Podcast appearances and mentions of jay mcbain

Welcome back to the Ultimate Guide to Partnering® Podcast. AI agents are your next customers. Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ Jen Odess, Group Vice President of Partner Excellence at ServiceNow, joins Vince Menzione to discuss the company’s incredible transformation from an IT ticketing solution to a leading AI-native platform for business transformation. Jen dives deep into how ServiceNow has strategically invested in and infused AI into its unified platform over the last decade, enabling over a billion workflows daily. She also outlines the critical role of the partner ecosystem, which executes 87% of all implementations, and reveals the company’s strategic initiatives, including its commitment to the hyperscaler marketplaces, the goal to hit half a billion dollars in annual contract value for its Now Assist AI product, and the push for partners to adopt an ‘AI-native’ methodology to capitalize on the fact that customers still want over 70% of AI buying to be done through partners. Key Takeaways ServiceNow is an ‘AI-native’ company, having invested in and built AI directly into its unified platform for over a decade. The company’s core value today is in its unified AI platform, single data model, and leadership in workflows that connect the entire enterprise. ServiceNow will hit $500 million in annual contract value for its Now Assist AI products by the end of 2025, making it the fastest-growing product in company history. An astonishing 87% of all ServiceNow implementations are done by its global partner ecosystem, highlighting their crucial role. The company is leveraging the half-trillion-dollar opportunity of durable cloud budgets by driving marketplace transactions and helping customers burn down cloud commits using ServiceNow solutions. To win in the AI era, partners must adopt AI internally, co-innovate on the platform, and strategically differentiate themselves to rank higher in the forthcoming agentic matching system. Key Tags: ServiceNow, AI-native platform, Now Assist, Jen Odess, partner excellence, workflow leader, AI platform for business transformation, hyperscalers, Microsoft Azure, Google Cloud, AWS, marketplace transactions, cloud commits, AIDA model, agentic matching, F-Pattern, Z-Pattern, group vice president, MSP, GSI, co-innovation, autonomous implementation, technical constraints, visual hierarchy, UX, UI, responsive design. Ultimate Partner is the independent community for technology leaders navigating the tectonic shifts in cloud, AI, marketplaces, and co-selling. Through live events, UPX membership, advisory, and the Ultimate Guide to Partnering® podcast, we help organizations align with hyperscalers, accelerate growth, and achieve their greatest results through successful partnering. Transcript: Jen Odess Audio Podcast [00:00:00] Jen Odess: The AI platform for business transformation, and I love to say to people, it sounds like a handful of cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:00:20] Vince Menzione: Welcome to, or welcome back to The Ultimate Guide to Partnering. I’m Vince Menzi on your host, and my mission is to help leaders like you achieve your greatest results through successful partnering. Today we have a special leader, Jen Odes is the GVP for Partner Excellence at ServiceNow. And joins me here in the studio in Boca Raton. [00:00:40] Vince Menzione: Jen, welcome to the podcast. Thanks, Vince. It’s so great to be here. I am so thrilled to welcome you. To Boca Raton, Florida. Our podcast home look at this amazing background we have Here is this, and this is where we host our ultimate partner Winter retreat. Actually, in February, we’re gonna give that a plug. [00:00:58] Vince Menzione: Okay. I’d love to have you come back. I’d love to have an invite. And you flew in this morning from Washington DC [00:01:04] Jen Odess: I did. It was 20 degrees when I left my house this morning and this backdrop. Is definitely giving me, island South Florida like vibes. It’s fabulous. [00:01:13] Vince Menzione: And we’re gonna talk about ServiceNow. [00:01:14] Vince Menzione: And you’re also opening an office down here? We [00:01:17] Jen Odess: are [00:01:17] Vince Menzione: in West Palm Beach. Not too far from where we are. Yes. Later 2026. Yeah. I love that. And then so we’ll work on the recruiting year, but let’s dive in. Okay. So thrilled to have ServiceNow and to have you in the room. This has been an incredible time for your organization. [00:01:31] Vince Menzione: I have been watching, obviously I work with Microsoft. We’ve had Google. In the studio, Amazon onboard as well. And other than those three organizations, I can’t think of any other legacy organization that has embraced AI more succinctly than ServiceNow. And I thought we’d start there, but I really wanna spend some time getting to know you and getting to know your role, your mission, and your journey to this incredible. [00:01:57] Vince Menzione: Leadership role as a global vice president. We’ll talk about Or [00:02:01] Jen Odess: group. Group Vice president. I know it doesn’t roll off the tongue. I get it. A group vice president doesn’t roll. [00:02:05] Vince Menzione: G-V-P-G-V-P doesn’t roll off the time. And in some organizations it is global. It is in other organizations, it’s group. So let’s, you’re not [00:02:12] Jen Odess: the first to say global vice president. [00:02:14] Jen Odess: Okay. I’ll take either way. It’s fine. [00:02:15] Vince Menzione: Yeah. Yeah. And might be a promotion. Let’s talk. Let’s talk about that. Let’s talk about you and your career journey and your mission. [00:02:22] Jen Odess: Yeah, so I’ve been at ServiceNow for five years. In fact, January will be like the five year anniversary and then it will be the beginning of my sixth year. [00:02:31] Jen Odess: Amazing. And I actually got hired originally to build out the initial partner enablement function. So it didn’t really exist five years ago. There was certainly enablement that happened to Sure. All individuals that were. Using, consuming, buying ServiceNow, working with ServiceNow. But the partner enablement function from pre to post-sale, that whole life cycle didn’t exist yet. [00:02:54] Jen Odess: So that was my initial job. I got hired to run partner enablement and it before. And how big [00:02:59] Vince Menzione: was your partner organization at that point? It must have been pretty small. [00:03:01] Jen Odess: It was actually not as small as you would think. Gosh, that’s a great question. You’re challenging my memory from five years ago. [00:03:08] Jen Odess: I know that we’re over 2,500 partners today and we add hundreds every year, so it had to have been in the low one thousands. Wow. Is where we were five years ago. But the maturity of the ecosystem is grossly larger today than it was then. I can imagine. So back then there was less than 30,000 individuals that were skilled on ServiceNow to sell or solution or deliver. [00:03:34] Jen Odess: Today there’s almost a hundred thousand. Wow. So yeah that’s like the maturity in the capability within the ecosystem. But before I start on my ServiceNow and my group vice president. Which is a great role, by the way. Group Vice President. Yeah. Partner Excellence group. I’m very proud of it. [00:03:49] Jen Odess: But but let me tell you what brought me here, please. So I actually came from a partner, but not in the ServiceNow ecosystem. Okay. I won’t name the partner, but let’s just say it’s a competitor, a competitive ecosystem. And I worked for a services shop that today I would refer to as multinational. [00:04:11] Jen Odess: Kind of a boutique darling, but with over 1,500 consultants, so Okay. A behemoth as well? Yeah. Privately held. And we were a