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3 Tactics to Motivate an Indirect Salesforce in Specialized Channels

Shawn Lisbon, ,

Selling indirectly is challenging. Your product not only needs to generate value for your end user, but also for your partner and – equally as important – your indirect sales force as well. Join Shawn Lisbon, VP of Business Development for North America a ...

Webinar replay: Cracking the Channel Management Code: Results from CSO Insights' 2016 Channel Research Study

Barry Trailer, Greg Nutter

Anyone who has worked to sell business through a channel knows there are specific challenges that channel sales professionals face. CSO Insights, the research division of Miller Heiman Group, conducts regular research to identify the key trends, gaps, and ...

WEBINAR: Boosting Partner Sales Performance: Aligning Enablement with Demand Generation

Laz Gonzalez, ,

www.siriusdecisions.com

According to Sirius Decisions research, only 15-20% of your total partners are engaging with their suppliers at any given point in time. So, how can you significantly expect to grow demand and move leads to deals? Bridging the widening gap between p ...

WEBINAR: Channel Sales Forecast - Only Partly Cloudy

John Desarbo, ,

Demand for cloud services is booming but adoption in the channel is still low. Why? In recent months there have been countless articles, webinars, blogs, tweets, etc. highlighting the challenges solution providers face when transitioning from their tradi ...

WEBINAR: Demand Generation: Provide New Content That Enables Channel Partners To Drive Sales

Jon Whitlock, ,

www.kaspersky.com

Listen to the recorded webinar by Jon Whitlock, former Vice President Channel Solutions, Brainshark & Martha Stuart, Director, North America Marketing at Sophos, describes how Sophos supports its partners demand generation and communications efforts with ...

Telephone866-328-5700
WEBINAR: Diamonds in the Rough – How SMB Buyers Choose Cloud Service Resellers

John DeSarbo, ,

As the cloud services market matures, small and mid-sized business buying behavior is evolving rapidly. IT vendors are investing heavily to enable and expand their SMB channels to capitalize on ever increasing demand for new SaaS and IaaS offerings. Unfor ...

WEBINAR: Driving Sales by Increasing Partner Productivity

Robert Faletra, ,

www.cmpco.com

Listen to channel expert Robert Faletra, president of CMP Channel, talk about the trends in the channel market place as he highlights what it takes to streamline the communication flow between partner and vendors to speed up sales.

WEBINAR: Driving Sales Effectiveness

Mike Spellecy, ,

Access a copy of the presentation and listen to the webinar given by Mike Spellecy, Corporate VP, Maritz, where he gives best practice in driving sales effectiveness. Find out how to build better partner relationships by building better channel account ma ...

WEBINAR: Five Ways to Jumpstart Your 2012 Partner Programs

Jon Whitlock, ,

www.kaspersky.com

Looking for better ways to enable your channel in 2012? Partners and salespeople are busier and more mobile than ever. They expect to have the right information “in the moment” wherever they are – on the road, via smartphones and mobile devices. Learn ...

WEBINAR: Four Keys to capacity planning that will make your partner business more effective

Richard Flynn, ,

Learn what are the four critical metrics you should measure for robust capacity planning. This will help you better determine which partners you should manage, how you should distribute your resources and how you can truly measure your partner’s performan ...

WEBINAR: From “First Date” to Engagement: Partner Profiling and Onboarding for Today’s Channel

William Gilsing, ,

www.hawkeyechannel.com/‎

Are you having a lot of first dates with prospective partners lately? New partners are critical for growing business and extending your market reach – learn how to profile and onboard partners who will move from that first “date” to full “engagement” wit ...

WEBINAR: How should Resellers and Vendors change Their Sales Compensation Models to allow for ‘Cloud’ Business?

Craig Schlagbaum, ,

business.comcast.com

Sales compensation models are being redesigned so that companies can capture the rapidly growing demand for cloud services. The old model of rewarding reps based on actual revenue bookings in the period doesn't work in the new cloud services model as cus ...

WEBINAR: Is Your Channel Sales Team Listening? Startling Findings from Recent ZS Associate Research

John Desarbo, ,

ZS Associates recently surveyed 215 North American IT channel partners to assess how well the channel feels vendors are listening to partner concerns and acting upon their suggestions. Collectively, surveyed partners provided feedback on close to 500 vend ...

WEBINAR: Making your Partners’ Lives Easier

Jeremy Butt, ,

www.westcongroup.com

A sale to your channel partners often starts or is influenced by customer service. And some estimates put the cost for acquiring new customers at 6 or 7 times that of retaining existing ones. For many vendors, improving customer retention by just 5% can p ...

WEBINAR: The Hybrid Sales Channel: Bridging the Gap Between Direct and Indirect Sales

Rich Blakeman, ,

End customers are continuing to change the way that they buy, creating a market mandate for vendors and partners to change the ways that they sell: being focused on the outside-in, in their coverage strategies and execution all the way down to the direct ...

WEBINAR: The Results of a Unique Research Study - What Really Matters to Vendors and Partners?

Tim Herbert, ,

www.comptia.org

Access the recorded unique industry study Channel Focus webinar comparing the attitudes of Partners and vendors to the most important Channel issues. CompTIA interviewed their partner network and Channel Focus asked you the vendors the same questions. ...

WEBINAR: Understanding and Delivering What the SMB Reseller Community Needs

Mark Whitby, ,

In any partnership, having open and honest communication is key to building trust and loyalty. SMB resellers today have many choices today from the proliferation of competition in vendor technologies. Choosing the partners that the resellers will lev ...

Telephone+44 (0)1628 894058
WEBINAR: Using Data Analysis to Optimize Marketing & Sales

Carlos Blanco, ,

Listen to this recorded webinar to understand how to have to real data-driven sales and marketing by incorporating best practices in data analytics into your channel marketing and sales businesses. Carlos Blanco, Managing Director of Next Level, shares hi ...