Jay McBain, Principal Analyst, Global Channels, Forrester
Jay leads Forrester’s research and advisory for global channels, alliances and partnerships. His focus is on B2B marketing in the age of the customer, understanding and navigating the complexity of multiple routes to market, ensuring contextual and relevant content to accelerate the indirect sales process, and describing the technology infrastructure to build and support channel relationships.
His background is in channel leadership, sales, marketing, and operations, with a specific emphasis on indirect sales strategy/execution including multiple industries, segments and underlying technology. Jay is renowned for his industry thought leadership and expertise in partner recruitment, development and acceleration through effective partner coverage, enablement, communication, and incentives. He is an expert in building and leveraging channel communities and one of the global leaders in social media, partner marketing automation and other indirect growth strategies.
Jay provides research, advisory and consulting to various companies, ranging from Fortune 100 vendors to startups, on the entire scope of their channel and alliance strategies. He is a contributing author and has been cited in numerous channel media publications, including Channel Reseller News (CRN), ChannelPro, ChannelE2E, The VAR Guy, MSPMentor, Channelnomics, Computer Dealer News (CDN), Australia Reseller News (ARN), eChannelNews, Business Solutions Magazine, ChannelLine, ChannelInsider, SearchITChannel, Redmond Channel Magazine, Vertical Systems Reseller, Channel Buzz, and SMB Nation. He also maintains a popular blog on channel trends.
Jay is based in New York but advises vendors, distributors, and partners around the world.
Previous Work Experience
Jay came to Forrester from an executive channel background at IBM, Lenovo, Autotask and ChannelEyes. A 23-year veteran of the IT and Telecom channel and retail market, he has extensive experience in hardware, software, and services. He had senior leadership roles in the channel at IBM, Lenovo and Autotask, driving indirect sales, marketing, operations and financial P&L ownership. As Co-founder and CEO of ChannelEyes, he was a trailblazer first introducing channel technologies such as social, mobile, predictive analytics and artificial intelligence.
He has been one of the most visible channel thought leaders over the past decade and a regular keynote speaker at leading global channel events.
Jay holds dual Bachelor of Management degrees in Management Information Systems (MIS) and Public Administration from the University of Lethbridge in Alberta, Canada.