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The go-to podcast for technology vendors, distributors and resellers wanting to protect and grow their revenue. Hear from key channel experts and influencers as they share their experience and best practices on topics such as installed base sales, customer retention, monetizing data, profitable growth and channel strategies. Hosted by iasset.com, the ChannelTalks podcast can also be accessed in video format on our iasset.com Youtube channel.
Episodes
Monday Dec 04, 2023
Monday Dec 04, 2023
As we close off another big year for the tech industry, our experts weigh in and reflect upon the state of the channel and lessons learned from 2023. How can these lessons help inform vendors, distributors, resellers and MSPs as they plan for 2024? Where is the industry heading and what changes do tech providers need to make in order to future proof their business?
We speak to Canalys Channels Chief Analyst, Jay McBain and iasset's Scott Frew on a range of topics, including:
3:00 - The state of the channel and tech industry.
5:30 - With channel-led revenue on the rise, how can partners keep up with their growing installed base?
10:00 - The generational shift amongst decision makers and how that will influence things from an operational perspective.
12:00 - Understanding buyer behaviours and the growing importance of integrations.
16:00 - Canalys Channel Ecosystem explained.
20:10 - How to "democratise" the channel ecosystem with iasset's Channel Gateway API.
24:15 - The growing trend for Marketplaces and what that means for traditional MSPs.
26:15 - Channel margins, the new era of transparent, frictionless sales processes and changing B2B customer/buyer expectations and behaviour.
38:30 - Importance of maintaining up-to-date sales data and adopting the RevOps model.
41:45 - Customer lifetime value extension and creating customers for life.
49:00 - Channel Heads and their take on RevOps and SalesOps maturity within their business.
54:30 Reflections on 2023 predictions and forecasting what to expect in 2024.
ABOUT OUR GUEST SPEAKER----------------------------------------
Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. During his tenure at Forrester, Jay developed his reputation as an industry thought leader and was named 2021 Channel Influencer of the Year by Channel Partners Magazine. Jay has also held various executive channel sales, marketing and strategy roles with IBM, Lenovo and ChannelEyes over a 28-year career.
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