force to be reckoned with, and it was really fun. I held so many roles. I was a customer success manager. I led the data science practice at one point. I ran global alliances and partnerships. [00:04:35] Jen Odess: At one point I was the chief of staff to the CEO at the time that company was acquired. Big global si. And and then at one point I even spun off for the big global SI and helped run a culture initiative to transform co corporate culture. Wow. Very inside the whole organization. Wow. That is very, yeah. [00:04:54] Jen Odess: Really interesting set of roles. And the whole reason I came to ServiceNow is by the time I was concluding that journey in that ecosystem on the services side, I felt like. I didn’t fully understand what it meant to be on the software product side. And I often felt like I approached friction or moments of frustration and heartache with resentment for the software company. [00:05:20] Jen Odess: Sure. Or maybe just a lack of empathy for what they must be going through as well. It always felt like I was on the kind of [00:05:26] Vince Menzione: negative you were on the other side of the table. Totally. [00:05:27] Jen Odess: Yeah. And, or maybe like the redheaded stepchild kind of a concept as a partner. And so I sought out to. Learn more, which is probably a big piece of my journey is just constant curiosity. [00:05:38] Jen Odess: Nice. And I thought I think the thing I’m missing is seeing what it means firsthand to be on the software product side. And that was what led me to a career at ServiceNow. Five years strong. Yeah. So [00:05:50] Vince Menzione: talk about partner experience for those who don’t know what that means. [00:05:53] Jen Odess: Yeah. Today my role is partner excellence, but it used to be partner experience. [00:05:58] Jen Odess: Okay. And so the don’t. Yeah, that’s normal to say both things. And they actually mean two very different things. [00:06:04] Vince Menzione: Yeah, I would say so. [00:06:05] Jen Odess: And we deliberately changed the title about a year ago. So today, partner Excellence is about really ensuring that we build a vibrant AI led ecosystem. And that’s from the whole life cycle of the partner, from the day they choose to be a partner and onboard, and hopefully to the day they’re just. [00:06:23] Jen Odess: Thriving and growing like crazy, and then across the whole life cycle of the customer pre to post sale. So it’s, we are almost like the underpinning and the infras infrastructure. Someone once said it’s like we’re the insurance policy of all global partnerships and channels. That’s how we operate across global partnerships and channels and service Now. [00:06:42] Vince Menzione: And you have a very intimate relationship with those partners. We’re gonna dive in on that as well. Yes. But let’s talk about this time like no other. I talk about tectonic shifts at all of our events. People that listen to our podcasts know we talk about the acceleration of transformation, and it’s happening so fast. [00:06:58] Vince Menzione: It was happening fast even during COVID. But then. I’ll call this date or time period, the November 20, 22 time period when Chat GPT launched. Oh yeah. And that really changed the world in many respects, right? Yeah. Microsoft had already leaned in with chat, GPT, Google, we talked to Google about this. [00:07:17] Vince Menzione: Even having them in the room was like, they were caught flatfooted in a way, and they had a lot of the technology and they didn’t lean in. But it feels like ServiceNow was one of the first, certainly on the ISV side of the house and refer to the term ISV. Loosely, because hyperscalers are ISVs as well. [00:07:34] Vince Menzione: They were early to lean in and have leaned it in such a way from a business application perspective that I believe we haven’t seen embracing and infusing AI into your platform. I was hoping we could dive in a little bit on ServiceNow from a. Kinda legacy, what the organization was and is today. [00:07:56] Vince Menzione: And then also this infusion of AI into the platform. If you don’t mind, [00:07:59] Jen Odess: I love this topic. Okay. And I feel like it’s such a privilege to talk about ServiceNow on this topic because we really are a leader in the category. I’ll almost rewind back to over 20 years ago when the company was founded. [00:08:11] Jen Odess: Today, fast forward, we are so much more than an IT ticketing company. We are, [00:08:16] Vince Menzione: but that was the legacy. That’s how I knew service now 20 years ago. [00:08:19] Jen Odess: And what a beautiful legacy. Yeah. But we have expanded immensely beyond that. And that’s the beautiful story to tell customers. That’s so fun. [00:08:28] Jen Odess: But what what I love is that. So 20 years ago, that was where we started. And today, do you know that over a billion workflows are put to work every single day for our customers? A billion [00:08:38] Vince Menzione: workflows, over a billion workflows. That’s crazy. [00:08:40] Jen Odess: And 87% of all implementations for ServiceNow were done by partnerships. [00:08:46] Jen Odess: And channels. That’s fantastic. So you think about those billion plus workflows daily, all because of our partner ecosystem. This is my small plug. I’m just very proud 80, proud 86%. [00:08:56] Vince Menzione: Did you hear that? Part’s 86%. [00:08:57] Jen Odess: Amazing. And so that’s like what we’re, that’s what we’re a leader in the category. We are a leader in workflows categorically. [00:09:05] Jen Odess: But then over a decade ago, we started investing in ai. We started building it right into our platform, and this becomes the next kind of notch on our belt, which is we are a unified platform. Nothing is bolted on, nothing is just apid in. Yeah, it is a unified platform. So all of that AI that for the past decade we’ve been building in into our platform. [00:09:28] Jen Odess: Just in our AI platform, which is now what we are calling it, the AI platform. [00:09:34] Vince Menzione: And I would say that unless you were a startup starting up from scratch today and building on an LLM, we were building in a way I don’t think any other organization’s gonna actually state that [00:09:45] Jen Odess: what’s actually why we call ourselves AI native. [00:09:47] Jen Odess: Yeah, beca for that exact reason. And that’s who we’re competing with a lot these days, is the truly AI native startups where they didn’t have, the 20 years. Previously that we had, but that’s what makes us so unique in the situation, is that unified AI platform, a single data model that can connect to anything. [00:10:07] Jen Odess: And then the workflow leader. And when you put all those things together, AI plus data, plus workflows and that’s where the magic happens. Yeah. Across the enterprise. It’s pretty cool. [00:10:17] Vince Menzione: That is very cool. And you start thinking about, and we start talking about agent as a, as an example. Let’s talk about this for a second. [00:10:23] Vince Menzione: You, when what is this bolt-on, we could use the terms co-pilot, we could use Ag Agent ai, but they are generally bolted onto an existing application today. So take us through the 10 years and how it has become a portion or a significant portion. Of ServiceNow. [00:10:41] Jen Odess: When say the question a little bit more. [00:10:43] Jen Odess: Like when you say it’s, yeah, when which examples have bolted on? [00:10:47] Vince Menzione: So exa, we, what we see today is the hyperscalers coming out with their own solution sets, right? They’re taking and they’re offering it up to their ecosystem to infuse it into their product and portfolio. To me, those that look like bolted on in many respects, unless it’s an AI need as a native organization, a startup organization. [00:11:07] Vince