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Channel Sales
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Channel organizations have been slow to adopt the use of business intelligence and analytics tools to drive decision making regarding channel investments. Effective execution of channel programs require robust capabilities in channel analytics to measu ...
This eBook reviews methodologies and defines best practices for the components of CDM and data governance.
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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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Rod Baptie, President, Baptie & Company
ImpartnerCON18: Ignore the New Universe of Partner At Your Peril
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Greg Lockton, Group Business Development Director, 2020Mobile
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.
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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.
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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 ...
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Axel Haentjens, Vice President of Marketing, Brand and External Communications, Orange Business Services
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 ...
Telephone0033 1 55 54 95 68
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Webinar Replay: Digital Transformation Impact on Channel Partner Performance: Total cost of Partnering and the importance of profitable revenue
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Chanan Greenberg, SVP and GM High Tech, Model N
In this session, Chanan Greenberg, SVP and GM of Model N, will discuss how channel management is undergoing a rapid transformation as a result of the increasing digitalization of Channel Operations. • How Digital Transformation enables a new relationshi ...
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Laz Gonzalez, Service Director, Channel Strategies, Sirius Decisions
According to Sirius Decisions research, only 15-20% of your total partners are engaging with their suppliers at any given point in time. So, how can you significantly expect to grow demand and move leads to deals? Bridging the widening gap between p ...
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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 ...
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WEBINAR: Demand Generation: Provide New Content That Enables Channel Partners To Drive Sales
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Jon Whitlock, Director, Channel Marketing, North America, Kaspersky Lab
Listen to the recorded webinar by Jon Whitlock, former Vice President Channel Solutions, Brainshark & Martha Stuart, Director, North America Marketing at Sophos, describes how Sophos supports its partners demand generation and communications efforts with ...
Telephone866-328-5700
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John DeSarbo, Principal, ZS Associates
As the cloud services market matures, small and mid-sized business buying behavior is evolving rapidly. IT vendors are investing heavily to enable and expand their SMB channels to capitalize on ever increasing demand for new SaaS and IaaS offerings. Unfor ...
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Robert Faletra, President, CMP Channel Group
Listen to channel expert Robert Faletra, president of CMP Channel, talk about the trends in the channel market place as he highlights what it takes to streamline the communication flow between partner and vendors to speed up sales.
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Mike Spellecy, Corporate Vice President, Managing Consultant, Maritz
Access a copy of the presentation and listen to the webinar given by Mike Spellecy, Corporate VP, Maritz, where he gives best practice in driving sales effectiveness. Find out how to build better partner relationships by building better channel account ma ...
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WEBINAR: Four Keys to capacity planning that will make your partner business more effective
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Richard Flynn, Senior Principal, The Spur Group
Learn what are the four critical metrics you should measure for robust capacity planning. This will help you better determine which partners you should manage, how you should distribute your resources and how you can truly measure your partner’s performan ...
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WEBINAR: From “First Date” to Engagement: Partner Profiling and Onboarding for Today’s Channel
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William Gilsing, VP Global Channel Strategy, hawkeye Channel
Are you having a lot of first dates with prospective partners lately? New partners are critical for growing business and extending your market reach – learn how to profile and onboard partners who will move from that first “date” to full “engagement” wit ...
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WEBINAR: Is Your Channel Sales Team Listening? Startling Findings from Recent ZS Associate Research
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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 ...
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