potential, its immediate application for MSPs will be more about internal optimisation rather than client-facing services. MSPs can leverage AI to improve their marketing, sales, customer support, and operational efficiency. He believes the true managed services opportunities related to AI, particularly at the edge where most data reside, are still a couple of years away.  We also discussed the evolving nature of vendor relationships in the MSP space. Jay shared a candid view on the role of private equity in scaling MSP tools and platforms. As MSPs grow, they often find themselves transitioning from family-run businesses to larger, more corporate entities. This shift can lead to changes in how MSPs interact with their vendors, moving from personal relationships to more structured, professional engagements. Jay advised MSPs to remain flexible and open to adapting their toolsets as the industry evolves. A significant takeaway from our discussion was the importance of building robust ecosystems and partnerships. Jay encouraged MSPs to engage with various stakeholders, including digital agencies, accountants, and other tech service providers, to create a comprehensive support network. By doing so, MSPs can tap into new business opportunities and enhance their service offerings. Feel free to connect with Jay McBain through his LinkedIn HERE  Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon!   

Cybercrime is relentless and keeps cybersecurity pros on their toes looking for creative and cutting-edge solutions to secure their operations. Worldwide investment in cybersecurity is now nearly $250 billion a year.   What's behind this huge number? In this episode, we'll discuss the macrotrends in cybersecurity and what they mean for managed security service providers and their business customers.    To help us out, we've invited one of the IT channel's pre-eminent analysts – Jay McBain, Chief Analyst at Canalys – to join us today. Stay tuned for Jay's analysis of the current and future state of managed cybersecurity!Platforms are the winners on Wall Street: https://www.linkedin.com/pulse/platforms-winners-wall-street-how-do-you-move-from-being-jay-mcbain-bv6oe/    Learn how Overwatch Managed Cybersecurity Services keeps you on the cutting-edge: https://www.highwirenetworks.com/services/managed-cybersecurity/Want to know more about Managed Cybersecurity? Learn more: https://www.highwirenetworks.com/what-is-managed-cybersecurity/To get more cybersecurity news from High Wire Networks, visit: https://www.highwirenetworks.com/news-events/ To learn more about the Cybersecurity Simplified Podcast and to browse previous episodes, visit:https://www.highwirenetworks.com/cybersecurity-podcasts/Have an inquiry or topic request, reach out to: podcast@highwirenetworks.com

Partnerships Unraveled hosted a panel discussion titled: "2024 Vision: Revolutionizing Growth with MDF and TCMA". Industry experts gathered to discuss the latest trends in the optimization of Market Development Funds, and how to leverage Through-Channel Marketing Automation for accelerated Demand Generation, covering different topics such as:- Accrual-based vs proposal-based MDF programs. How is the industry shifting and why?- How can vendors enhance the effectiveness of their MDF?- Challenges in getting smaller partners to participate in demand-generation activities.- Driving partner engagement and generating demand via TCMA tools at scale. Moderating the session we had our Business Development Whiz Efe Senel who hosted the conversation among our esteemed panelists:- Jay McBain, the Channels, Partnerships, and Ecosystems expert from Canalys- Janet Schijns, a proven leader known for delivering remarkable growth outcomes for the channel, CEO of JSG- Blake Williams, the go-to expert in Partner and Revenue marketing, founder of Ampfactor- Alex Whitford, Channel Distribution and TCMA expert and the VP of Revenue at Channext. _________________________Connect with the podcast hosts

Check out the bonus Killing IT content on MSP Radio's Business of Tech podcast! Today's a great day to subscribe to that: https://www.businessof.tech/subscribe/ -- -- --  Topic 1: The Current State of Mergers, Acquisition, and MSP Consolidation Mergers and Acquisitions are alive and well in the MSP channel. Jay McBain from Canalys predicts a growth of M&A of 50% in 2024. In addition to MSPs themselves, he says that we'll see some major vendors acquired as well. The promise of these larger organizations is always that they'll bring efficiency and profit. So far, that hasn't happened. But that's the promise. Karl thinks this is a GREAT marketing opportunity for MSPs. Related Links: https://greenwichgp.com/wp-content/uploads/2024/02/MA-Demand-for-Managed-Service-Providers-in-2024.pdf  https://www.channelfutures.com/mergers-acquisitions/msp-m-a-staying-hot-what-to-expect  -- -- --  Topic 2: The Practical Application for AI in Small Business Are we there yet? While AI is the most popular topic in technology, the question remains: what can we use AI for that will produce actual business value? Some industries have made great progress with AI, including manufacturing and medicine. According to a recent study, more than 93% of manufacturers (from start-ups to global giants) are already using AI in some form.  What are the implications and opportunities for MSPs and solution providers to sell their services to manufacturing clients? And what lessons can we learn to accelerate the adoption of AI in other industries? Related Link: https://research.aimultiple.com/manufacturing-ai/ -- -- -- Topic 3: How to best use predictions and analysis from guys like us. Summary of the Larry Walsh article linked below:  “IT spending growth projections should be taken with caution as they are directional and subject to change. While major analyst firms forecast healthy growth, the market is not uniformly strong, with several countries experiencing recession. Partner confidence is also dampened due to negative macroeconomic trends. Despite fluctuations in forecasts, investors, vendors, and partners rely on them for strategic planning. Channelnomics predicts conditions in the first half of 2024 to resemble 2023, with substantial improvement in the second half. Robust growth in IT spending is expected in 2025 and potentially 2026, driven by investments in artificial intelligence, data management services, and infrastructure refreshes.” Article by Larry Walsh, Channelnomics:  https://channelnomics.com/taking-it-spending-forecasts-with-grain-of-salt/  See also: "With a projected 6.8% surge in global IT investment in 2024, organizations are positioned at the brink of transformative growth. According to Gartner, worldwide IT spending it expected to total $5 trillion in 2024. This represents a 6.8 percent increase over 2023. And while this is an increase, it's down from the previous forecast of 8 percent." https://www.teamdynamix.com/strategic-it-spending-in-2024-navigating-growth-and-innovation/   :-)