Menzione: They’re mostly taking and re-engineering or bolting onto their existing solutions. [00:11:12] Jen Odess: I follow. Yeah. Thank you for giving me a little more context. So I call this our any problem. It’s like one of the best problems to have we can connect into. Anything, any cloud, any ai, any platform, any system, any data, any workflow, and that’s where any hyperscaler, and that’s the part that makes it so incredible. [00:11:32] Jen Odess: So your word is bolt on, and I use the word any the, any problem. Yeah. We’ve got this beautiful kind of stack visual that just, it’s like it just one on top of the other. Any. Any, and no one else can really say that. I gotta see [00:11:45] Vince Menzione: that visual. Yeah. Yeah. So talk about this a little bit more. So you’re uniquely positioned. [00:11:52] Vince Menzione: Let’s talk about how you position, you talked about being AI native. What does that imply and what does that mean in terms of the evolution of the platform? From ticketing to workflows to the business applications? What are the type of applications Yeah. Markets, industries that you’re starting to see. [00:12:08] Jen Odess: So I’ll actually answer this with, taking on a small, maybe marketing or positioning journey. So there was a time when our tagline would be The World Works with ServiceNow. There was a time when it was, we put AI to work for people and today and it, I think it was around Knowledge 2025, this came out. [00:12:28] Jen Odess: It was the AI platform for business transformation. And I love to say to people, it sounds like a handful of. Cliche words that just got stacked together. The AI platform for business transformation. Yeah. We all know these words, so many companies use ’em, but it is such deliberate language and I love to explain why. [00:12:46] Jen Odess: So the first is the AI platform is calling out that we are an AI native platform. We are a unified platform. It’s a chance to say all that goodness I already shared with you. Yeah. And the business transformation is actually telling the story of no longer being a solution. Point or no longer being an individual product that does X. [00:13:06] Jen Odess: It’s about saying. The ServiceNow platform can go north to south and east to west across your entire enterprise. Okay. Up and down the entire tech stack. Any. And then east to west, it can cut across the enterprise, the C-suite, the buying centers, all into one unified AI platform. With one data model. [00:13:26] Jen Odess: I love it. And so I love that AI platform for business transformation actually has so much purpose. [00:13:32] Vince Menzione: It does. So you’re going across the stack, so you’re going all the way from the bottom layer, all the way up to the top from the ue. Ui. And then you’re going across the organization, right? You’re going across the C-suite, you’re going across all the business functions of an organization. [00:13:46] Vince Menzione: Correct. And so the workflows are going across each of those business functions? [00:13:49] Jen Odess: Correct. And then our AI control tower is sitting at the very top, governing over all of it. [00:13:53] Vince Menzione: I love the control tower. [00:13:54] Jen Odess: I know the governance, security risk protocol, managing all the agents interoperability. Yeah. [00:14:01] Vince Menzione: And then data at the very bottom right. [00:14:03] Vince Menzione: Controlling all those elements and the governance of the data and the right, the cleanliness of the data and so on. Yeah. That’s incredible. I we could probably talk about business applications. I know one, in fact, I’ve had a person sit in this, your chair from we’ll call it a large GSIA very significant GSI one of the top five. [00:14:21] Vince Menzione: And they took ServiceNow and they applied it to their business partnering function. And they used, and we, you probably don’t know about this one, but I know that that’s a, an example of taking it and applying it all across all the workflows, across all the geographies of the organization and taking a lot of the process that was all done manually. [00:14:40] Vince Menzione: That was stove pipe business processes that were all stove piped and removing the stove pipe and making for a fluid organizational flow. [00:14:47] Jen Odess: And I’ll bet you the end user didn’t even realize ServiceNow was the backend. That’s some of the greatest examples actually. [00:14:53] Vince Menzione: Yeah. Yeah. So Jen, we work with all the hyperscalers. [00:14:56] Vince Menzione: We have a very strong relationship with Microsoft. Goes back many years, my back to my days at Microsoft and we’ve had Google in the room. We have AWS now as well. We bring them all together because we believe that partners work with, need to work with all three. And I know that you have had an interesting transformation at ServiceNow around the hyperscalers. [00:15:16] Vince Menzione: I was hoping you could dive in a little deeper with us. [00:15:19] Jen Odess: Yeah. We are so proud of our relationships with the hyperscalers, so the same three, so it’s Microsoft Azure, Google Cloud, and AWS. And really it’s it’s a strategic 360 partnership and our goal is really to drive marketplace transactions. [00:15:34] Jen Odess: So ServiceNow selling in all of their marketplaces and then. Burn down of our customers cloud commits. I love it. It’s really a beautiful story for our customers and for the hyperscalers and for ServiceNow. And so we’ve, it’s brand, it’s a brand new announcement from late in the year 2025. Love it. And we’re really excited about it. [00:15:51] Vince Menzione: Yeah. And then we, and we get all of the marketplace leaders in the room. So we’ve worked with all of those people. And one of the key points about this is there is over a half a trillion dollars in durable cloud budgets with customers that [00:16:08] Vince Menzione: Already committed to, I know, so that tam available, a half a trillion dollars is available to customers to burn down and utilize your solutions and professional services with partners as well in terms of driving a complete solution. [00:16:21] Jen Odess: That’s exactly the motion we’re pushing is to go and leverage those cloud commits to get on ServiceNow and in some cases, maybe even take out other products to go with ServiceNow and actually end up funding the transition to ServiceNow. Yeah. Yeah. [00:16:37] Vince Menzione: So you serve thousands of customers today, thousands of customers. [00:16:42] Vince Menzione: I can’t even. Fathom the exact number, but you have this partner ecosystem that you described, and their reach is even more incredible, like hundreds of thousands. Yeah. So tell us a little bit more about how you think about that, and then how do you drive the partner ecosystem in the right way to drive this partner excellence that you described. [00:17:02] Jen Odess: Yeah, that’s a great question. So yeah, thousands of ServiceNow customers and we’re barely scratching the surface in comparison to our partners customers. So we have over 2,500 partners Wow. In our ecosystem. And today they cut across what I would call five routes to market. That partners can go to market with ServiceNow. [00:17:21] Jen Odess: Okay. The first is consulting and implementation. This will be your classic kind of consulting shop or GSI approach. The second is resell, just like it sounds. Yep. [00:17:30] Vince Menzione: Transactional. [00:17:31] Jen Odess: Yep. The third is managed service provider. [00:17:33] Vince Menzione: Okay. [00:17:34] Jen Odess: The fourth is what we call build, which is. The ISV, strategic Tech partner realm, and then the fifth is hyperscaler. [00:17:43] Jen Odess: Those are the five routes to market. So partners can choose to be in one or