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Olivier Choron, Founder and CEO, purechannelapps
With social media now strongly implanted in B2B environments across the globe, vendors and marketers need to re-assess their existing (or lack of) social media strategy. Using Twitter, Facebook and LinkedIn to reach out to new and existing partners may ...
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Maurizio Capuzzo, Vice President Americas Marketing, Polycom
In these webinar presentation slides, Maurizio Capuzzo, former Vice President Global Channel Strategy & Programs at Avaya, discusses the in's and out's of developing and implementing global channel strategies and make them work effectively in Europe.
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Richard Goring, Managing Consultant, BrightCarbon
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 ...
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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 ...
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Craig DeWolf, Vice President Sales and Marketing EMEA, hawkeye Channel
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 ...
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Rod Baptie, President, Baptie & Company
Join the Channel Focus Community and special guest Rod Baptie for a webinar revealing the results of the 2016 Channel trends survey. This annual survey is completed by channel executives of leading companies in the industry and is the survey that tracks t ...
Shari Marion-Hoff, former President/CEO, hawkeye Channel
Shari Marion-Hoff, former President/CEO of hawkeye Channel, shares her findings and discusses how vendors and partners can find measurable success in partner to partner collaboration.
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Gill Cheesewright, Channel Programs Manager EMEA, American Power Conversion
See the presentation by Gill Cheesewright, Vice Chairman of EMEA Communications Committee, discuss how going green can actually increase company profit, while saving the environment.
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William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA
Billions of dollars in revenue pass through the channel each year, yet the technology industry does not have a formal accreditation standard for channel sales, channel marketing, nor channel account management. Many technology companies have formal tr ...
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Andy Wright, Former CEO, hawkeye Channel
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 ...
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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 ...
Everyone loves rebates, but, be honest, is this incentive still working for you? Rebate program best practices have changed as the channel adapts to the digital transformation. This guide will walk you through nine updates you can make that will get your ...
Making global payments to partners can be challenging, but they are what keep incentive, rebate, and royalty programs running in an international economy. Clients need a smart, reliable service capable of handling the complexities inherent to the payment ...
Joby Pearson, Former VP of Sales, CSG
Seven Pillars for Creating a Successful Deal Registration Program Deal registration programs have recently shifted from a channel program differentiator to a must-have. This white paper introduces seven best practices in channel registration that are e ...
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Michael Kelly, Founder and Managing Director, TSL Channel Marketing
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 ...
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Elay Cohen, VP, Global Sales Productivity, Salesforce.com
Executive Summary Download this whitepaper on how drive unprecedented levels of stickiness in their partnerships, vendors are looking for ways to further differentiate their programs, while channel partners are asking for more collaboration, more feedb ...
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Rod Baptie, CEO, Baptie & Company
Executive Summary The empowered customer is driving the need for business-to-business communities as a method to help like-minded people interact with each other, supported by trusted third party suppliers. For the sponsor, a successful community fo ...
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Jef Harris, CEO, Digital Mauve
Executive Summary Creating a viable customer loyalty program is essential to the business strategy of any company wishing to move forward today. In this whitepaper, Jef Harris takes you through the components required to construct and implement a succe ...
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hawkeye Channel, hawkeye Channel
Deal registration programs were introduced by technology vendors to their channel partners almost a decade ago to reduce channel conflict while gaining early visibility into the sales pipeline. Other objectives included mitigating partner margin erosio ...
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Justin Dotterweich
Deal registration has become a critical part of many channel programs; over the past 10 years there has been an explosion of programs to bring this new incentive to partners.
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