Category: Uncategorised

For years, partner marketing has largely focused on building relationships with individual partners, helping them generate demand, and supporting their sales activities. But as customer buying journeys become more complex, and solutions increasingly involve multiple technologies and service providers, is that approach still sufficient? In this thought-provoking article, Carrie Mott explores the shift from traditional … Continued

For decades, channel account managers have been responsible for recruiting partners, managing relationships, resolving operational issues and driving revenue through their assigned accounts. But as partner ecosystems become more complex, and AI begins to automate many of the administrative tasks that consume their time, the expectations of channel managers are changing. In this LinkedIn post, … Continued

Over the past month, I had the pleasure of joining two very different podcasts, each with a different audience but a surprisingly similar conversation. Susanna Kenyon-Muir invited me onto A Portfolio Life to discuss the challenges people face when leaving a corporate role to build a portfolio career, while Kanika Vasudeva welcomed me to Business … Continued

For decades, Market Development Funds (MDF) have been one of the primary ways technology vendors invest in their channel partners. Yet despite the billions of dollars spent each year, many vendors struggle to demonstrate a clear return on that investment. In this thought-provoking article, Jay McBain challenges some long-held assumptions about MDF and explores why … Continued

One of the themes I’ll be exploring at ARN EDGE next month is how dramatically the buying journey has changed. Customers now have access to more information than ever before. They can research products, compare vendors, read reviews, watch demonstrations, and increasingly use AI tools to help them evaluate options – often long before they … Continued

I recently wrote a LinkedIn post on the role of men in promoting gender equality, after noticing how few men attended the recent GTIA Community Meetup celebrating International Women’s Day. Conversations about improving diversity in the technology industry often focus on what organisations should do, or what women themselves should do, to navigate the system. … Continued

Artificial intelligence has been dominating headlines for the past couple of years, but much of the discussion still revolves around tools and technology rather than outcomes. In this recent McKinsey article, the focus shifts to something more practical: how organisations are beginning to deploy AI agents that actively participate in business processes rather than simply … Continued

It’s always interesting to read what Jay McBain is saying about the channel. As Chief Analyst for Channels, Partnerships & Ecosystems at Omdia, he gets exposed to trends across the entire IT industry, across a myriad of countries around the globe. In this insightful post, he outlines the partnering trends that they’re seeing for 2026, … Continued