all or two. It doesn’t matter. It’s whichever one fits the kind of business they want to go drive. Nice. Where they’re. Expertise lies. And then we’ve got partners that show up globally, partners that show up multinational and partners that show up regionally and then partners that show up locally, in country and that’s it. [00:18:06] Jen Odess: And we really want a diverse set of partners capable of delivering where any of our customers are. So it’s important that we have that dynamic ecosystem where we really push them. We’re actually trying hard to balance this. Yeah, you would’ve heard it from many of your other partners. This direct versus indirect. [00:18:24] Jen Odess: Yes. Motion. For anyone listening that doesn’t know the difference, right? Direct is ServiceNow is selling direct to a customer, there might be a partner involved influencing that will implement. Yeah, likely but ServiceNow is really driving the sale versus indirect where the whole thing routes through the partner. [00:18:39] Jen Odess: Right? Which is your classic reseller or managed service provider and often a an ISV. And you know that balance is never gonna be perfect ’cause we’re not gonna commit to go all direct or all indirect. We’re gonna continue to sit in this space where we’re trying to find a healthy balance. [00:18:56] Jen Odess: So I find a lot of our time trying to figure out how do you set all those parties up for success? Yeah. The parties are the ServiceNow field sellers? And then you’ve also got the partnerships and channels, so the ecosystem, and then you’ve got the people in global partnerships and channels. So my broader organization, and we’re all trying to figure out how to work harmoniously together and it’s a lot of, it is my job to get us there. [00:19:19] Jen Odess: And so we use lots of things like incentives and benefits and we will put in place gated entry, really strategic gated entry. What does [00:19:29] Vince Menzione: gated entry mean? [00:19:30] Jen Odess: Yeah. What I mean is if you want to have a chance at being matched with a customer Yeah. For a very specific deal. Or it’s really one of three to get matched. [00:19:41] Jen Odess: ‘Cause you can never match one-to-one. It has to be three or more. Okay. We have good compliance rules in place. Yeah. But in order to even. Like surface to the top of the list to be matched. There’s a gated entry, which is, you’ve gotta have validated practices. Okay. Which is how, it’s these various ways, as you described, you quantify and qualify the partner’s capabilities. [00:20:00] Vince Menzione: Yeah. So you have to meet these qualifications. Yes. And you could be one of three to enter and be. Potentially matched, considered significant or Yes. Match for this deal? [00:20:08] Jen Odess: Yes, that’s exactly right. So we use, various things like that. And then we try to carve what I would call dance card space reseller in commercial, try to sit here and like carve by geo, by region, by country dance card space as well to help the partners really know exactly where they can unleash versus, hey, this is the process and the rules of engagement. To go and sell alongside the direct org sales organization [00:20:33] Vince Menzione: and you’re gonna have multiple partners in the same opportunities. [00:20:37] Vince Menzione: Absolutely not. Not necessarily competing with each other. There’s three competing each with each other, but also you’re gonna have other partners that provide different capabilities as well. You might have that have some that are just transac. Those are gonna be those channel or reseller partners. [00:20:52] Vince Menzione: You might have an MSP that’s actually delivering, or at least providing some type of managed service on top of the stack. Like supporting the customer. Yeah. And then you might have an SI GSI an integration partner that’s also doing the con the consulting work around getting the solution to meet with the customer’s requirements. [00:21:12] Vince Menzione: Would you say [00:21:13] Jen Odess: so? That’s exactly right. Yeah. And actually in. AI era, we’re seeing more of it than ever. And even on the smaller deals, maybe not the GSIs on the smaller deals, but we’re seeing multiple partners come in to serve up their specific expertise, which is actually a best practice. That’s [00:21:33] Vince Menzione: terrific. [00:21:33] Jen Odess: We don’t want. If you’ve got an area that’s a blind spot and you’re a partner, but that’s something your customer is buying from you, there’s no harm in saying let’s bring in an expert in that category to deliver that piece of the business. That’s right. And we’ll maybe shadow and watch alongside. [00:21:46] Jen Odess: So we’re seeing more and more of it. And I actually think like the world of. Partnerships and ecosystems. If I go back to like my previous ecosystem as well, it’s become so much more communal than ever before. Yes. This idea that we can share and be more open and maybe even commiserate over the things, gosh, I can’t believe we have the same frustrations or we have the same. [00:22:09] Jen Odess: Wow, that’s amazing. And you’re in this country. And I’m in this country. And so we’re seeing more and more coming together on deals which I really respect a lot. ’cause So one of the new facts we’ve just learned actually, Vince, is that. Of all the ai buying that customers are doing out there, they actually still want over 70% of it to be done by partners. [00:22:32] Vince Menzione: Yes. [00:22:33] Jen Odess: So even though it looks like it could be maybe set up easy configured, easy plug and play it. It to get, it’s not real ROI. You still need a partner with expertise in that industry or that domain, or in that location or in that language to come and bring the value to life. And we will certainly accelerate, help accelerate time to value with things that ServiceNow will do for our partners. [00:22:56] Jen Odess: But if over 70% is gonna go to partners and AI is so new, wouldn’t you want more than one partner Sometimes on a absolutely on a deal, at least while we’re all learning. I think we can keep ebbing and flowing [00:23:07] Vince Menzione: on this. We you, I dunno if Jay McBain, ’cause we’ve had him in the room here and he is a, he’s an analyst that does a lot of work around this topic. [00:23:14] Vince Menzione: And we talk about the seven seats at the table because there are, again, you need more you, first of all, you need to have your trusted, you need to have the organizations that you work with. And you also, in the world of ai, with all of the tectonic shifts, all the constant changing that’s going on right now, I need to make sure that I have the right. [00:23:31] Vince Menzione: People by my side that I can trust, they can help me deliver what I need to deliver. ’cause it might have changed from six months ago. And the technology is changing. Everything is changing so rapidly right now. So again, having all those right people I want to pick up on something ’cause we talked a little bit about MSPs and they’ve become a favorite topic of ours. [00:23:52] Vince Menzione: I have become acutely aware of the Ms P community recently. I kinda looked at them as well. There’s little small partners, but you’ve suggested this as well. They have regional expert, they have expertise in a specific area. And can be trusted, and maybe you’re integrating multiple solution sets for a customer. [00:24:11] Vince Menzione: But we’ve seen this MSP community become very vibrant lately, and I feel like they woke up to technology and to AI in such a big way. Can you comment on that? [00:24:20] Jen Odess: So we feel and see the same thing I’ve always valued what managed service providers bring to the table. It’s like that. [00:24:26] Jen Odess: Classic