Ecosystems drive change; subscription, usage, and value-based models prevail. SaaS thrives with product-led growth; DTC surges, fueled by subscriptions. Marketplaces boom, reshaping 1/3 of the US economy. Watch the full episode here

I just finished an amazing episode with Jay McBain here in our new South Florida studio. Jay is Principal Analyst at Canalis, a global technology analyst firm with a distinct channel focus. We had such an incredible discussion on why every CEO needs to be a channel leader. We're here in South Florida at our new Boca Raton facility. When did you hit the big toe? It's time to uplevel the game apart is the this is Ultimate. This is the ultimate partnering Ultimate Guide to partnering and ultimate ultimate partner. So live from Florida. Yep. And you are our very first guest in our new facility here. They're nice courtesy of media zones, our partner and just excited to be here in person with you. Absolutely. Sort of that we talked about this Florida, this connection. We're all the channel chiefs are coming to Florida. What do you think about that?

The guys welcome esteemed channel analyst, Jay McBain of Canalys, now a colleague of Craig and James, to the podcast. He offers a great take on artificial intelligence in the channel, Broadcom's acquisition of VMware, and previews some of his many sessions at the upcoming Channel Partners Conference & Expo.

Jay McBain and Jared Fuller discuss the decade of the ecosystem, highlighting the shift towards partnerships that are more strategic in nature as opposed to transactional. Jay explains the transformative power of Nearbound strategies, backed by compelling statistics and real-world examples. Explore the shift from transactional to strategic partnerships and the critical importance of integration-first buying behavior. Tune in to grasp the narrative and actionable strategies behind this paradigm shift.TakeawaysTransformative shift towards ecosystems and partnerships, emphasizing the importance of moving from transactional to strategic collaborations.Nearbound strategies are highlighted as essential for companies across industries to navigate the evolving landscape of strategic partnerships and ecosystems successfully.Jay McBain discusses key statistics, such as 75% of the world economy being sold through partners, and shares real-world examples to support the case for Nearbound strategies. The $5 trillion tech industry's role in the ecosystem shift is discussed, with 73.1% of it flowing through partnerships and a focus on the growing significance of tech services. Integration-first The critical importance of integration-first buying behavior, as 91% of customers prioritize products that seamlessly integrate into their lives or workflows. CEOs across various industries, including tech, pharmaceuticals, banking, insurance, manufacturing, and automotive, are reported to be investing more in partnerships, mirroring tech companies' approach to ecosystems. Jay McBain introduces the Nearbound Movement, discussing its momentum and the need for companies to adapt to the changing economics of partnering. The importance of narratives and mental models in understanding and embracing the decade of the ecosystem is highlighted, with Nearbound positioned as a leading framework. The need for a human-centric approach in the era of ecosystems, providing narratives and stories to connect data dots into an understandable arc. Companies are urged to engage in conversations and ideas, leading to a total transformation of business. Nearbound is presented as an actionable strategy guiding this transformative journey.Chapters00:00 Introduction and Book Announcement02:15 Forward by Jay McBain08:17 Discussion on the Decade of the Ecosystem16:25 Examples of Nearbound Strategies19:41 Platform Strategy and Partnerships21:36 The Momentum of the Nearbound Movement23:04 Conclusion and Congratulations

*Due to a small error, we are re-releasing this episode that was originally set for January 19th, 2024. Thanks for understanding. :-) 1.)  Should you update your GOALS and OBJECTIVES every year?  The short answer? Yes.  Email James (james@kernanconsulting.com) for his one page business plan exercise. ---  3.) Notes on The News  Is Connectwise a sinking ship? https://www.msptechnews.com/business-news/is-connectwise-a-sinking-ship/ The best click-bait of the year....so far! And MAJOR CONSUMERS SEVER RELATIONS WITH HACKED BRANDS? Ransomware attacks in 2023 surged by 95% year-over-year, with 1,278 victims identified on leak sites - already surpassing both 2021 and 2022 totals... https://www.msptoday.com/topics/msp-today/articles/458119-majority-consumers-sever-ties-with-hacked-brands.htm 2.) Five Minutes with a Smart Person: Erick Simpson  Erick Simpson is an MSP Business and Channel Growth Expert, MSP Influencer and MSP Thought Leader A pioneer and leader in the managed services industry, Erick Simpson built and sold one of the very first MSPs in the industry and grew and coached a channel of 30,000 IT Solution Providers through their MSP transformation with his MSP Mastered® Methodology for managed services business performance improvement. Erick is an MSP business & channel growth expert, influencer, thought leader, speaker and author with 4 best-selling books and 50 white papers to his credit, and his strategies and programs help MSPs overcome business challenges to realize consistent, profitable managed services recurring revenue growth. His M&A expertise has helped dozens of MSPs sell their businesses at the highest valuation or expand through acquisition. He delivers strategic MSP market analysis services and builds and improves channel programs for IT vendors and distributors, and helps recruit and enable their channel partners through his thought leadership podcasts, webinars, workshops and event keynotes and breakouts. Erick's industry recognition includes Channel Futures' 7 Thought Leaders Defining the MSP Market, Jay McBain's 100 Most Visible Channel Leaders, 2 Time ChannelPro 20/20 Visionaries, 2 Time MSP Mentor 250 and SMB Nation's SMB 150 award recipient. Check out Erick's new community:  https://mspmastered.com/ https://ericksimpson.com/ https://www.linkedin.com/in/ericksimpson/   — Check out Amy's Intune class: https://www.thirdtier.net/2023/11/29/learning-intune-a-six-month-course/   Our upcoming events: AUSTIN TX – MASTERMIND LIVE (March 28-29th) http://bit.ly/kernanmastermind https://kernanconsulting-mastermind.mykajabi.com/mastermind-event Use “EARLYBIRD” as the coupon code to save $200! Irvine CA - SMB Techfest (Feb 8th-9th) Make sure you catch Amy at SMB Techfest! https://www.smbtechfest.com/events.asp   Our Social Links: https://www.linkedin.com/in/james-kernan-varcoach/ https://www.facebook.com/james.kernan https://www.facebook.com/karlpalachuk/ https://www.linkedin.com/in/karlpalachuk/ https://www.linkedin.com/in/amybabinchak/ https://www.facebook.com/amy.babinchak/      

