Canalys is part of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC’s registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

Home Meet us Jay McBain
Jay McBain

Jay McBain

CHIEF ANALYST

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. He is often sought out for industry guidance and future trends, helping vendors across the entire technology spectrum develop their partnering and ecosystem strategies. He regularly speaks at vendor channel events about major shifts in the channel ecosystem.

Prior to joining Canalys, Jay was a Principal Analyst at Forrester, covering channels and ecosystems. During his tenure at Forrester, Jay developed his reputation as an industry thought leader and was named 2021 Channel Influencer of the Year by Channel Partners Magazine. Jay has also held various executive channel sales, marketing and strategy roles with IBM, Lenovo and ChannelEyes over a 28-year career.

Jay grew up in Canada and currently lives in Florida. He holds a Bachelor’s Degree Management Information Systems from the University of Lethbridge and an MBA in Entrepreneurship, Louisiana State University.

Latest blogs and PR by Jay McBain

How do vendors capture the 28 presale moments of the new customer journey? (hint: through-partner marketing)

As customers' technology needs become increasingly complex, so do their journeys. Today, the modern buyer, on average, experiences 28 moments that lead to purchase decisions with specific vendors. The majority of these moments are with- or through- channel partners, therefore, it is becoming much more crucial for vendors to invest in collaborative marketing strategies to ensure their partners are properly communicating the value propositions of their solutions.

user
user
user

Is it time to revamp channel incentive strategies?

As ecosystems become more complex and vendors work with new partner types, relying solely on traditional financial incentives like volume rebates is insufficient to adequately move the needle. Vendors need a more nuanced and personalized approach to incentive management that enables them to manage and motivate a diverse array of partner types and stakeholders. Central to this shift is the adoption of a modern and robust Channel Incentive Management (CIM) platform to effectively develop, manage and optimize incentive programs that drive a more productive, engaged partner ecosystem at scale.   

user
user

Partner Relationship Management (PRM) isn’t dead – it's foundational

Partner Relationship Management (PRM) is not dead; it's more important than ever. As businesses shift towards executing modern ecosystem strategies, PRM platforms act as foundational solutions to effectively measure, manage, nurture, and empower an ecosystem of diversified partners. This report outlines the 38 PRM players today, important evaluation criteria and the future of PRM.

user
user

Channel Data Management tools give vendors and partners a clear advantage

Channel Data Management (CDM) tools are becoming increasingly important for vendors and their partners in the tech industry. These platforms offer a comprehensive view of partner data, enabling data-driven decision-making, improved partner experiences, and overall optimization of channel operations and revenue growth.

user
user

Generative AI will be a US$158.6 billion opportunity for the channel ecosystem by 2028

Generative AI presents a significant opportunity for channel partners to unlock new revenue streams and drive operational efficiencies. With an expected growth of US$158.6 billion by 2028, channel partners can capitalize on this opportunity by offering AI services, developing AI software, offering advanced data services, and reselling, co-selling and upselling AI products with services around them. While these services may generate billions for the industry, GSIs and ISVs are best positioned today to tap into this revenue opportunity, while all channel partners can improve productivity and offerings by adopting Gen AI internally. To succeed in this rapidly evolving market, channel partners should determine their AI strategy and invest in strategic AI partnerships.

user
user

The top 218 industry events for MSPs, VARs and tech channel professionals

Learn why 77% of channel and partnership professionals prefer in-person events and discover the benefits of attending such events, including better networking opportunities, increased engagement and a more immersive experience. As the event industry recovers from the pandemic, hybrid events are the latest trend, while vendors and distributors plan to allocate 31.6% of their marketing budgets to attending trade shows in 2023. Explore the top 218 industry events for MSPs, VARs and tech channel professionals.

user

The top 67 associations for MSPs, VARs and tech channel professionals

Associations are a vital part of professional development in any field, including channel partnerships. These associations provide individuals, partner companies, vendors and distributors with the opportunity to connect with others in their industry, stay up to date on the latest trends and technologies, and collaborate on projects that can advance their careers. In this report, Canalys lists the top 67 most valuable global associations for partners, vendors and distributors.

user

Have the industry’s channel chiefs really moved to an ecosystem model?

The pressure is increasing on channel and partner leaders to deliver at a new level of scale, complexity and personalization, and to figure out the people, processes, programs and underlying technology that will drive competitive advantage in the decade of the ecosystem. We aren’t there yet, but half of channel leaders report progress.

user

How to successfully build channel ecosystems to drive subscription and consumption models

We are now firmly in the subscription era. Driven by changing customer behavior and software (powered by the cloud) eating the world, and accelerated by the pandemic, most technology vendors have either committed to or made significant strides to transform their business models.

user

Canalys Forums 2022: The rise of channel ecosystems

Canalys analysts give their views on hot topics for the Canalys Forums 2022 in this series of interviews. We look at the role of the channel ecosystem in creating exponential opportunities for vendors and partners.

user

Industry and career inflection points collide

We are witnessing a once-in-a-generation shift in the global economy, and partnerships play a leading role. Most business leaders across every industry, of all size firms, and in every corner of the world are considering significant business model shifts. They are realizing they can't do it alone in the decade of the ecosystem.

user

Cloud marketplaces sales to hit US$45 billion by 2025