As we close off another big year for the tech industry, we speak to Canalys Chief Analyst Jay McBain 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.