1.)  Should you update your GOALS and OBJECTIVES every year?    The short answer? Yes.    Email James (james@kernanconsulting.com) for his one page business plan exercise.   ---      3.) Notes on The News    Is Connectwise a sinking ship?   https://www.msptechnews.com/business-news/is-connectwise-a-sinking-ship/   The best click-bait of the year....so far!   And MAJOR CONSUMERS SEVER RELATIONS WITH HACKED BRANDS?   Ransomware attacks in 2023 surged by 95% year-over-year, with 1,278 victims identified on leak sites - already surpassing both 2021 and 2022 totals...   https://www.msptoday.com/topics/msp-today/articles/458119-majority-consumers-sever-ties-with-hacked-brands.htm     2.) Five Minutes with a Smart Person: Erick Simpson    Erick Simpson is an MSP Business and Channel Growth Expert, MSP Influencer and MSP Thought Leader A pioneer and leader in the managed services industry, Erick Simpson built and sold one of the very first MSPs in the industry and grew and coached a channel of 30,000 IT Solution Providers through their MSP transformation with his MSP Mastered® Methodology for managed services business performance improvement. Erick is an MSP business & channel growth expert, influencer, thought leader, speaker and author with 4 best-selling books and 50 white papers to his credit, and his strategies and programs help MSPs overcome business challenges to realize consistent, profitable managed services recurring revenue growth. His M&A expertise has helped dozens of MSPs sell their businesses at the highest valuation or expand through acquisition. He delivers strategic MSP market analysis services and builds and improves channel programs for IT vendors and distributors, and helps recruit and enable their channel partners through his thought leadership podcasts, webinars, workshops and event keynotes and breakouts. Erick's industry recognition includes Channel Futures' 7 Thought Leaders Defining the MSP Market, Jay McBain's 100 Most Visible Channel Leaders, 2 Time ChannelPro 20/20 Visionaries, 2 Time MSP Mentor 250 and SMB Nation's SMB 150 award recipient. Check out Erick's new community:  https://mspmastered.com/ https://ericksimpson.com/ https://www.linkedin.com/in/ericksimpson/   — Check out Amy's Intune class: https://www.thirdtier.net/2023/11/29/learning-intune-a-six-month-course/   Our upcoming events: Honolulu HI – MSSP Sales/Marketing workshop (Jan 16-18th) https://conference.fornixmarketing.com/hawaii-conference-3364   Use “KERNANWINS” as coupon code to save $500!   AUSTIN TX – MASTERMIND LIVE (March 28-29th)   http://bit.ly/kernanmastermind   https://kernanconsulting-mastermind.mykajabi.com/mastermind-event   Use “EARLYBIRD” as the coupon code to save $200!   Irvine CA - SMB Techfest (Feb 8th-9th)   Make sure you catch Amy at SMB Techfest!   https://www.smbtechfest.com/events.asp       Our Social Links: https://www.linkedin.com/in/james-kernan-varcoach/ https://www.facebook.com/james.kernan https://www.facebook.com/karlpalachuk/ https://www.linkedin.com/in/karlpalachuk/ https://www.linkedin.com/in/amybabinchak/ https://www.facebook.com/amy.babinchak/          

Dive deep into the dynamic world of technology channel partners with TECHtonic's host, Thomas Lah, and Jay McBain, Chief Analyst of Channels, Partnerships & Ecosystems at Canalys.During this conversation, Thomas and Jay explore the evolving role of channel partners in technology business models, particularly in the context of 'as-a-service' offerings. They focus on key points such as:The shift from traditional transactions to non-transactional moments, emphasizing the partner's lifetime value in subscription models.The critical role partners play in the 'as-a-service' landscape, adapting to changing buyer demographics.The essential nature of managed services in the 'as-a-service' model, with the linchpin being continuous customer support and success.How transparent data sharing between partners and providers fosters stronger trust and collaborations for improved customer outcomes.Tune in to understand the breadth of the expanding landscape of the technology business channel, with actionable insights vital to your ecosystem's success.Research Report: The Real State of Profitable SaaS - Abriged

Looking to supercharge your partner engagement and grow your partner pipeline by 26%? We've got you covered! In this action-packed episode, we sit down with the brilliant Jay McBain, Jonathan Deveaux from ComforteAG, and Jared Fuller, as we cover everything from reviving partner programs to debating the 80-20 rule in partnerships. Your top challenges will be addressed, including reseller partner recruitment, aligning targeted customers, and getting channel managers and partners on the same page.We also clear up some misconceptions about resellers and the value they provide to customers before, during, and after the point of sale. Our experts discuss the shift from resellers to non-transactional partners in the SaaS space, co-innovation, and the fascinating fact that security deals often involve seven layers. This episode is packed with insights to help you understand the role of resellers in the economy and tech space.Finally, we share valuable strategies for navigating the noise and clutter of the tech industry while finding the right partners. From the importance of a grassroots approach to breaking through the noise to learning about the six vectors of influence, this episode is a goldmine of insights. We even touch on what motivates resellers and how to make sure your messaging is effective. Don't miss this opportunity to learn from the best and boost your partner engagement today!

