INFOGRAPHIC: Diamonds in the Rough - Invaluable Insights for Technology Vendors who are Defining their Cloud Service Channel Strategy for SMBs

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John DeSarbo, ZS Associates

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

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Richard Goring, Managing Consultant, BrightCarbon

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 ...

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

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Mike Payne, VP, Global Accounts, The Planet Group

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 ...

PRESENTATION: How Do We Train Our Partners to Move from Being Plumbers to Selling Real Business Outcomes to their Customers?

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Robert Saxe, Managing Director, Cascade Business Group

Today, end user customers are expecting more from their partners. Gone are the days when a partner could merely get certified then have a good business by simply reselling kit and conducting simple installations. Now, end users are asking for total solu ...

PRESENTATION: Improving Channel Revenue Planning

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Greg Lockton, Group Business Development Director, 2020Mobile

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.

PRESENTATION: Reduce Partner Spend without Hurting Sales

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William Gilsing, Vice President of Global Strategies, hawkeye

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.

PRESENTATION: Second Life by Fiona Gallagher & John Jaainschigg

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Channel Focus

Executive Summary View the presenation for the webinar of John Jainschigg, Executive Director of CMP Metaverse, the virtual worlds consulting and custom events business of CMP Technology, and Fiona Gallagher of Sun Microsystems, share their insights an ...

PRESENTATION: Selling Value to Strategic Accounts

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Axel Haentjens, Vice President of Marketing, Brand and External Communications, Orange Business Services

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 ...

REPORT: 2014 Sales Competency Study

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Rich Blakeman, Managing Partner, MHI Global

In this study, we grouped the activities and behaviors of successful channel sales professionals into five core competencies: 1. Channel Core Fundamentals 2. Channel Business Acumen 3. Influencing Skills 4. Partnership Planning 5. Lead ...

WHITEPAPER: Accelerating Revenue through Channels: Eight Best Practices

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Jennifer Hartwell, Product Marketing Manager, Revitas Inc

For organizations that sell products through diverse, multi-level sales channels, being best-in-class in channel operations and channel sales effectiveness is an imperative business priority. Driving sales revenue while attracting the top-performing chann ...

WHITEPAPER: Best Practices in Developing Accountable Channel Marketing Programs

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Michael Kelly, Founder and Managing Director, TSL Channel Marketing

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 ...

WHITEPAPER: Best Practices in Lead Management

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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: Driving Sales Force Effectiveness

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MikeSpellecy, Corporate Vice President, Managing Consultant, Maritz

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: How Microsoft Leverages Channel Analytics and Insights to Navigate Today's Changing Partner Business Models

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John Desarbo, Principal, ZS Associates

Emerging partner business models can challenge even an award-winning global partner program like Microsoft's' as cloud computing, Big Data, social integration and mobility are rapidly transforming the IT channel. Learn how Microsoft navigates this ever ...

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

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Ian Hutchieson, Channel Strategy and Loyalty Specialist, ICLP

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

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Tina Lauzon, Former Vice President, Marketing, hawkeye Channel

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 ...

WHITEPAPER: Incentivizing Channel Behavior

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Mae Reeves, Global Head of Channel Practice and CFO, Blackhawk Engagement Solutions

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 ...

WHITEPAPER: It's Called Lead Generation For a Reason

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Russell Kern, President, The Kern Organization

Why now’s the time to rethink B.A.N.T. as a lead scoring criteria for lead generation campaigns and replace it with A.P.N.R.P. scoring methods.

WHITEPAPER: Lead Referral Program Identifying Escalating and Accelerating

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Channel Services Group

Download this whitepaper by CSG to read more on Identifying, Escalating and Accelerating Incremental Sales Opportunities.

WHITEPAPER: Nurturing Leads in Long Sales Cycle

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Michael Dubin, Senior Director Agency Development, Yahoo

Executive Summary Information applies to all leads, regardless of whether the sales cycle is long or short. There are a number of different areas to focus on within lead generation, but perhaps the most important is the nurturing and measurement proces ...