909Exec Ep 2 - Jay and Michelle McBain
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Sep 25, 2024 Join industry power couple Michelle Raguth McBain, Global VP at SonicWall, and Jay McBain, Chief Analyst, as they dive into the evolving world of cybersecurity. They discuss the critical importance of partnerships between vendors and Managed Service Providers, and how millennials are reshaping tech decisions. The conversation highlights the necessity for collaboration to address modern cybersecurity threats and the role of diversity in tech innovation. Don't miss their insights on navigating the complexities of today's digital landscape!
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Channel Economics Expand Market Size
- Canalys focuses on the channel economics behind vendor TAMs to reveal partner revenue opportunities.
- Jay explains that partners capture about $2 for every $1 of vendor spend, expanding the true market size.
Vendor-Partner Relationship Like Marriage
- Michelle shares a partner story comparing vendor-partner relationships to marriage to illustrate needed investment and communication.
- She uses this analogy to stress trust, transparency, and ongoing engagement from vendors.
Platform Economy Replaces Linear Channel
- The channel model evolved from linear reseller chains to a platform economy with many non-transactional influencers.
- Jay highlights that modern buyers use multi-layer stacks and multiple partners to orchestrate security outcomes.