If you have listened to episodes of Channel Voices podcast before, you might remember one, two, three or maybe even more of our guests mentioning lack of education for the channel industry.The only viable option people have to learn about partnerships, channel and ecosystems is on the job. If you're lucky you might get to work with a great mentor but more often you just find yourself being thrown into the deep-end.The wait for a focused and well structured education system might just have come to an end. Today, I speak with Todd Hussey, the co-founder of SEBSchool and the world-class on-demand, video-based education program designed to enable entire organizations, line-of-business teams, and individual partner professionals to build and grow a partner ecosystem GTM model. It's the only Education System Designed Around the "Influence - Land - Expand" Partner Ecosystem Framework.Instructors: Jason Breed, Jay McBain, Gavriella Schuster, Todd Hussey, Brian Leonard.If you decide to enrol in this program, we would greatly appreciate if you used our SEBSchool affiliate link. It helps us keep the podcast running at no additional cost to you.Todd's LinkedIn ProfileSupport the showThank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you!To stay up to date follow us on LinkedIn and Twitter.You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.comSubscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.We would also like to invite you to join our growing Channel Ecosystems Community on Twitter, a community of channel professionals exchanging ideas, sharing insights and learning from each other. Let's grow together!Until next time

Oh, Florida Man. Will you ever cease to amuse us with your zany antics? Actually, we know two Florida men who you're wise to take seriously. One is Matt Rose, co-founder and director of technology services at Tech Rage IT, who joins Matt and Rich this week to talk about ConnectWise's AI-based automated scripting tool, Kaseya's forecast for the year ahead, and why cyber liability just might be your new best friend. The other Florida man you don't want to miss is the always insightful Jay McBain, chief analyst for global channels at Canalys, who joins the conversation to explain how current economic trends are impacting vendors and their partners, and why everyone in the channel is living in “the decade of the ecosystem.” Crazy! Subscribe to ChannelPro Weekly! iTunes: https://itunes.apple.com/us/podcast/channelpro-weekly-podcast/id1095568582?mt=2 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9jaGFubmVscHJvd2Vla2x5LmxpYnN5bi5jb20vcnNz?sa=X&ved=2ahUKEwjq-N3UvNHyAhVWPs0KHYdTDmkQ9sEGegQIARAF Spotify: https://open.spotify.com/show/7hWuOWbrIcwtrK6UJLSHvU Amazon Music: https://music.amazon.com/podcasts/a1d93194-a5f3-46d8-b625-abdc0ba032f1/ChannelPro-Weekly-Podcast More here: https://www.channelpronetwork.com/download/podcast/channelpro-weekly-podcast-episode-256-florida-man Topics and Related Links Mentioned: Kiss Tech Rage Goodbye: 8 Myths Debunked to Keep You Sane, by Matt Rose - https://www.amazon.com/Kiss-Tech-Rage-Goodbye-Debunked/dp/B098S3ZB7R ConnectWise Adds ChatGPT-Based Scripting to RMM - https://www.channelpronetwork.com/news/connectwise-adds-chatgpt-based-scripting-rmm-solutions ConnectWise Has More AI-Enhanced Features Coming Soon - https://www.channelpronetwork.com/news/connectwise-has-more-ai-enhanced-features-coming-soon Kaseya Foresees “Ugly” Economy That's Less Ugly for MSPs and Their Vendors - https://www.channelpronetwork.com/news/kaseya-foresees-ugly-economy-s-less-ugly-msps-and-their-vendors Cyber Liability: Your New Best Friend - https://www.channelpronetwork.com/article/cyber-liability-your-new-best-friend Rich's quickie preview of the week ahead

Tune in for an all-new episode of the Conquer Local Podcast to learn about Managed Service Providers with Michelle Ragusa-McBain, a highly-visible thought leader in the global technology channel and serves as Provider Elevate Leader for the Global Partner Organization at Cisco.Michelle's mission is to help MSPs elevate and succeed via a partnership with Cisco solutions and the Provider Elevate community. Entrepreneur Magazine named her as one of the top 4 people to inspire women to pursue a career in Tech, and SMB Magazine recognized her as one of the 150 most influential people in the global IT Business Community. CompTIA named her Advancing Women in Technology Leader 2021, and Channel Futures awarded her the Circle of Excellence for Channel Leadership & Innovation and DE&I 101 award and recipient of the prestigious Cisco Worldwide Innovation and Growth Award.Michelle keynoted at the largest and most influential technology conferences globally including Channel Partners, CRN, CompTIA, IT Nation, and Kaseya. Michelle serves as Chair Emeritus of Advancing Women in Technology for CompTIA, sat on the board of CRN's Women of the Channel, is Co-Founder of Tech Worlds Half non-profit; a longstanding member of the National Women in Technology Group, and most recently serves as Florida Leader for Alliance of Channel Women. In her free time, she is a passionate advocate for Women, Diversity, and Inclusion in Technology and enjoys traveling the world with her husband Jay McBain and daughters Brooklyn and Cali with 85 countries and 6 continents to date, or spending time with her fur kids- Husky Auggie Doggy and Calico Kitten Luna Meow.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners. Learn more about Vendasta and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.

In today's episode, we're bringing on a world-renowned professional who has been a long-standing expert in the partnerships industry, to discuss the most recent trends in partner ecosystems practices, as well as predictions for 2023, and a general forecast of what we should expect in the evolution of the partnerships space with regards to ecosystems.Today's guest is Jay McBain. Jay is the chief analyst of “channels, partnerships & ecosystem” at Canalys – a market analyst firm with a distinct channel focus.This production is brought to you by Magentrix ✨

Exceptional leaders build authentic, trusted partnerships to generate sustainable growth. Canalys Chief Analyst Jay McBain shares his journey to global thought leader and how to best leverage analyst insights in shaping strategies that drive competitive advantage.

What is up PartnerUp?Jared Fuller joins all-stars, Jay McBain, Cassandra Gholston, Kristine Stewart,and Janet Schijns on stage in Salt Lake City, Utah to discuss ecosystems, the current state of the market, and what the future holds for B2B SaaS companies. Today's episode is a recording from ImpartnerCon 2022. Never miss an episode of the world's number 1 podcast on partnerships by subscribing to the podcast on Apple Podcasts, Spotify, or wherever you get your podcasts. If you're a visual person, sub to our YouTube, and see the full recording of us learning out loud.Share the episode with your commentary on LinkedIn or Twitter and we'll highlight your commentary. We love to hear your thoughts on each episode, and always comment back or respond to emails/dms. Hey! We're real people. You can check out all past and future PartnerUp episodes at https://www.partneruppodcast.com and subscribe now to the world's number 1 partnerships newsletter, PartnerHacker Daily (PhD) at https://partnerhacker.com/.

