Channel Sales & Covid-19 With #JayMcBain from Forrester

#JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships.

He shares his research on how he sees 2020 panning out and the future of the channel during the #CovidCrisis and #postCovid19. The bad news if, of the 600,000 VARs and MSP partners out there in March/April 2020, up to 25% may not be here before the end of Q2. The channel is under extreme pressure because a quarter don't have the cashflow, savings or credit lines to survive, whilst those who may be in a position to survive don't feel they can furlough staff for fear of never getting them back.

He also shares some really important insights for #scaleups, #techhypergrowth companies and #investors. Did you realise that the right #ChannelChief can mean the difference between and IPO at $100m or $1.5m?

We explore Phases 1, 2 and 3 of this crisis, best, most likely and worst case scenarios, when channels can expect a boost to sales and recovery once the movement restrictions are lifted, why this is a perfect storm and what the new normal might look like.

The trifurcation of the channel into transactional, non-transactional and retention models also bears careful consideration whether you are a vendor or a potential partner.

I acknowledge the awful human cost but there is a good deal of hope, and personally, I feel this is the BEST opportunity professional salespeople and A-player channel managers and channel chiefs will EVER have in our working lives to shine, get ahead and establish our personal brands. Have a listen. Please like, comment and share and of course, subscribe

Get in touch with Jay via LinkedIn, his blog, Forrester and Twitter or ping me a DM on LI and I will make a personal introduction once we've spoken