VLOG:

Forrester 2020 Channel Trends - Part 1

 

 

In the first of our three part video series with Forrester's Jay McBain, we revisit Jays' 2020 channel trend predictions and explore where the channel is at. With the economic impact of the global pandemic, we review whether these predictions have become a reality and how the pandemic has accelerated or decelerated these trends.

Part one dives into the first three predictions:

  • Indirect Sales Will Shrink Every Year For The Next Decade
  • Marketplaces Make Their Mark
  • Channel Leaders Contemplate A Trifurcated Channel Model

Enjoyed Part 1? Watch Part 2 here now.

 

About the Speakers

Jay-McBain-2016-Square

Jay McBain
Principal Analyst, Channel, Partnerships & Ecosystems - Forrester Research

Jay leads Forrester's research and advisory for global channels, alliances, and partnerships. He focuses on B2B marketing in the age of the customer; understanding and navigating the complexity of multiple routes to market; ensuring contextual and relevant content to accelerate the indirect sales process; and describing the technology infrastructure to build and support channel relationships.

His background is in channel leadership, sales, marketing, and operations, with a specific emphasis on indirect sales strategy/execution, covering multiple industries, segments, and underlying technologies. Jay is renowned for his industry thought leadership and expertise in partner recruitment, development, and acceleration through effective partner coverage, enablement, communication, and incentives. He is an expert in building and leveraging channel communities and one of the global leaders in social media, partner marketing automation, and other indirect growth strategies. Jay provides research, advisory, and consulting to companies ranging from Fortune 100 vendors to startups on the entire scope of their channel and alliance strategies. Discover more about Jay here.

Nick Verykios

Chief Strategy Officer
iasset.com

 

Nick Verykios has been involved with the IT industry for more than 30 years and has successfully blended entrepreneurial ventures with a career spanning marketing, product development, sales, executive/general management and director’s duties. As the multi award winning and Industry Hall of Fame inductee, as the CEO of Distribution Central, he steered growth from a start-up business in 2004 to exceed $700 million in revenue in FY 2019, post-acquisition and integration of Arrow Inc.’s ANZ assets. This tremendous growth cemented Arrow ECS ANZ as one of the largest and most profitable IT&T distributors in the ANZ & APAC regions. Nick managed the successful sale of Distribution Central to Arrow Electronics, Inc. Prior to this, in 1994 Nick founded the IT distributor, 1World Systems Pty Ltd and later, co-directed LAN Systems Pty Ltd, both highly profitable ventures, sold to international IT companies. Both companies were considered to be at the forefront of IT distribution and service procurement with their unique business models further deployed in international companies spanning more than twenty countries. LAN Systems was transformed from a $4m distributor into a highly profitable $160m services organisation in just over five years.

ScottFrew

Scott Frew
CE0 & Founder
iasset.com

Scott is a seasoned entrepreneur with more than 30 years’ experience building IT companies across Asia Pacific. Scott established iasset.com in 2008 as the world’s first global channel ecosystem for the entire supply chain. iasset.com has received numerous awards including CRN’s Top 50 Emerging Vendors in 2013 and 2014. Scott was also a founder and Executive Chairman of Distribution Central and oversaw its growth from a five-person staff and $1.7 million turnover to more than 160 employees across two countries with revenues exceeding $520 million. The company is a recipient of numerous awards, including BRW Fast 100 awards, 2009 Deloitte Fast 50 Australia and Deloitte Fast 200 APAC. Prior to acquiring Distribution Central, Scott built MarketEntry (Europe), a business consulting company helping small technology companies reach and manage their growth potential which was acquired in 2004. He also founded LAN Systems Pty Ltd (Australia), which rapidly became the largest network distributor in the region and was acquired in 2000. Scott also co-founded Micro Networks Australia Pty Ltd, which was acquired in 1990.

 

 

 

 

Contact us for more information or subscribe for more videos.