Today, 75% of world trade flows indirectly. Things are changing, industries are progressing, and the world is becoming embedded. Jay McBain is here to share his perspective and predictions on the partner ecosystem future based on a ton of research he has made.  In Jay's words, the ecosystem has always been around us, just not at the scale. But SaaS companies are bringing more and more partners to the dance to make the never-ending customer journey easier for everybody. That's what he calls the partner assist function, where partners go to marketplaces and buy on behalf of the customer. So that 75% of indirect sales we're seeing today through channel resellers might go down to 33% in the future.   Links 435 - Show Notes Jay's website Jay's LinkedIn Cloud Consultants Collective SendSpark Join our newsletter   Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

We had an incredible time at the Taylor BigBIG Conference in Ft. Lauderdale, Florida, and we were fortunate to have an amazing conversation with a power couple within the technology channel partner ecosystem. They are influential leaders who have found a way to have success professionally and personally. This is a special episode with our friends Jay McBain and Michelle Ragusa-McBain. Jay McBain is an accomplished speaker, author and serves as the Chief Analyst of Channels, Partnerships & Ecosystems for Canalys. Michelle is also a speaker and serves as Cisco's Global Lead & Channel Evangelist for MSPs. She heads up the Provider Elevate Team to drive strategy and execution for community, programs, engagement and acceleration.Jay and Michelle compliment each other's strengths and support each other's individuality. They support each other's goals as if they were their own. They strive for what they coin “work-life integration”, instead of ‘work-life balance. Jay also noted that with their relationship, it is a “1 + 1 = 3”. Additional takeaways from our conversation with them include:-Logistics and clarity of communication-Work hard and play hard, and their love of travel-What keeps them inspired-Marriage can excel regardless of where you are along the Introvert-Ambivert-Extrovert Spectrum-Organizational culture matters, support for women & diversityTo learn more about Jay and Michelle as well as where they will be speaking, find them on LinkedIn, visit jaymcbain.com/ and about.me/michelleragusa--- more ---If you are looking to learn the art of audience engagement while listening for methods to conquer speaking anxiety, deliver persuasive presentations, and close more deals, then this is the podcast for you.Twins Talk it Up is a podcast where identical twin brothers Danny Suk Brown and David Suk Brown discuss leadership communication strategies to support professionals who believe in the power of their own authentic voice. Together, we will explore tips and tools to increase both your influence and value. Along the way, let's crush some goals, deliver winning sales pitches, and enjoy some laughs.Danny Suk Brown and David Suk Brown train on speaking and presentation skills. They also share from their keynote entitled, “Identically Opposite: the Pursuit of Identity”.Support and Follow us:YouTube: youtube.com/channel/UCL18KYXdzVdzEwMH8uwLf6gInstagram: @twinstalkitupInstagram: @dsbleadershipgroupTwitter: @dsbleadershipLinkedIn: linkedin.com/company/twins-talk-it-up/LinkedIn: linkedin.com/company/dsbleadershipgroup/Facebook: facebook.com/TwinsTalkitUpFacebook: facebook.com/dsbleadership/Website: dsbleadershipgroup.com/TwinsTalkitUp

Customers are now being empowered to the point where they can walk into a dealership and know more about the product than the salesperson. How does this affect marketing strategies; how should revenue leaders approach this? Today's episode with Jay McBain is about the changing revenue cycle and how companies must consider new partnerships and strategies to keep customers engaged. He mentions that the key to success in this environment is to be cross-functional and think about your company in terms of the channels it operates. He also emphasizes the importance of being present in every channel to remain competitive. Connect with Jay McBain | Follow us on LinkedIn

I'm excited to be celebrating 150 amazing episodes with a five-timer guest, Jay McBain.

Jay McBain, Chief Analyst at Canalys for Channels, Partnerships and Ecosystems, keynote speaker, author and recently named a Top 8 Global Influencer by Channel Partners joins the show to discuss why the next decade of the channel ecosystem will be pivotal as the technology industry undergoes a major transformation. We also talk about how marketplace are going to disrupt the current model, the importance of “orchestration” and the growth that could bring to companies, and what governments need to do to adapt to all of this change.

Jay McBain is an accomplished speaker, author and innovator in the IT industry. Named 2022 ForzaDash Channel Leader, 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, Channel A-List by CRN, Top 8 Thought Leader by Channel Marketing Journal, Top 20 Visionary by ChannelPro, Top 25 Newsmaker by CDN Magazine, Top 50 Channel Influencer by Penton, Top 100 Most Respected Thought Leader by VSR Magazine, Global Power 150 by SMB Magazine, and Top 250 Managed Services Executives by MSPmentor. Episode Links:LinkedIn: https://www.linkedin.com/in/jaymcbain/Web: http://www.jaymcbain.com/Twitter: https://twitter.com/jmcbainAbout: https://about.me/jmcbainYouTube: https://www.youtube.com/user/jayrmcbainInstagram: https://www.instagram.com/jaymcbain/Joey Pinz Conversations Podcast Information: • Website: https://www.joeypinz.com • Link Tree: https://linktr.ee/joeypinz • Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  Support our podcast:  • Subscribe: https://joeypinzconversations.com/subscribe/ • How much is this podcast worth to you? Consider $5, $10 or $20/mo with Patreon: https://www.patreon.com/joeypinz  • How about a one-time payment?  • What is the episode worth to you? $25/$50/$100/$500 /$1,000/$5,000 with PayPal (one-time): https://www.paypal.com/paypalme/JoePannone Please subscribe/follow to Joey Pinz Discipline Conversations Podcast: • Spotify, Apple, Google, or others.  Please consider rating with 5 stars if you like it. • Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438 • Spotify: https://open.spotify.com/show/69SFwY3XSwcw9qNvElAn10 • Google: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5idXp6c3Byb3V0LmNvbS8xODI4OTA2LnJzcw • YouTube: https://www.youtube.com/c/JoeyPinzDisciplineConversations?sub_confirmation=1Please follow on social media: @TheJoeyPinz • Instagram: @TheJoeyPinz https://www.instagram.com/TheJoeyPinz  • Twitter: @TheJoeyPinz  https://twitter.com/TheJoeyPinz • Facebook: @TheJoeyPinz https://www.facebook.com/TheJoeyPinz • TikTok:  @TheJoeyPinz  https://www.tiktok.com/@thejoeypinzFinally,  join our newsletter: https://joeypinzconversations.com/#newsletterSupport the show (https://www.patreon.com/joeypinz)

