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Job Title: President

WEBINAR: Channel Sabermetrics Driving Partner Performance

Sanjoy Chatterji, ,

Remember the movie Moneyball? While it was entertaining, it also provided some important lessons for channel management. Billy Beane of the Oakland A’s used smart analytics to reveal the most important predictors of a player’s potential - analysis that tr ...

WHITEPAPER: Incentives in the New Channel

Tina Lauzon, ,

www.hawkeyechannel.com/‎

This white paper by Tina Lauzon focuses on Vendors. Today they are balancing defining cloud strategies, leveraging core technologies, and evolving their product positioning in concert with assessing their direct and indirect sales strategies. With these m ...

PRESENTATION: Best Practice on Global Programs

Maurizio Capuzzo, ,

www.polycom.com

In these webinar presentation slides, Maurizio Capuzzo, former Vice President Global Channel Strategy & Programs at Avaya, discusses the in's and out's of developing and implementing global channel strategies and make them work effectively in Europe.

PRESENTATION: Selling Value to Strategic Accounts

Axel Haentjens, ,

www.orange.com

Access the webinar recording where Axel outlines how Orange Business Services are segmenting their global MNC customer base. He will also explore how they are building their account strategy with global sales management and global teaming, and eventual ...

Category:Channel Sales
Telephone0033 1 55 54 95 68
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 ...

Category:Channel Sales
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 ...

Category:Channel Sales
Telephone+44 (0)1628 894058
PRESENTATION: How Do You Evaluate the Effectiveness of Your Incentive Programs?

Craig DeWolf, ,

www.hawkeyechannel.com/‎

Channel incentives at every level are often the number one expense in a channel go to market strategy. When one considers the full range of incentive programs available (co-op, MDF, Deal Registration, Rebates, and SPIFs), Isolating the effectiveness of t ...

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 ...

Category:Channel Sales
WHITEPAPER: Driving Sales Force Effectiveness

MikeSpellecy, ,

Vendors and their customers have specific goals for their businesses and expectations for each other. Unfortunately, they don’t always align. In this whitepaper, Michael T. Spellecy of Maritz shares insights and strategies designed to better integrate the ...

WEBINAR: Getting the most out of MDF/Co-Op

William Gilsing, ,

Listen to a recorded webinar, given by William Gilsing, Vice President, Global Channel Strategies, hawkeye Channel, on how to ensure your company harnesses the power of MDF/co-op to its full advantage.

Category:Webinars

Carmen Sorice, ,

Effective Partner recruitment and onboarding begins even before you launch your first communication to your partner prospects. Developing the right "partner profile" early in the process will help you focus on the recruitment and enablement tools that me ...

Category:Webinars
WEBINAR: What Does it take for a Reseller to Migrate to the Cloud

Wolfgang Ebermann, ,

www.insight.com

Channel Focus Committee is a representative group of senior executives of the IT Industry. Their charter is to discuss and develop key channel trends, develop recipes, whitepapers , best practices which can be leveraged by Vendors and Channel partners to ...

WEBINAR - True Channel Engagement

Gary Skidmore, ,

What do partners really want from their vendors? Research from Harte-Hanks shows what partners are saying about the marketing support they require – and what vendors can do about it. This webinar is presented by Gary Skidmore, Senior Vice President o ...

WHITEPAPER: Providing Credit in Latin America

Franco Zayas, ,

Executive Summary Credit is sometimes viewed as an afterthought by marketing and sales teams. This is a grave mistake. In this whitepaper, GE's Franco Zayas: explores credit's vital role in the sales cycle explains why it needs to be understoo ...

Category:Regional Issues
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.

Category:Webinars
PRESENTATION: Reduce Partner Spend without Hurting Sales

William Gilsing, ,

Executive Summary View the presentation from a webinar by William Gilsing, Vice President of Global Strategies at hawkeye Channel, on how vendors can reduce channel spend while minimizing the negative impact on indirect revenues.

WHITEPAPER: Channel Effectiveness - Extending the Reach

Mike Spellecy, ,

Michael Spellecy of Maritz shares strategies designed to help vendors and channel partners build better business relationships and facilitate the co-creation of next generation programs. This whitepaper sheds light on the research-based approaches that le ...

PRESENTATION: P2P Collaboration

Shari Marion-Hoff, ,

Shari Marion-Hoff, former President/CEO of hawkeye Channel, shares her findings and discusses how vendors and partners can find measurable success in partner to partner collaboration.

WHITEPAPER: Fix It Or You're Fired!

Russell Kern, ,

It’s nice to have your company and product pop up when a prospective customer is searching for information about your category on Google or Yahoo. But how do you accomplish it? What role does search play? How and why are your customers using it? At what s ...

Category:Marketing
WEBINAR: Driving Channel Performance

Michael Spellecy, ,

Listen to Michael Spellecy, Corporate Vice President of Maritz, talk about insights and strategies designed to help vendors and channel partners build better business relationships and facilitate the co-creation of next generation programs. Employing c ...

Category:Webinars