Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners.
If you aren’t at least a little channel curious yet, perhaps you should be.
The best channel managers and leaders share more in common with CEOs and General Managers than VPs of Sales.
Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview packed with useful suggestions, insights and challenges.
We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail.
You can learn more about Jay’s research at jaymcbain.com
For a Kindle version of #MakingChannelSalesWork: Amazon UK: https://lnkd.in/eK_AnNS Amazon US: https://lnkd.in/efsKU_X Amazon Germany: https://lnkd.in/eRtqhwZ Amazon France: https://lnkd.in/e79EBGe https://www.laughs-last.com/mcsw/ for a paperback copy: (UK £20 including P&P with your address, £22 within EU, £25 Rest of World) Please share this podcast with your team and your network —
If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
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The Future of Channel Sales & How It Will Affect You