An Ecosystem Technology Leader Joins Ultimate Guide to Partnering® My mission is to help technology organization leaders achieve their greatest results working with technology giants and their ecosystems. We are witnessing a rapid evolution of the channel, partnering, and the importance of Ecosystems. My next guest on Ultimate Guide to Partnering is an entrepreneur and podcast host at the center of this discussion. Adam Michalski joins to tell us why account-based networking matters to successful partner ecosystems. Adam Michalski is the CEO and Co-Founder of Partnered and the host of the Partnered Podcast. I was delighted to welcome this forward-leaning entrepreneur and partner thought leader as we share an immense mutual passion for the role of partnering in driving increased business results. Our mutual good friend Jay McBain has coined this the "Decade of the Ecosystem". In this episode, Adam and I discuss Partnered and its unique mission, his amazing podcast, and banter on the topic of Ecosystems and Partnerships shaping this transformational decade. What You'll Learn Partner Sourced vs. Partner Influenced Revenue.What is Account-Based Networking (ABN)?How Partnered applies ABN to measure and drive successful partnerships.What he is seeing during this Decade of the Ecosystem.The role of data and attribution in shifting the C-suite mindset toward partnering.What he sees in the best partners. Why Listen? We are seeing a rapid and sustained transformation, technology is transforming every company and industry, and we will never go back. Adam Michalski is a rising leader in the "Go to Ecosystems" movement and his perspective and teachings are gaining momentum; we will continue to see significant shifts in how we partner, develop, market, procure and deploy technology today. We are in the early innings of a very exciting and exhilarating game! WARNING – This episode is exclusively for leaders who care about partner ecosystems, the evolution of selling and the systems driving this next phase of economic growth, and how this "Decade of the Ecosystem" looks to take shape. You will hear Adam's view on how technology and data are shifting the attribution discussion and how organizations and leaders from the CEO down need to think and move differently during this rapidly changing digital economy. If you are a Channel Leader, make sure your CEO, CFO, CRO, and CMO listen to this episode! It was great to feature Adam. I hope you learn from this discussion as much as I learned from this rising industry thought leader on Ultimate Guide to Partnering®. Quote From This Episode What's interesting is when you start putting real data behind most partner programs, it's step one as most of these programs just aren't being tracked properly. We work with some organizations where we see 50, 60, and 70% of their attribution being missed, which means that there's no chance that you're able to actually accurately drive. It's like driving your car with, you know, one wheel and then blaming the car. But it's actually because you didn't install three of those wheels. I think (data and attribution) it's such a crucial part. Frankly, if the CFO or the CRO was looking at that data when you're only getting very limited inputs, the logical conclusion is always going to be, hey, this isn't working, let me take the budget and put it towards the areas where I know that if I put $1 in, I get x dollars out of sales, marketing. So the attribution component of this is one that I think is really important. There's a lot of low hanging fruit that most organizations have just right off the bat, just deploying, like some standard processes now of actually being able to just track this, but a lot of the methodologies and the ways of actually really making sure that you're best in class at tracking this are where we work with a lot of our clients. And I think once again, bringing this full circle is what's fantastic is once you sta...

New Episode of Let's Talk About SecurIT alert with Jay McBain! 2021 Channel Influencer of the year Jay McBain is an accomplished speaker, author and innovator in the IT industry. Jay is a thought leader and provides future industry guidance. His 28 year career as sales executive , marketing, strategy roles have all led him to his current role as Principal analyst at Forrester. Philip and Jay discuss Cyber security and emerging tech and Jay shares a unique perspective on hyper growth.

What is up PartnerUp?!Isaac and Jared are back after a wild week with Jay McBain. This time, Isaac turns the mic on Jared to go way beyond the perfunctory partner tactics, and dive deep into philosophy...Why does Jared believe that ecology and ecosystems play according to the same laws?What first principles of partnering apply all the way from public companies, down to starting a brand new biz?How early is too early for partnering? How late is too late?!All this and more as we recognize the moment we're in and think outside the box.Oh and hey, remember to subscribe on Apple Podcasts, Spotify, or anywhere you get your pods on the go. And if you're on Youtube, smash the subscribe and notify button. For the Apple Podcast fans, leave a FIVE STAR rating.And If you liked the show, share the episode with your commentary on LinkedIn and hash #partnerup #partnerhacker . Tag us in on the post so we can comment and share back! Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and subscribe NOW to our new newsletter at https://partnerhacker.com/