are you a transformation shop or are you a ta? The tail end or the run business shop? And so many partners are like we’re both, and I wanna be like, but are you? But now I feel like we finally are seeing the run business is so fruitful. So AI is innovating. All the time. [00:24:46] Jen Odess: We, we are innovating as a AI platform all the time. What used to be six month, every six months family releases of our software. Yeah. It became quarterly and now we’re practically seeing releases of new innovation every six to eight weeks. So why wouldn’t you want a managed service provider? Paying close attention to your whole instance on ServiceNow and taking into account all the latest innovation and building it into your existing instance, and then looking out for what new things you should be bringing in. [00:25:20] Jen Odess: So that’s the beauty of the, it’s almost partnerships, observing, and then suggesting how to keep. Doing better and more and better versus always jumping straight back to complete redesign and transformation. Yeah, and that’s one of the things I like about the MSPs in this space. [00:25:36] Vince Menzione: So let’s broaden out from this part of the conversation ’cause you’re giving specific guidance to the MSPs, but let’s think about this whole partner community. [00:25:43] Vince Menzione: And you’ve seen this transformation coming over to ServiceNow and even within ServiceNow these last five years. How do these organizations need to think differently? And how do they need to structure their services in this newent world? [00:25:58] Jen Odess: Great question. There’s really four things that I think they have to be thoughtful of. [00:26:02] Jen Odess: The first is maybe the most obvious they have to adopt AI as their own ways of doing work methodology. Delivery, whatever it is, because only through the, it’s not about taking out people in jobs, it’s about doing the job faster, right? It’s about getting the customer to value faster so that adoption of AI will make or break some partners. [00:26:24] Jen Odess: And our goal is that every partner comes on the other side of this AI journey, thriving and surviving. So we’re really pushing. This agenda. And maybe later I can talk to you a little bit more about this autonomous implementation concept. Please. ’cause I that will [00:26:37] Vince Menzione: resonate. So you’re saying they need to, we used to use the term eat their own dog food. [00:26:41] Vince Menzione: Now it’s drink your own champagne. Yeah. But they need to adopt it as well internally. [00:26:46] Jen Odess: Yeah. And I think whether they’re using, I hope they’re using ServiceNow as like a client, zero. To do some of that adoption. But there’s lots of other tools that are great AI tools that will make your job and your day-to-day life and the execution of that job easier. [00:26:59] Jen Odess: So we want them adopting all of that. The second is, we really need to see partners. Innovating on the ServiceNow platform. Yeah. And whether that’s building agents AI agents that go into the ServiceNow store, whether it’s building a really fantastic solution that we wanna joint jointly go to market with, or maybe it’s one of those embedded solutions you were commenting where the end user doesn’t even know that the backend, like a tax and audit solution that is actually just. [00:27:29] Jen Odess: The backend is all ServiceNow. Yeah. But that partner is going to market and selling it to all their customers. Exactly. So I think this co-innovation is gonna be a place that we will really win in market. The third is if a partner wants to stand out right now, they have to differentiate on paper too. [00:27:47] Jen Odess: It’s gotta like what does that mean? So if there’s 2,500 partners. And it’s not like we don’t walk around and just say, you should talk to this partner. Yeah. Or here’s my secret list. You should, we don’t do that. That’s not good business and it’s not compliant. So we have algorithms that take all the quantitative and qualitative data on our partners and they know all the data points ’cause it’s part of the partner program Nice. [00:28:10] Jen Odess: That they adhere to and then ranks them on status. And all those data points are what I’m referring to as on paper. You’ve gotta be differentiated. So whether or not you wanna be great at one thing or great across the whole thing, think about how all of those quantitative and qualitative data points are making you stand out, because that’s where those matches that I was referring to. [00:28:35] Jen Odess: Yes. That’s where that’s gonna come to life. And it’s skills, it’s capabilities. It’s deployments. So Proofpoint and deployments, customer success stories, csat, all the things. So [00:28:47] Vince Menzione: those are all the qualifi qualifiers for and more, but those are the types [00:28:49] Jen Odess: of qualifications. Yeah. [00:28:51] Vince Menzione: And then do your, does your sales organization do a match against that based on a customer’s requirements that they’re working with and who they work with and co-sell with? [00:29:00] Jen Odess: And I feel like you just lobbed me the greatest question. I didn’t even know you were gonna ask it, but I’m so glad you did. So today. Today there is something called a partner finder, which is which is nice, but it’s a little bit old school in a world of ai. Yeah. So you go to servicenow.com, you click partner from the top navigation, and then it says find a partner and you can literally type in the products you’re buying the country, you’re, that you’re headquartered out of. [00:29:26] Jen Odess: Whatever thing you’re looking for. And it will start to filter based on all those data points, the right partners, and you can actually click right there to be connected to a partner. So lead generation. Okay, interesting. But where we’re going is a agentic matching right in our CRM for the field. Oh. So those data points are gonna matter even more, and that’s where the gated. [00:29:48] Jen Odess: I say gated entry, which is probably too extreme, right? It’s really gated. If you wanna surface toward the top, there’s gated parameters to try to surface to the top, but those data points will feed the algorithm and it will genetically match right in our CRM for the field. Who are the best suited partners? [00:30:09] Jen Odess: Would you like to talk to them? [00:30:10] Vince Menzione: Okay. And so is it. Partner facing? Is it sales team facing [00:30:14] Jen Odess: Right now? It’s sales. It’ll, when it goes live, it will be sales team facing. Okay. But we have greater ambition for what partners can do with it. Yeah. Not just in the indirect motion, but also what partners may be able to do with it to interface with our field. [00:30:30] Jen Odess: The. [00:30:31] Vince Menzione: The, yeah the collaboration [00:30:33] Jen Odess: opportunity. Which is always a friction point that we’re working on [00:30:36] Vince Menzione: always because it’s very manual. It’s people intensive. Yeah. Partner development managers sitting on both sides of the equation and the interface between the sales organization and a partner organization is not always the. The easiest. So right. Automated, quite a bit of that. [00:30:49] Jen Odess: My boss is obsessed with the easy button, which I know is a phrase many of us in the US know from I think it’s an Office Depot, all these ways in which we can have easy button moments for the partner ecosystem is what we’re trying to focus on. [00:31:01] Jen Odess: I love the easy button. [00:31:02] Vince Menzione: Yeah. And I love your boss too. Yeah, he’s fabulous. Fabulous. So Michael and I go back like many years ago. You must have, [00:31:08] Jen Odess: yeah. You must have had paths crossing on numerous occasions. [00:31:12] Vince