How to Win the Platform Race - Michelle Ragusa-McBain & Jay McBain

"Platforms are the winners on Wall Street. How do you move from being a Channel Chief to a Platform (Ecosystem) Chief?” Jay McBain.
Buyer behaviour and expectations have evolved for today’s enterprise customers. As a result, channel leaders are under mounting pressure to adapt to this rapidly changing market by transitioning to a platform (ecosystem) model.
At its core, a platform approach brings together multiple players to collaboratively deliver value to the end customer. But this requires a different set of tools and processes that can recruit and support partners on an unprecedented scale.
We are beyond excited to have two industry greats on this episode of ChannelTalks - Sonicwall Global Channel Chief, Michelle Ragusa-McBain and Canalys Chief Analyst, Jay McBain. Hear as they share their invaluable observations and advice on how to successfully navigate this transition, in what is being hailed as 'the decade of the ecosystem.'
KEY TOPICS:
02:40: Platforms are not new. But how do we define platforms from a B2B perspective?
05:40: Why are platforms so topical right now within the IT industry/IT Channel?
06:55: How does it help to better serve end customers?
08:40: How can channel players enable a more agnostic or ecosystem centric approach?
10:00: The channel tech stack and the role it plays in this movement.
13:50: Ensuring customer value when so many entities are involved.
17:55: How can a channel friendly platform help with monetization?
20:20: The evolving B2B tech buyer- how the C-level is more involved than ever.
21:30: How vendors/disties transitioning from traditional linear model to an ecosystem approach.
25:00: Emergence of the Chief Platform/Partner Officer.
31:10: What are the barriers in achieving this for a traditional vendor?
33:30: How can vendors ensure consistency across their entire partner channel?
36:00: Achieving frictionless sales despite the volume of touchpoints and transactions involved.
38:25: Creating customers for life and extending CLV.
42:10: Portal-less/portal-free transaction management.
45:00: How can tech providers achieve these objectives and achieve real results today.
ABOUT OUR GUEST SPEAKERS
Michelle Ragusa-McBain is a highly visible thought leader in the global technology channel and serves as Global Chief at SonicWall. Entrepreneur Magazine named her as one of the top 4 people to inspire women to pursue a career in Tech and was recognized by SMB Magazine as one of the 150 most influential people in the global IT Business Community. Michelle was recognized as 2021 Leader for Advancing Women in Technology by CompTIA and serves as Florida Leader for Alliance of Channel Women and sat on the board of CRN Women of the Channel.
Jay McBain is a Chief Analyst at Canalys, leading channels research in North America, as well as being an integral part of the worldwide channels research and advisory team. Jay is one of the most visible and respected thought leaders in the global channel ecosystem. Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. Jay has also held various executive roles with IBM, Lenovo and ChannelEyes over a 28-year career.
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