Redefining Partnership Strategies: Building a Scalable Platform with Jay Mcbain

In this episode, Jay discusses how senior executive teams must shift their go-to-market strategies to embrace the evolving platform economy. He explains why partner leadership changes are critical to driving this transformation and how integrating partnering professionals into lines of business is essential for success.

Jay explores the need to expand routes to market and highlights the urgency of accelerating partner recruitment by tenfold. He delves into the importance of speaking the right language to attract potential partners and moving beyond traditional "precious metal" tier programs to create more meaningful partner incentives.

Listeners will learn how to hyper-personalise the partner experience, launch co-selling and co-marketing programs across all partners, and remove human barriers to scale the platform effectively. Finally, Jay emphasises the importance of formalising a parallel top-down and bottom-up approach to truly build a scalable, successful platform.

Whether you're leading a platform business or looking to transform your partner ecosystem, Jay provides practical insights and strategies to help you navigate these crucial changes.

Jay McBain

Canalys Chief Analyst – Channels, Partnerships & Ecosystems

Jay McBain is an accomplished speaker, author and innovator in the IT industry. Named Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, Channel A-List by CRN, Top 8 Thought Leader by Channel Marketing Journal, Top 20 Visionary by ChannelPro, Top 25 Newsmaker by CDN Magazine, Top 50 Channel Influencer by Penton, Top 100 Most Respected Thought Leader by VSR Magazine, Global Power 150 by SMB Magazine, and Top 250 Managed Services Executives by MSPmentor.

Jay is often sought out for keynotes, thought leadership and future industry guidance. He has spent his 30-year career in various executive channel sales, marketing, strategy roles within IBM, Lenovo, Autotask, ChannelEyes, Forrester, and now Canalys. Jay is the chief analyst for global channels at Canalys - the world's leading analyst firm with a distinct focus on channels, partnerships, alliances, and ecosystems.

Rachel Aldighieri

DMA Managing Director

A business leader and marketing specialist with a passion for authenticity and diversity. As managing director of the DMA I work closely with many of the UK’s most forward thinking agencies, brands and tech companies to promote a truly customer-centric approach to marketing. I'm responsible for leading the DMA's key industry initiatives – including the Value of Data, the DMA Awards, the Campaign for great British creativity and Responsible Marketing campaign.

Redefining Partnership Strategies: Building a Scalable Platform with Jay Mcbain

Jay McBain

Rachel Aldighieri

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