Jay Janes

Jay Janes has built his career at the center of technology channels, designing commercial structures that enable vendors, distributors and MSPs to scale with clarity and control. His expertise spans partner segmentation, vendor strategy, specialist practice creation and revenue architecture within complex, multi-tier environments where alignment and execution determine performance.

As director of growth at intY, Janes was instrumental in accelerating revenue from £19m to £40m over a three-year period prior to acquisition. He introduced stronger commercial governance, deepened strategic vendor alignment and implemented structured partner-engagement models that improved accountability and predictability of growth. During this period, he pioneered specialist channel practices across Modern Workplace, Public Cloud, Cybersecurity and Partner Enablement. These dedicated teams delivered focused subject matter expertise to partners, strengthened vendor relationships, and enhanced partner performance. The specialist-led model was subsequently adopted more widely across the channel.

As a result of this sustained hyper-growth, Janes was headhunted by Giacom as chief revenue officer. In this role, he led revenue strategy across a large multi-channel distribution environment, focusing on commercial structure, proposition clarity, forecasting discipline and sales performance across an extensive partner base. His mandate was to strengthen revenue architecture and ensure strategic intent translated into measurable frontline results.

Janes has also played an active role in multiple mergers and acquisitions and is regarded as a specialist in commercial integration. His experience includes aligning propositions across acquired businesses, restructuring revenue teams, consolidating operating models and maintaining partner and customer continuity during transition. His focus is on ensuring that integration activities support performance rather than disrupt it.

He later made the deliberate decision to leave his £275,000 chief revenue officer role to found xpandly, a specialist lead generation agency dedicated to the IT sector. The firm works with MSPs and Microsoft partners globally and specializes in Microsoft Copilot lead generation, combining structured demand generation with practical go-to-market advisory.

Janes is known for a direct, commercially grounded approach and a clear conviction that sustained technology growth is achieved through disciplined go-to-market design, specialist capability and consistent channel alignment.