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

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Dan Hawtof, VP - Business Solutions, Global Channel, 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: 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 ...

WEBINAR: Show Me The Money! How Good Channel Data Improves Incentive Payments

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Ted Dimbero, Co Founder & Chief Customer Officer, Zyme

www.zymesolutions.com

Are your incentive programs and payments giving you a post-holiday hangover? Is your year-end channel data crunch making you wish for an automated, reliable solution for channel visibility? Learn how companies can improve business processes such as inc ...

PRESENTATION: Best Practice in MDF Utilization and Effectiveness

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Michael Kelly, Co-Founder, Head of EMEA, TSL Channel Marketing

www.tslmarketing.com

Download the PDF Slides of Mike Kelly's webinar Best Practice in MDF Utilization and Effectiveness. Many technology Vendors worldwide struggle with getting their Partners to engage with them on co-marketing campaigns that drive both revenue and market ...

WHITEPAPER: The Data Driven Organization: Your MDF Program

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Vaughn Aust, Former VP, Product, hawkeye Channel

www.hawkeyechannel.com

Download the whitepaper on The Date Driven Organization: Your MDF Program 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, former VP Client Solutions at haw ...

PRESENTATION: The Data Driven Organization: Your MDF Program

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Vaughn Aust, Former VP, Marketing and Client Solutions, hawkeye Channel

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: How Do You Evaluate the Effectiveness of Your Incentive Programs?

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Craig DeWolf, Vice President Sales and Marketing EMEA, hawkeye Channel

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: MDF and Co-Op: A Results Based Guide To What Works

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Tony White, Managing Director, Birch Worldwide

www.birchworldwide.com

Recent estimates by Baptie and Company show that vendors invest three per cent of channel sales in third-party Co-Op and MDF but one in four partners do not spend these funds. In order to make this marketing investment an effective and efficient tool, ...

WEBINAR: Cut Through the Complexity

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Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions, USA

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: 2014 Channel Strategy: Simplicity Drives Success

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Dan Hawtof, Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

View the webinar recording of Daniel Hawtof - Blackhawk Engagement Solutions presenting the Blackhawk Engagement Solutions 2014 channel strategy report, “Simplicity Drives Success.” This research study reveals the most important initiatives and opportunit ...

WEBINAR: Putting Co-operation back into Co-op

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Peter Oxley, CEO, RewardStream

www.rewardstream.com

Watch a webcast by Peter Oxley, CEO of RewardStream, where he shares vendor strategy, pain points and lessons learnt on how distribution is actually spending its co-op funding.

WHITEPAPER: Improving the Impact of Your MDF/Co-op Programs

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Vaughn Aust, VP, Product, hawkeye

Executive Summary Many hardware and software manufacturers offer Market Development Funds (MDF) to their partners, but by some estimates, as much as 50% of all potential funds go unused. Three out of four leading partner programs today offer MDF to t ...

WHITEPAPER: Stop Avoiding Layered Incentives

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Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their product, thereby drivi ...

PRESENTATION: 10 Tips for Capturing Reseller Loyalty

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Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

It’s no secret that getting your reseller partners personally invested in selling your products is good for business. But when Blackhawk Engagement Solutions conducted a recent survey of channel marketers, we found that only 52% of vendors are paying ince ...

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

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Theresa Wabler, VP, Global Marketing, Blackhawk Engagement Solutions

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 ...

PRESENTATION: More Effective Channel Incentives

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Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

Let’s face it: Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted, layered and bundled incentives. ...

PRESENTATION: Incenting The Reseller of the Future

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Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions, US

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 ...

WEBINAR: Loyalty lessons from global brands - learn how to turn your channel partners into fans and drive engagement

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Ian Hutchieson & Stuart Evans, ICLP

www.iclployalty.com

How do you increase partner engagement and boost your channel loyalty? B2C companies have finely honed loyalty strategies to help them win and retain customers in highly competitive industries. Channel partner programs can benefit from B2C companies a ...

E-BOOK: Best Practices for Channel Incentive Programs

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Renee Real

Manufacturers and vendors rely on financial incentive programs to motivate their channel partners. In turn, channel partners (resellers, distributors, etc.) rely on these programs for revenue. Despite their potential to improve channel performance, ho ...