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Job Title: VP

WHITEPAPER: The Secret to Channel Success: Quit Excel

Dan Hawtof, ,

www.bhengagement.com/services/channel/

Read the Blackhawk Engagement Solutions white paper "The Secret to Channel Success: Quit Excel" and learn how databases, not spreadsheets can help you better manage your Channel business. You'll learn five signs that you need an incentive platform, not a ...

WEBINAR: Gaining a Latin American Voice in HQ! How Do You Sell the Value of Latin America to the Powers that be?

Wilson Grava, ,

www.netapp.com/uk/

Gartner estimates that the global IT spending market will hold up nicely in 2013, representing about $3.7 trillion. This includes $1 trillion in the USA, nearly $1 trillion in Europe, and developing economies of the Asia Pacific region will make up about ...

Category:Regional Issues
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: The Referral model What is it, and does it make sense for your business?

Taylor Macdonald, ,

An excellent, and underutilized, source of revenue opportunities may exist and could be easier to tap for your business than you think - by providing rewards for partners or consultants who refer business to you rather than actually deliver the solution. ...

Category:Webinars
WHITEPAPER: Best Practices in Deal Registration

Joby Pearson, ,

www.csgchannels.com

Seven Pillars for Creating a Successful Deal Registration Program Deal registration programs have recently shifted from a channel program differentiator to a must-have. This white paper introduces seven best practices in channel registration that are e ...

Category:Other Issues
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 ...

Category:Channel Sales
e-BOOKS: 5 Best Practices for Flawless Partner Profiling and Recruitment

William Gilsing, , ,

www.hawkeyechannel.com

Why is partner profiling important? The emergence of Cloud-based solutions and recurring revenue models has altered partners’ business models and what it takes for them to be successful. Now more than ever you’ll find it imperative to employ a best-in- ...

Category:Research
PRESENTATION: (Best) Practice Makes Perfect - A Five Point Checklist for Channel Marketing Success

Dan Hawtof, ,

www.bhengagement.com/services/channel/

The perception: You’re too busy. Managing campaigns, payouts, channel partners and sales leave you with zero time to affect change within your current program, much less implement a new one. The reality: If you don’t communicate a great channel program, n ...

Category:Marketing
e-BOOK: Part 2 - Through-Partner Marketing

Tina Lauzon, ,

www.hawkeyechannel.com

It’s here! Part 2 of our most downloaded hawkeye eBook! Get your free copy of “The Playbook: How to Increase Revenue Using Through-Partner Marketing Part 2”. Enable your partners to effectively and successfully market your products and services. We’re ...

Category:Marketing
WEBINAR: Best Practice in Building an Effective Saas Partner Model

Taylor Macdonald, ,

www.intacct.com

The Software-as-a-Service market continues to grow at a staggering rate. Gartner has reported that 70% of companies plan to invest in SaaS this year or next, showing a very strong market demand for these services. Yet the channel partner program requi ...

Category:Webinars
WEBINAR: Cut Through the Complexity

Dan Hawtof, , ,

www.bhengagement.com/services/channel/

View the webinar replay of “Cut Through the Complexity: Smarter Incentives Drive Results” presented by Dan Hawtof, Blackhawk Engagement Solutions VP of Business Solutions, Global Channel. Dan discusses research findings and provides insight on how to ...

WEBINAR: Top 10 Tips for the Most Effective Incentives in 2015

Theresa Wabler, ,

www.bhengagement.com/services/channel/

Looking for ways to make your channel incentive budget work harder and smarter in 2015? Standard sales SPIF programs aren’t working. Blackhawk Engagement Solutions has research-based insights into the best ways to drive pre-sales, sales and post-sales beh ...

WHITEPAPER: Best Practices in Partner Rewards

William Gilsing, , ,

www.hawkeyechannel.com

With nearly a 75% increase in sales through indirect channels over the past decade, channel partners have become a key conduit in reaching a broad customer base—and incentives are critical to driving business results through indirect channels. Incentive p ...

WHITEPAPER: Incenting channel behavior: 10 behaviors to reward and encourage in 2014

Dan Hawtof, ,

www.bhengagement.com/services/channel/

Most channel incentive programs are designed to reward one thing: sales. At first blush, this makes sense. It’s a standard pay-for-performance model. However, in the increasingly competitive channel market, smart manufacturers are looking to influence beh ...

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. ...

Category:Channel Sales
PRESENTATION: The Data Driven Organization: Your MDF Program

Vaughn Aust, ,

www.hawkeyechannel.com/‎

Is your MDF program really making a difference? Need to report ROI for your MDF program, but not sure where to begin? Join us as Vaughn Aust, VP Client Solutions at hawkeye Channel Practice, explores the answers to these questions in the first of a 3-p ...

PRESENTATION: Training Your Coaches: Getting the Most from your CAMs

William Gilsing, , ,

www.hawkeyechannel.com

Billions of dollars in revenue pass through the channel each year, yet the technology industry does not have a formal accreditation standard for channel sales, channel marketing, nor channel account management. Many technology companies have formal tr ...

WHITEPAPER: Create Loyalty in a Cloud-Based Market

Theresa Wabler, ,

www.bhengagement.com/services/channel/

The reseller market is shrinking. Traditional VARs are consolidating and born-in-the-cloud resellers are starting to make their mark. Increased competition is emerging from many directions, including telcos and new cloud technology vendors. So what’s a ch ...

WEBINAR: In the New Model is Specialization Key? And if so  how do you Enable Partners to Specialize

Matt Wilson, ,

Specialization is more than just a partner sales strategy, it is a necessity in the current complex and changing technology landscape. The days of reacting to every end user request and partners being all things to all end users is slowly coming to an end ...

Category:Webinars
PRESENTATION: Incenting The Reseller of the Future

Dan Hawtof, , ,

www.bhengagement.com/services/channel/

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with t ...