Nancy and Jay discuss how channels are evolving into huge ecosystems made up of Influencers, Alliances, Affiliates, Agents, Sub-Agents, MSP’s, Integrators, Implementors and ISV’s. They explore how they all affect the customer’s journey, how ecosystems will replace linear distribution models and handle all these new partners and what effect these changes will have on channel sales models.

Index:

00:54 – Introduction of Jay McBain of Forrester
02:51 – An example of innovation delivering great business outcomes
03:54 – Trifurcated channels
06:31 – Transacting and non-transacting partners
10:19 – Where spending of technology is happening
11:55 – Channel Software Tech Stack
15:12 – Barriers to entering ecosystems
18:54 – Creating that platform and helping people find each other
20:03 – A changing channel
23:43 – Looking at workflows, processes, and business logic; Automation
24:25 – Closing

Helpful Links:

• Forrester Channel Software Tech Stack – https://go.forrester.com/blogs/channel-software-tech-stack-2020-prm-tcma-ecosystem-incentives-channel-data-learning-readiness-and-pricing

• Channel Marketers Need To Become Community Marketers – https://www.linkedin.com/pulse/channel-marketers-need-become-community-heres-how-jay-mcbain

• Disruption Accelerates Ecosystems – https://ridgeinnovative.com/disruption-accelerates-ecosystems

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Release Date:

16 September 2020