Jay McBain (Principal Analyst, Forrester)
Location: Level 3, South Seas Ballroom F
Date: Tuesday, November 2
Time: 11:45am - 12:15pm
All-Access, CP Conference, Digital, Expo-Only, MSP Summit Conference
Vault Recording: TBD
Channel leaders need to recognize and embrace the new go-to-market reality that is being driven by changes in customer and buyer behavior along with the maturation of emerging technologies. Let’s start with the CEOs of your customers. The majority of them believe their current business models will be unrecognizable in the next five years. On the supplier side, your partners are responding to new buyers and investor pressure to shift their focus to subscription and consumption, product-led-growth models, usage and value-based pricing. Suppliers and buyers are also flocking to marketplaces in record numbers. Yesterday’s emerging technologies such as AI, automation, IoT, 5G and blockchain are no longer emerging. They are here. But those technologies are not sold in traditional ways because they need to be embedded, implemented and integrated with millions of other pieces of software, hardware, and services. If that does not convince you the channel is at a tipping point, nothing will. Join this session as industry thought leader Jay McBain unpacks these trends with actionable advice.