Menzione: Yeah we we worked together micro I’m going to hijack the session for a second here. [00:31:16] Vince Menzione: But when I first came to Microsoft, he was leading a, the se, a segment of the business, and he invited me to come to his event and interviewed me on stage at his event. [00:31:26] Jen Odess: No way. [00:31:26] Vince Menzione: And we got to know each other and yeah. So he was terrific. He was what a great find for, oh, he’s for service now. [00:31:32] Vince Menzione: He’s really [00:31:32] Jen Odess: has been a fantastic addition [00:31:34] Vince Menzione: to the global partnerships and channels team. And Michael, we have to have you on the podcast. Yes. Or cut down here in the studio at some point too with Jen and I. That’d be great. So this is terrific. We are getting it’s an incredible time. [00:31:44] Vince Menzione: It’s going so fast this time, 2022 was, seems like it was five, it feels like it was almost 10 years ago now. It wasn’t that we just started talking about it and you were implementing AI 10 years ago, but it wasn’t getting the attention that it’s getting today. And it really wasn’t until that moment that it really started to kick off in a way that everybody, yeah. It became pervasive overnight I would say. But now we’re starting 2026, like we’re at. This precipice of time and it’s continuing. I don’t even know what 2030 is gonna look like, right? So I’m a partner. [00:32:16] Vince Menzione: What are the one, two, or three things that I need to do now to win over and work with ServiceNow? [00:32:23] Jen Odess: One, two or three things? I’ll tell you the first thing. So today ServiceNow will end up hitting 500 million in annual contract value in our Now Assist, which is our AI products by the end of 2025, which is the fastest growing product in all of ServiceNow history. [00:32:37] Jen Odess: That’s one product that’s so there’s lots of SKUs. Yeah, but it is. It’s our AI product. Yeah. And it is, but yeah, because of all the various ways. [00:32:45] Vince Menzione: So half a billion dollars, [00:32:46] Jen Odess: half a billion by the end of 2025. And I think, someone’s gonna have to keep me honest here, but if memory serves me right, the first skews didn’t even launch until 2024. [00:32:54] Jen Odess: So we’re talking about wow, in a year it’s fast. Over 1,700 customers are live with our now assist products. Again, in a matter of, let’s call it over, a little over a year, 1,700 partners. So I think the first thing a partner needs to do is they’ve gotta get on this AI bandwagon, and they’ve gotta be selling and positioning AI use cases to their customers, because that’s the only way they’re gonna get. [00:33:20] Jen Odess: Experience and an opportunity to see what it feels like to deliver. So we have to do that. And I think you could sell a big use case like that big, we talked north, south, east, west, you could do that whole thing. Brilliant. But you could also start small. Go pick a single use case. Like a really simple example of something you wanna, some work you wanna drive productivity on. [00:33:41] Jen Odess: Yeah. And make sure you’ve got multiple stakeholders that love it and then go drive proving that use case. That’s what we’re telling a lot of partners. That’s the first thing. The second is they have got to build skills on AI and they have to keep up with it. And so we’re trying to really think about our broader learning and development team at ServiceNow is just next level. [00:34:00] Jen Odess: And they’re really re-imagining how to have more real time bite size. Training and enablement that will help individuals keep up with that pace of innovation. So individuals have got to get skilled. Yes. On AI today, of that a hundred thousand or so individuals in the ecosystem right now, about 35% of those individuals hold one or more AI credential. [00:34:25] Jen Odess: Again, that’s in a little over a year, which is the fastest growing skill development we’ve ever had, but it should be a hundred percent. Yeah. All of our goals should be that every account is being sold ai. ’cause that’s where the customer’s gonna get to value a ServiceNow is if they have the AI capabilities. [00:34:40] Jen Odess: And [00:34:41] Vince Menzione: how are you providing enablement and training? Is it all online? It’s, we have [00:34:44] Jen Odess: all sorts of ways of doing it. So that we have ServiceNow University, which is just a really robust, learning platform. Elba is our professor in residence. Very cool. Which is very cool. And they’re all content. [00:34:57] Jen Odess: Is free to partners. The training is free to partners that is on demand. Beyond that, partners can still get, instructor led training, whether that’s in person or virtual. And then my team offers enablement. That’s a little bit more, it’s like not formal training, it’s more like hands-on labs and experiences. [00:35:17] Jen Odess: We bring in lots of groups that sit around me that help and we very cool hands on with partners face-to-face. And do you do an annual event where you bring all these partners together? No, because we do we have three major milestones a year for partners. So the first is at sales kickoff, which is coming up the third week in January. [00:35:33] Jen Odess: And alongside sales kickoff is partner kickoff. Okay. And so we do a whole day of enabling them. So that’s your [00:35:39] Vince Menzione: partner kickoff? [00:35:40] Jen Odess: That’s partner kickoff. But of the, of all the partners in the ecosystem, it’s not like they can all make it. So we still also record and then live stream some of the content there. [00:35:49] Jen Odess: Then at Knowledge, there’s a whole partner track at Knowledge and same concept. Yeah, it’s like it’s all about customers and we wanna, build as much pipeline and wow as many customers as possible, but we also need to help our partners come along the journey. Then the third and final moment is in September, always, and it’s called our Global Partner Ecosystem Summit. [00:36:08] Jen Odess: We should have you, I’d love to join this next year. I love that. And it’s really, that’s the one time if sales kickoff is all about the sales motion in the field and knowledge is all about the customers and getting customers value. Global Partner Ecosystem Summit is only about the partners, what they need, why they need it, and what we’re doing to make their lives easier. [00:36:28] Jen Odess: I love it. Yeah. I’ll be there September. I love it. Dates yet set yet? I have to, it’s getting locked. I’ll get it to you. [00:36:34] Vince Menzione: Okay. All right. I’ll, we’ll be there. Okay. So you’ve been incredible. I just love having you. We could spend hours, honestly, and I want to have you back here. I’d love to, I have you back for a more meaningful conversation with the hyperscalers. [00:36:45] Vince Menzione: Talk to some of the partners that join us at Ultimate Partner events. We’ll find a way to do that, but I have this one question. It’s a favorite question of mine, and I love to ask all my guests this. Okay. You’re hosting a dinner party. And you could host a dinner party anywhere in the world. We could talk about great locations and where your favorite places are, and you can invite any three guests from the present or the past to this amazing dinner party. [00:37:11] Vince Menzione: We had one guest who wanted to do them in the future, like three people that hadn’t reached a future date. Whom would you invite Jen and why? [00:37:21] Jen Odess: Oh, first of all, you’re hitting home for me because I love to host dinner parties. I actually used to have a catering company. This is like one of those weird facts that, we didn’t talk about my pre services and ecosystem days, but I also had a catering company, so