How to join the $105 trillion global partnership economy with Jay McBain
In this episode of Partnership+, I talk with global partnerships and channels expert Jay McBain to unpack the evolving world of ecosystems and the future of partnerships. With over 30 years of experience, Jay shares valuable insights on:
✅ The Evolution of Partnerships: How partnerships transitioned from traditional two-tier distribution models to today’s AI-driven, outcome-based ecosystems.
✅ Key Trends for the Next Decade: The rise of API-driven integrations, the importance of measurable partnership moments, and the shift towards consumption and outcome-based pricing.
✅ Advice for Emerging Leaders: Practical guidance for navigating traditional organizational structures and aligning incentives with modern partnership strategies.
Connect:
Key Insights:
✅ 75% of global trade moves through channels of distribution.
✅ 28 measurable moments influence every major purchasing decision.
✅ The future of partnerships lies in API-driven and transactional consumption models.
✅ Successful partners focus on multiplying value, not just sharing revenue.
✅ By 2024, 96% of Microsoft’s revenue will be partner-assisted.
Chapters
00:00 Jay McBain’s Journey into Partnerships
01:19 Defining Partnerships and Channels in Today’s World
03:58 The Customer-for-Life Journey
06:39 Historical Partnerships That Changed Industries
08:53 The Shift to the AI Era of Compute
12:15 Trends That Will Define the Next Decade
17:10 Challenges for Emerging Partnership Leaders
21:25 Midway Reflections on the Decade of Ecosystems
23:09 Incentives and the Modern Partnership Model
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