Jay McBain on the Ecosystem Era, AI Trends, and Partnering for Success

Vince Menzione‘s Ultimate Partner program is a beacon for those navigating the intricacies of tech giants’ ecosystems.

They offer a learning platform, harnessing media, events, advisory services and community to enable partners to achieve Cloud GTM and Ecosystem Growth.

Through Ultimate Guide to Partnering®, they’ve created a top-tier technology podcast that not only delves into partnerships but also serves as a platform for advocating change and highlighting diverse leadership. Ultimate Partner Events deliver some of the most sought after speakers and content in the channel industry.

Jay McBain

In the latest episode Vince meets with Jay McBain, a renowned thought leader in the global channel, recognized as Channel Influencer of the Year by Channel Partners Magazine and featured in Business Review’s Top 40 Under Forty, along with numerous top influencer lists.

With a 30-year career in executive roles at IBM, Lenovo, ChannelEyes, and Forrester, he is a sought-after expert on industry insights and future trends. Currently, Jay is the chief analyst at Canalys, a leading firm specializing in channels, partnerships, alliances, and ecosystems.

Key Takeaways

• Technology Spending by CMOs: Marketing leaders in mid-sized companies often outspend CIOs on technology, emphasizing the shift of marketing into a science-driven field.
• Partner Influence in Customer Decisions: Partners play a pivotal role in 96% of sales decisions, owning or influencing the majority of the 28 key customer decision moments.
• Ecosystem Evolution to Platforms: The concept of business ecosystems has shifted towards platforms, which emphasize gravity, integration, and partnerships to attract services and technologies.
• Integration-First Buying Behavior: Modern buyers prioritize integration and compatibility, often selecting products based on how well they fit within their existing technology stacks.
• Cloud Era Disruption: The cloud revolution has led to significant turnover in the Fortune 500, with 52% of companies from 20 years ago no longer existing and similar shifts expected in the next two decades.
• Importance of Hybrid and Edge Computing: With 83% of business data still on-premises, hybrid and edge computing present vast opportunities for partner channels to thrive.
• AI’s Early Impact and Future Potential: The AI boom, led by companies like NVIDIA and OpenAI, is still in its infancy, with hybrid and edge solutions further driving innovation and market.