I love cooking and hosting dinner parties. [00:37:38] Jen Odess: So this is a great question. I feel like it’s a loaded question and I have to say my spouse. I love my husband dearly, but I have. To invite Lee to my dinner party. Okay. He’s in [00:37:47] Vince Menzione: Lee’s guest number one. Lee’s [00:37:49] Jen Odess: guest, number one. And the reason why is, first of all, I love him dearly, but he’s super interesting and he has such thought provoking topics to, to discuss and ways of viewing the world. [00:38:00] Jen Odess: He’s actually in security tech, so it’s like a tangential space, but not the same. [00:38:05] Vince Menzione: Yeah. But an important space right now, especially. Yeah. And [00:38:07] Jen Odess: he, yeah. And he’s, he’s just a delight to be around. So he’d be number one. Number two would be Frank Lloyd Wright. [00:38:15] Vince Menzione: Frank. Lloyd Wright. [00:38:17] Jen Odess: Yeah. I am an architecture and design junkie. [00:38:21] Jen Odess: Maybe I don’t do any of it myself, though. I dabble with friends that do it, and I try to apply it to my home life when I can. And Frank Lloyd Wright sort of embodies some of my favorite. Components of any kind of environment that you are experiencing, whether it’s a home or it’s an office building or it’s an outdoor space. [00:38:39] Jen Odess: I love the idea of minimalism and simplicity. I love the idea of monochromatic colors. I love the idea of spaces that can be used for multipurpose. And then I love the idea of the outside being in and the inside being out. I love it. So I would like love to pick his brain on some of his, how he came up with some of his ideas. [00:38:59] Jen Odess: Fascinating for some of his greatest. Yeah. Designs. Okay. That’s number two. Number three, I think it would be Pharrell Williams. Really? Yeah, I, Pharrell Williams. Yeah. I love fashion music and all things creativity. He’s got that, Annie’s philanthropic. He’s just yeah. The whole package of a good person. [00:39:26] Jen Odess: That’s super interesting and I very cool. I would love to pick his brain on what it was like to be behind the scenes on some of the fashion lines he’s collaborated with on some of his music collabs he’s had, and then just some of the work he’s doing around philanthropy. I would. I could just spend all night probably listening to him. [00:39:43] Jen Odess: This would be a [00:39:44] Vince Menzione: really cool conversation night. [00:39:45] Jen Odess: Don’t you wanna come to my dinner? Was gonna say, I’m sorry I didn’t invite you to identify. No [00:39:49] Vince Menzione: I was, can I bring dessert? [00:39:50] Jen Odess: Yeah. I come [00:39:50] Vince Menzione: for dessert. I, but it can’t, [00:39:51] Jen Odess: it has to be like a chocolate dessert. It’s gotta have [00:39:54] Vince Menzione: I love chocolate dessert. [00:39:55] Vince Menzione: Okay, great. So it would not be a problem for me, Jen. This is terrific. You have been absolutely amazing. So great to have you come here. Yeah. Such a busy time of year to have you make the trip here to Boca. We will have you back in the studio. I promise that I’ll have you back on stage. Stage. [00:40:10] Jen Odess: This is beautiful. [00:40:10] Jen Odess: Look at it. Yeah. This is [00:40:11] Vince Menzione: beautiful. And we transformed this into, to a room, basically a conference room. And then we also have our ultimate partner events. I would love to come, we would love to have you join us. Like I said, ServiceNow is such an impactful time. Your leadership in this segment market, and I wouldn’t say segment across all of AI in terms of all the use cases of AI is just so meaningful, especially for within the enterprise. [00:40:33] Vince Menzione: Yeah. Right now. So just really a jogger nut right now within the industry. So great to have you and have ServiceNow join us. So Jen, thank you so much for joining us. [00:40:42] Jen Odess: Thanks Vince. Appreciate the time. It’s a pleasure to be here. [00:40:44] Vince Menzione: Thank you very much. Thanks for tuning into this episode of Ultimate Eye to Partnering. [00:40:50] Vince Menzione: We’re bringing these episodes to you to help you level up your strategy. If you haven’t yet, now’s the time to take action and think about joining our community. We created a unique place, UPX or Ultimate partner experience. It’s more than a community. It’s your competitive edge with insider insights, real-time education, and direct access to people who are driving the ecosystem forward. [00:41:16] Vince Menzione: UPX helps you get results. And we’re just getting started as we’re taking this studio. And we’ll be hosting live stream and digital events here, including our January live stream, the Boca Winter Retreat, and more to come. So visit our website, the ultimate partner.com to learn more and join us. Now’s the time to take your partnerships to the next level.

Today, our guest on The PARTNERNOMICS® Show is Jay McBain, Chief Analyst at Omdia. Jay McBain is an accomplished speaker, author and innovator in the IT industry. Named 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. Jay is often sought out for keynotes, thought leadership and future industry guidance. He has spent his 30-year career in various executive channel sales, marketing, strategy roles within IBM, Lenovo, Autotask, ChannelEyes, Forrester, and now Canalys. Jay is the chief analyst for global channels at Canalys - the world's leading analyst firm with a distinct focus on channels, partnerships, alliances, and ecosystems. Jay has led several communities at CompTIA including Vendor Advisory Council, Managed Services Community, Advancing Women in Tech and Emerging Tech. He is also a board member of Channel Partners, Channel Vanguard Council, Ziff Davis Leadership Council, and CRN Channel Intelligence Council. As a futurist, and long standing member of the World Future Society, Jay is a recognized expert in the future of channels, alliances, partnering ecosystems and the study of emerging go-to-market models. An avid blogger, community, and social media expert, he has developed an innovative channel tech stack highlighting the importance of channel data and automation. Jay has lived in Calgary, Winnipeg, Toronto, Raleigh, Albany & Boynton Beach. He actively gives back to the community and been on the board of the United Way, National Cristina Foundation, and Junior Achievement. Key Insights: Services Now Outpace Products In Growth, Making Partner Ecosystems Essential For Scale Millennial Buyers Prefer Integrated Best Of Breed Stacks And Avoid Traditional Sales Motions Ecosystems Determine Winners, As No Company Succeeds Without Alliances, Integrations, and Services Partners Deals Are Shaped By Twenty-eight Buying Moments and An Average Of Seven Influencing Partners LAUNCH Provides Leaders A Clear System For Building Profit-Focused Partnership Programs Around These Moments A Small Percentage Of Partners Produce Most Results, So Leaders Must Recruit Broadly And Invest In Proven Performers   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Send us a textJay McBain, Chief Analyst Channels, Partnerships & Ecosystems at Omdia, outlined the strategic shifts facing the tech industry ahead of 2026. He pointed out the concerning gap between the success of consumer AI and the low ROI from most business AI implementations, linking this challenge to data center dependency and sustainability issues. He forecast major growth in managed security and AI services and stressed that companies must identify key market segments, develop essential skills, and use strategic partnerships to capitalize. Both McBain and Julian emphasized the importance of differentiation and strong leadership to succeed in a market increasingly defined by digital sameness.

