PRESENTATION: Paths to the Cloud: Cloud Computing and the New Channel Engagement Model

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Claudio Ayub, vp – chief channel strategist, hawkeye Channel

www.hawkeyechannel.com/‎

Do you have a strategy to help your channel evolve for new challenges in an increasingly Cloud-based industry ecosystem? Are your Channel Partners confused or unclear about how the Cloud impacts their relationship with you and their business? Gartner est ...

WHITEPAPER: Best Practices in Partner Rewards

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William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA

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: Building A ‘Best In Class’ Enterprise Channel In Latin America

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Monique Gibelli, Director, Microsoft Corporation

www.microsoft.com/en-gb/

This white paper by Monique Gibelli focuses on building a best in class Latin America enterprise channel based mainly on the author’s experiences whilst working at Nortel Networks, Citrix and Microsoft. It starts with a review of what comprises a typical ...

WHITEPAPER: Create Loyalty in a Cloud-Based Market

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Theresa Wabler, VP, Global Marketing, Blackhawk Engagement Solutions

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 ...

WHITEPAPER: From a Whisper to a Scream: Marketing 2.0

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Sandy Carter, General Manager, IBM Ecosystems and Social Business, USA

www.ibm.com

This white paper by Sandy Carter shares lessons learned by IBM on social media marketing and covers an IBM approach to adding social media into its marketing mix. It explains and emphasises that the philosophy on social media is that the best use is to mi ...

WHITEPAPER: Penetrating New Markets

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Sandy Carter, General Manager, IBM Ecosystems and Social Business Evangelism, IBM, USA

www.ibm.com/us/en/

Concerned about the risk of entering a new market? You should be. Any move will require major investment and have a very real risk of failure. To make your move a successful one, you must understand your customers, your own potential and the nature of the ...

WHITEPAPER: Selling Successfully to the SMB Market

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Michael Haines, Director of Worldwide Channel Incentive Strategy & Program Design, Microsoft

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 ...