#asktheceo Podcast

Jay McBain leads Forrester's research and advisory for global channels, alliances, and partnerships. Contact Jay: LinkedIn: https://www.linkedin.com/in/jaymcbain/ Twitter: @jmcbain Contact Avrohom: Web: https://asktheceo.biz Facebook: AvrohomGottheil Twitter: @avrohomg Instagram: @avrohomg INTERVIEW HIGHLIGHTS: [00:58] 2020 has triggered many dramatic changes for businesses. We’ve seen many businesses rapidly shift to a work from home paradigm. We’ve also seen a paradigm shift to online or virtual events, among many other dramatic changes that took place this year. One significant change, that you mentioned in your article titled “What I see coming for the Channel In 2020”, is that Indirect sales will shrink every year for the next decade.” This is hard to take in because everything that I’ve learned over the years, is that you need a strong indirect sales team to scale and grow your business. Does this spell the end of the channel? [01:45] There is actually a lot of opportunity for the channel; however,