Jay McBain is the Chief Analyst for Global Channels at Canalys, recognized worldwide as a leading voice on partnerships, ecosystems, and the future of go-to-market models. With 30 years of experience at IBM, Lenovo, Autotask, ChannelEyes, and Forrester, he's been named Channel Influencer of the Year and featured on dozens of top industry lists. A futurist and community leader, Jay has served on multiple CompTIA councils and advisory boards for CRN, Channel Partners, and Ziff Davis. He's a sought-after keynote speaker and blogger whose insights shape how technology companies build and scale their partner ecosystems. Resources:  Website: https://www.jaymcbain.com/ LinkedIn: https://www.linkedin.com/company/omdia/ LinkedIn: https://www.linkedin.com/in/jaymcbain/

Diving into the evolving landscape of the partner ecosystem, the discussion centers around three major forces shaping the industry by 2030. First, cloud marketplaces are projected to reach $163 billion in transactions, with nearly 60% of that being partner-led. This shift signifies a redefinition of partner value in the marketplace era, moving beyond traditional procurement methods. Second, the rise of AI services is highlighted, with a projected $267 billion opportunity by 2030, growing at an impressive 35% CAGR. This transition emphasizes the importance of packaging, governance, and delivering measurable outcomes rather than merely developing AI technologies.The conversation also delves into the critical role of cybersecurity as a services multiplier, with a study indicating that for every dollar spent on the CrowdStrike Falcon platform, partners can generate over $7 in services revenue. This statistic underscores the potential for partners to leverage cybersecurity solutions to enhance their service offerings. Jay McBain, Chief Analyst at Omdia, provides insights into how these trends impact channel partners, vendors, and the future of IT services, emphasizing the need for partners to adapt to these changes. As the discussion progresses, the challenges and opportunities for partners in the AI landscape are examined. The conversation points out that while AI is becoming a feature rather than a standalone product, partners must engage with business leaders across various departments to capitalize on the growing demand for AI-driven solutions. The importance of understanding customer needs and aligning services accordingly is stressed, as partners risk being sidelined by larger system integrators and management consultants if they do not adapt.Finally, the dialogue touches on the changing economics of partnering, particularly in light of recent shifts by major vendors like Microsoft and Cisco, which are cutting back on their partner networks. This consolidation raises questions about how partners can continue to thrive in a landscape where margins are shrinking. The emphasis is placed on the necessity for partners to rethink their business models, focusing on delivering high-value services and leveraging the opportunities presented by AI and cybersecurity to ensure sustainable growth in the future. 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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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!  

Being a champion for diversity and women in the tech sector involves actively promoting, supporting, and driving efforts to ensure greater representation, inclusion, and equity for women and underrepresented groups in the technology industry. Michelle Ragusa-McBain, Global Channel Chief at SonicWall, is one such champion. Highlights include: Michelle stated that we are her favorite twins. Ties husband Jay McBain for the most appearances on our programs. Love of travel and taking her children along. The beauty of exposure and perspective. Michelle's passion for elevating women and leaders of diversity within tech; to be seen and heard. Key moments from IT Nation, including discussions on the evolving challenges of cybersecurity and the importance of empowering the MSP community. A glimpse into SonicWall's future, emphasizing investments in partner-focused strategies, innovative solutions, and advancements in automation and AI to strengthen cybersecurity efforts. Follow Michelle on LinkedIn and visit sonicwall.com to learn more about their cybersecurity products, services and network of partners. --- 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/UCL18KYXdzVdzEwMH8uwLf6g Instagram: @twinstalkitup Instagram: @dsbleadershipgroup Twitter: @dsbleadership LinkedIn: linkedin.com/company/twins-talk-it-up/ LinkedIn: linkedin.com/company/dsbleadershipgroup/ Facebook: facebook.com/TwinsTalkitUp Facebook: facebook.com/dsbleadership/ Website: dsbleadershipgroup.com/TwinsTalkitUp

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

When you think about the future and growth of technology, start by looking at the numbers. The data reflects a more agile, faster and consumer centric approach to winning. What do the latest trends and data say about your business? What does it mean for how you should approach the market? We are thrilled to highlight our partnership with lenovo with a special series, beginning with our friend Jay McBain, Chief Analyst for global channels at Canalys, a leading global technology market analyst firm with a distinct focus on channels, partnerships, alliances, and ecosystems. Highlights include: Data and more data, reflecting the growth of technology. The global economy with a Gross Domestic Product (GDP) of $105 trillion with Tech and Telco making up 5%. Cyber Security and Managed Services growing at 12%, with Managed Security at 15%. Gen AI $158 Billion. "One thing has always been constant. Where there's mystery, there's margin" Lenovo awarded ‘Champion' Status in Canalys Global Sustainable Ecosystems Leadership Matrix. Importance of exposing the world to his children and juggling travel schedules with Michelle. Stay tuned for more content around our new partnership with Lenovo and make sure you are connected with Jay for his blogs and insights surrounding the IT industry, channel management, and some of his own life. Visit canalys.com/insights and jaymcbain.com/ --- 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/UCL18KYXdzVdzEwMH8uwLf6g Instagram: @twinstalkitup Instagram: @dsbleadershipgroup Twitter: @dsbleadership LinkedIn: linkedin.com/company/twins-talk-it-up/ LinkedIn: linkedin.com/company/dsbleadershipgroup/ Facebook: facebook.com/TwinsTalkitUp Facebook: facebook.com/dsbleadership/ Website: dsbleadershipgroup.com/TwinsTalkitUp

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

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.