WEBINAR: Is Your Channel Sales Team Listening? Startling Findings from Recent ZS Associate Research

0 reviews

John Desarbo, Principal, ZS Associates

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 ...

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

0 reviews

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: Three Partner Perspectives That Could Transform Your Channel Management Model and Boost Sales

0 reviews

John Desarbo, Principal, ZS Associates

What happens if your sales channel partner is giving you information that could significantly improve sales, but you aren’t listening or you can’t understand what the partner is saying? High-tech vendors rely heavily upon their channel partners, to the ...

WEBINAR: Channel Sales Forecast - Only Partly Cloudy

0 reviews

John Desarbo, Principal, ZS Associates

Demand for cloud services is booming but adoption in the channel is still low. Why? In recent months there have been countless articles, webinars, blogs, tweets, etc. highlighting the challenges solution providers face when transitioning from their tradi ...

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

0 reviews

John DeSarbo, ZS Associates

Webinar: Five Future Channel Trends That You Need To Be Planning For Today

0 reviews

Jay McBain, CEO, ChannelEyes

The pace of change in the indirect sales world has been mind-numbing over the past few years. There are new business models and partner types popping up seemingly every day - driven by technology, economic challenges and customer behavior. Combine thi ...

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

0 reviews

Taylor Macdonald, VP of Channels, Intacct

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. ...

Whitepaper: The Rise of Specialized Partners in the Channel - What does it Mean for your Business?

0 reviews

Rod Baptie, President, Baptie & Company

This paper outlines how new non-technical partners are starting to find great success partnering with Channel vendors.

Webinar Replay: How do you measure and benchmark your partner’s performance?

0 reviews

Chris Doggett, Senior Vice President, Global Sales, Carbonite

With budgets under threat, knowing which partners to prioritize and how to measure effectiveness are keys to doing more with less. But how do you choose which metrics to measure? How do you balance qualitative and quantitative factors in a way that makes ...

3 Tactics to Motivate an Indirect Salesforce in Specialized Channels

0 reviews

Shawn Lisbon, Vice President of Business Development, North America, TIE Kinetix

Selling indirectly is challenging. Your product not only needs to generate value for your end user, but also for your partner and – equally as important – your indirect sales force as well. Join Shawn Lisbon, VP of Business Development for North America a ...

The Science Statistics and Importance of Women's Success

0 reviews

Theresa Caragol, CEO, TCC & AchieveUnite

A diverse workforce will be able to apply a much broader range of backgrounds, skill sets and experience to the daily task of operating a business. However, in the tech market, there still seems to be a disparity in the number of women who are successful ...

Webinar replay: Is there an ideal partner portal?

0 reviews

Olivier Choron, CEO & Founder, purechannelapps

Cath Hackett, Transformation Director - Go to Market Strategy at Konica Minolta, and Gary Morris, CEO and Founder at Successful Channels Inc., will discuss their portal best practices. From resources they share to results they have achieved, they wil ...

Whitepaper: 5 Things every vendor can do to build stronger partner relationships

0 reviews

Jeremy Butt, EVP, Westcon-Comstor EMEA

Channel relationships are complicated. Everyone is working towards the same goal from different perspectives. This can lead to misunderstandings, disagreements and even complacent attitudes. In channel relationships, three foundational pillars exist – pro ...

Channel Cohesion: Is it Really Achievable

0 reviews

Alyssa Fitzpatrick, General Manager, Worldwide Sales - SMB, Microsoft

When the company and channel partner are working from different directions, conflict ensues and nobody wins, including the customer. Channel conflict is a serious problem, especially as the consumer landscape is moving into a new consumption model: that i ...

Webinar: Channel Marketing Challenges and Best Practices - Ask the experts

0 reviews

Olivier Choron

Looking for some resolutions to your top channel marketing challenges, but don’t know who to ask? Here’s your chance to ask the questions you really need answering… During this webinar, five industry channel marketing experts from the US and EMEA will ...

WEBINAR: Choosing and Implementing the Right Channel Incentives

0 reviews

Dan Overgaag, Steven Kellam, Principal, VP of Alliances, The Spur Group, 360insights

How do you choose the right incentive programs to motivate your channel? How do you ensure those programs are executed flawlessly and achieve the desired results? These are the big questions taken on by this webinar. The Spur Group will introduce its 4C ...

WHITEPAPER: The Future of Channel Account Managers

0 reviews

Sal Patalano, Chief Revenue Officer, Lenovo Software

www.lenovosoftware.com

Presented at Channel Focus in May 2018 Abstract: Over the last ten years, sweeping industry forces have radically altered the technology industry ecosystem, particularly the vendor-partner relationship. These changes necessitate a new breed of Chann ...