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WEBINAR: From “First Date” to Engagement: Partner Profiling and Onboarding for Today’s 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” with you in rapid succession.
There is ample evidence these days that many channel partners are going through a significant business transformation from a (mostly) transactional model to a consultative sales and subscription-based model. We see telecom agents make the transition to consultative selling of voice and data networking solutions and traditional VARs transition to Managed Service Providers – just a few examples of “channel shift.”
Meanwhile, the available pool of partners is shrinking and the competition among vendors to engage with the right partners is fierce. Now more than ever, vendors need proven methodologies to identify and value score the right channel partners for today’s business environment.
Furthermore, once partners are recruited, you need to onboard them quickly to instill loyalty, to prevent partner churn, and to optimize partner productivity.
Find out how to develop and implement a best practice partner profiling methodology that significantly increases the odds of recruiting the right partners. Then explore with us ways to quickly gain mindshare with new partners during the onboarding process by enabling them to “fast track demand” for your solutions.
William Gilsing, VP of Channel Strategy and Patrick O’Neill, Director of Channel Analytics shared:
Why today’s partner ecosystems are new and different and what that means for your recruitment efforts.
Proven methodologies for profiling partners – for both recruitment and for tiering and segmenting your existing partner base
Effective ways to engage new partners during the onboarding process that result in a faster ramp-up to full productivity
There is ample evidence these days that many channel partners are going through a significant business transformation from a (mostly) transactional model to a consultative sales and subscription-based model. We see telecom agents make the transition to consultative selling of voice and data networking solutions and traditional VARs transition to Managed Service Providers – just a few examples of “channel shift.”
Meanwhile, the available pool of partners is shrinking and the competition among vendors to engage with the right partners is fierce. Now more than ever, vendors need proven methodologies to identify and value score the right channel partners for today’s business environment.
Furthermore, once partners are recruited, you need to onboard them quickly to instill loyalty, to prevent partner churn, and to optimize partner productivity.
Find out how to develop and implement a best practice partner profiling methodology that significantly increases the odds of recruiting the right partners. Then explore with us ways to quickly gain mindshare with new partners during the onboarding process by enabling them to “fast track demand” for your solutions.
William Gilsing, VP of Channel Strategy and Patrick O’Neill, Director of Channel Analytics shared:
Why today’s partner ecosystems are new and different and what that means for your recruitment efforts.
Proven methodologies for profiling partners – for both recruitment and for tiering and segmenting your existing partner base
Effective ways to engage new partners during the onboarding process that result in a faster ramp-up to full productivity
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William Gilsing, VP Global Channel Strategy, hawkeye Channel
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