As the technology industry continues to hasten its evolution through continually changing global macro events, accelerating technical advances, and changes in the social constructs of how and why we work, building successful partnerships has never been so important.Vince Menzione has spent the last 25 years of his career thinking about how to create successful partnerships and joins this LIVE episode of The Data Binge Podcast to highlight a winning framework for how to get partnerships right. As a former Microsoft General Manager of Partner Strategy, host of the Ultimate Guide to Partnering podcast, and founder of the tech consulting firm Ultimate Partnerships, Vince brings an aptitude and energy for partnerships that can drive change in any tech organization.This discussion will include the following topics:The 8 principles of partnership success: understanding the very idea of what partnership between organizations means and why it's increasing in importanceEvolutions in the partner landscape, and the impact of hyper evolving global trends on partner strategy across the tech domainThe power of thought leadership: the learnings from creating a 5-year passion project, “The Ultimate Guide to Partnering”, and lessons of culture, leadership, and the obligation to lead with diverse and inclusive values that reach beyond our typical fields of impactKey Takeaways:[1:44] The recent speed of technology from Gaming to NFT's, to emerging Metaverse experiences[4:19] How Vince has built and maintained a 5-year podcast hyper focused on the world of successful tech partnerships [5:22] Vince's background and career direction, starting as the general manager of US public sector strategies for Microsoft across 9 years[6:56] The era in which every organization is adapting to the advancements of technology[11:31] How partnering is a phenomena that is all around us in the business ecosystem [20:25] Successful mindsets to partnering[23:39] The importance of building a brand and a brand story [25:17] Intuitive alignment, communication and adjustment towards success cross organizationally[28:44] Commitment before focus [31:02] Thinking differently to build successful ecosystems [37:39] An insight for people who don't want to get involved with partnering [41:13] The three C's: culture, communication, commitment[45:11] The partnership manifesto: Why people need to partner better[46:55] Diversity, inclusion, and leadership [50:50] On the issue of age discrimination, early retirement, and the lost value of experienced leadership in the tech industry[56:42] The power of community Memorable Quotes:[19:20] - ”I have identified with the work I've done over the years that the podcast is a good laboratory. I have over a hundred and thirty guests now that come to the podcast, and I ask every single one of them about partnering; what do they see from the best and why do they fail. I've sort of landed on the successful principles on what makes successful partnering.” - Vince Menzione[28:10] – regarding tech partnering organizations ”were not really looking at spend, were not really looking at who were talking to in the organization. We're looking at how eager they are to want to work with us on this specific transformational capability.” - Vince Menzione[38:16] - ”The proof is in the pudding in the sense that organizations will believe, if they see other organizations that are like-minded in the industry that are successful, and we see more of that every day.” - Vince Menzione[51:20] - ”Learn from other cultures where people who have age and wisdom are valued better.” - Vince Menzione RESOURCESConnect with Vince on LinkedIn - https://www.linkedin.com/in/vincemenzione/Vince Menzione's Microsoft US Partner Blog - https://www.microsoft.com/en-us/us-partner-blog/author/vincemenzione/Channels, partnerships & ecosystems: Jay McBain on LinkedIn: https://www.linkedin.com/in/jaymcbain/LinkedIn LIVE EVENT Link: https://www.linkedin.com/video/event/urn:li:ugcPost:6872569678066188288/ Thanks for watching!To access more expertise on partnering in the tech industry, feel free to navigate to https://ultimateguidetopartnering.com/ or reach out to Vince directly on Linkedin!-------------------------------- *The views and opinions expressed in this discussion are those of the guests and do not necessarily reflect the official position of their employer, Microsoft" ____ Thank you for listening! -------------------------------- Learn more about the Data Binge Podcast at www.thedatabinge.com Connect with Derek: LinkedIn: https://www.linkedin.com/in/derekwesleyrussell/Youtube: https://www.youtube.com/channel/UCN1c5mzapLZ55ciPgngqRMg/featuredInstagram: https://www.instagram.com/drussnetwork/Twitter: https://twitter.com/drussnetworkMedium: https://medium.com/@derekwesleyrussellEmail: derek@thedatabinge.com

Join host Adam Michalski as he referees the The Ecosystem Heavyweight Championship (“the fight of the year”)  Jay McBain, Principal Analyst at Forrester, and Allan Adler, Managing Partner at Digital Bridge Partners.Topics Covered:Why ecosystems matterWhere customers fit into the ecosystemHow to orient your company toward the futurePoint of Transaction vs. Value AddedPartner-Influence Model vs. the Legacy Model (Partner-sourced)Partner with Forrester:About UsB2B MarketingBecome a ClientPartner with Digital Bridge Partners:Digital Bridge PartnersPartner with Digital Bridge PartnersContact Digital Bridge PartnersSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

We've all heard the term "growing the pie" in the context of enlarging an economic opportunity to enrich more people.  That kind of pie growth is visible today in the automation & AI space, where swelling revenue streams are accelerating prosperity for software vendors & service providers.  This in turn is driving the formation of an automation- & AI-centered business ecosystem which ultimately will have a significant macroeconomic impact on numerous industries.  At least that's the prediction of Jay McBain from Forrester research who, perhaps more than anyone else, has devoted himself to studying this ecosystem.   Jay's insights are highly sought after, which is why Channel Partners Magazine named him their 2021 Channel Influencer of the Year.  In this episode we catch up with Jay, who shares his vast erudition with us on the mind-boggling number of market opportunities going unmet by automation providers;  the biggest disruptions we'll see in the coming years for the automation and AI ecosystem; & why every company is becoming a tech company.

This insightful conversation will bring you up to speed on the value of the channel and the direction we are going, it is exciting. Jay shares his research on the flow of the money, the value of partners, the decade of the ecosystem, advice for suppliers and selling partners, level of orchestration and measuring business outcome. This is an impactful and thought provoking episode you may have to listen to twice!  I have added the transcript as well. We dive into the details of emerging tech and IoT, things to think about.   His advice on how to win in an environment with millions of options is invaluable. Jay's top ten- https://www.forrester.com/blogs/what-i-see-coming-for-the-channel-2021/Jay's personal blog- http://www.jaymcbain.com/Support the show (https://cash.app/$cwhitking)

