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Tags: Channel sales

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 ...

WHITEPAPER: Incentives in EMEA: Consolidation and Pre-Sales Enablement Support Channel Transformation

Ian Hutchieson, ,

www.iclployalty.com

One of the realities of channel transformation today is a vigorous competition among vendors to attract the best channel partners. Incentive programs are one of the key means by which vendors attract – and retain - quality partners and can be a signifi ...

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 ...

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
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 ...

Category:Channel Sales
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: 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 ...

Category:Channel Sales
Telephone866-328-5700
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
WHITEPAPER: Best Practices in Developing Accountable Channel Marketing Programs

Michael Kelly, ,

www.tslchannels.com

There is general recognition across the marketing and sales industry that simply generating leads with partners is not enough. Today it is also critical to generate accountability with all stakeholders involved and to be clearer with all parties concernin ...

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
PRESENTATION: Best Practices for Creating Sales Tools Your Partners Will Use

Richard Goring, ,

www.brightcarbon.com

Richard Goring, Managing Consultant - BrightCarbon, is one of the country's leading authorities on sales presentations, and has recently been pioneering the use of iPad for visual sales conversations. He has helped to write and create 1000s of sales prese ...

Category:Channel Sales
PRESENTATION: Building Sustainable Channel Value - A Systematic and Intelligent Approach

Mike Payne, ,

Download the PDF presentation on Building Sustainable Channel Value - A Systematic and Intelligent Approach by Mike Payne from Planet Group, Solutions Sales Director, EMEA • Transition from tactical campaigns to visible, measurable and repeatable proce ...

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 ...

Category:Webinars
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 ...

WHITEPAPER: Incentivizing Channel Behavior

Mae Reeves, ,

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 ...

Category:Channel Sales
WHITEPAPER: Best Practices in Lead Management

CSG

www.csgchannels.com

This whitepaper explores how companies can improve channel performance by increasing lead follow-up, feedback and closure rates. It introduces a best practice approach to lead management process, from lead generation to sales contact to closed deal and re ...

WHITEPAPER: Selling Successfully to the SMB Market

Michael Haines, ,

www.microsoft.com

Learn how to build the right economies of scale to effectively sell to the Small-Medium Business market. With SMB marketing opportunities continuing to increase, customer demand dynamics changing and distributor focus evolving, channel companies must deve ...

Category:Channel Sales
PRESENTATION: Improving Channel Revenue Planning

Greg Lockton, ,

www.2020mobile.com

Access the presentation by clicking on the download icon given by Greg Lockton, on how to work closely with channel partners to accurately forecast sales to help set realistic and achievable sales quotas.

Category:Channel Sales
PRESENTATION: Your Channel Programs - Are They Working?

Andy Wright, ,

www.hawkeyechannel.com/‎

Increasing sales through your channel is imperative—so, how can you make sure you succeed? Data analytics are the key—they can help you determine if your channel programs are working, or missing the mark. But often people confuse analytics with metrics ...

WHITEPAPER: Lead Distribution Best Practice

Elay Cohen, ,

Lead management is a big pain point for many companies. Even if the leads are flowing in at a good pace, it often takes too long to follow up, or worse, some may fall through the cracks entirely. Without measurements, companies are unable to evaluate prog ...