Join host Adam Michalski as he interviews Drew Mohoric, Strategic Partnerships at Harver.Adam and Drew discuss the unique aspects of the HR partnership landscape, Drew's path into partnerships, and much more. Topics Covered:How Drew got started in partnershipsWhat the HR partnership landscape is likeBest practices when working with HR partnershipsWhat Drew has learned from his career in partnerships thus farWhere Drew sees the future of HR partnerships headingPartner with Harver:HarverPartner with HarverPartnership Jobs:Join Partnership Leaders as an Account ExecutiveCareers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Andy Whyte, Author of MEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex Sale. Adam and Andy discuss MEDDIC and MEDPICC, which are sales methodologies  used by elite sales companies like Sprinklr, AppDynamics, and Snowflake to generate billion-dollar revenues streams. We also dive into how Andy thinks about partnerships and selling with your ecosystem.Topics Covered:What is MEDDICC and why does it matterHow you can apply MEDDICC to your companyWhat is MEDDPICC and how do partners fit into MEDDICCWhat you can do today to start leveraging these proven methodologies in your sales cyclesWhere Andy sees the future of sales headingGet in touch with Andy:Andy WhyteMEDDICC.comMEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex SalePartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Thibaut Souyris, CEO and Founder of SalesLabs. Adam and Thibaut discuss best practices for partnering with influencers - what works, what doesn't, and how to effectively partner with influencers. We also cover sales and prospecting best practices using social selling. Topics Covered:How Thibaut started and became an influencer in the sales spaceHow to think about working with influences - what works and what doesn'tWhat you need to be mindful of when asking to partner with an influencerWhat are the best social selling strategies that Thibaut is deploying todayWhere Thibaut sees the future of prospecting headingPartner with SalesLabs:SalesLabsReach out to ThibautPartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Nick Valluri, Head of Partnerships at Coda.Adam and Nick discuss ecosystem best practices Nick has learned from his time at Box, Google, Zapier, and now at Coda. Topics Covered:What Nick has learned from his time at Box, Google, Zapier, and CodaHow Nick thinks about the transition from API to SDKWhat are the major differences between reseller partnerships and ecosystem partnershipsWhy Nick chose to build out the partner program at CodaWhere Nick sees the future of partnerships headingPartner with Coda:CodaPartner with CodaPartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Christopher Smith, Head of Partner Success at Checkr.Adam and Christopher discuss how to ensure your partners are as successful as possible. We also cover leading cross-functional teams and how to ensure everyone is aligned plus much, much more. Topics Covered:What is Partner Success and why is it important?How to make partnerships successful - with a focus on SaaS and softwareHow Chris got Alibaba to partner and the learnings from working with such a large companyWhat is important to keep top of mind when leading cross-functional teamsWhere Christopher sees the future of government partnerships headingPartner with Checkr:CheckrPartner with CheckrPartnership Jobs:Careers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Strategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Peter Spoehr, Senior Director of Alliances of the Public Sector at Medallia.Adam and Peter discuss everything government partnerships - what do they look like, how are they different from traditional partnerships, and more.Topics Covered:Peter's transition from the US Army into businessWhat are government partnerships and how do they differ from traditional partnershipsWhat most companies overlook when it comes to their relationships with partners or potential clientsHow to overcome a "culture of narcissism" Where Peter sees the future of government partnerships headingPartner with Medallia:MedalliaPartner with MedalliaPartnership Jobs:Careers at MedalliaJoin Radar as a Technology Partner Manager!Strategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Lester Lee, Head of Partnerships at Lattice.Adam and Lester discuss the intersection of sales and partnerships - what are the commonalities, what are the differences, and more. We also talk about Lester transitioning from a startup founder into a partnership leader. Enjoy!Topics Covered:What are commonalities between sales and partnerships How Lester transitioned into partnership from starting his own Y-combinator backed startupWhat's happening in the HR tech ecosystem and how Lester sees things playing outHow to think about partnerships as a core business unit within the companies broader visionWhere Lester sees the future of B2B partnerships headingPartner with Lattice:LatticePartner with LatticePartnership Jobs:Join Radar as a Technology Partner Manager!Careers at SendosoStrategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Francois Grenier, Head of Partnerships at Sendoso. Adam and Francois discuss how Sendoso is shifting from co-selling to focusing on pipeline generation. We also cover how companies can do better with integration partnerships and what Francois is focusing on since he's joined Sendoso (and since their recent $100,000,000 Series C fundraise!). Enjoy!Topics Covered:Why Sendoso is shifting their focus to pipeline generationHow Francois thinks about agency partnerships and why they're differentWhat Francois is looking to improve upon now that he's Head of Partnerships at SendosoHow to think about integration partnerships and all the value they can add to your companyWhere Francois sees the future of B2B agency partnerships headingPartner with Sendoso:SendosoPartner with SendosoPartnership Jobs:Join Radar as a Technology Partner Manager!Careers at SendosoStrategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Alexis Petrichos, Anthony Kapitanski, & Daniel Cmejla of Chili Piper. Adam and the Chili Piper partnership team discuss everything Ecosystems, Product, & Channel. Alexis is a Partnership Manager covering Product. Anthony covers Channel. And Daniel covers all things Ecosystems. Enjoy!Topics Covered:How Chili Piper structures their partnership teamWhat each partnership role focuses on and how they KPI themselvesWhy not everything needs to have a KPIHow to think about Community Partnerships and why they're differentWhere the Chili Piper team sees the future of B2B agency partnerships headingPartner with Chili Piper:Chili PiperJoin the Chili Piper Partnership TeamPartnership Jobs:Strategic Alliances Manager at Airship (US/EMEA)Careers at Chili PiperCareers at GustoCareers at HubSpotSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

In this exciting episode of SaaS Connect your host Sunir Shah, President of Cloud Software Association, leads a discussion with Jay McBain, a Forrester Analyst, about what's in the future for the B2B #SaaS channel. McBain humbly calls himself an Analyst, but no one in the industry has spent so much time over so many years, with so much depth, talking to so many players. Included in this discussion that revolves around McBain's trends report, are the following topics: Where the information from the report came from. Software market numbers, and more specifically, SaaS market growth. The biggest software companies' market growth. What's happening in the influencer channel. Partnership tactics and influencer channel impact. Digital transformation. Channel conflict. Routes to market and being adaptive. The trend in channel technology. Managing the channels attached to every buyer moment. The people element within the channel. Thank you to our amazing podcast team at Content Allies. Want to launch your own B2B revenue-generating podcasts? Contact them at https://ContentAllies.com