WHITEPAPER: The Secret to Channel Success: Quit Excel

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

www.bhengagement.com/services/channel/

Read the Blackhawk Engagement Solutions white paper "The Secret to Channel Success: Quit Excel" and learn how databases, not spreadsheets can help you better manage your Channel business. You'll learn five signs that you need an incentive platform, not a ...

WHITEPAPER: Get Industry Insights to Solving the Biggest Channel Data Management Challenges

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Jeremy Miller, Former Senior Director of Product Management and Marketing, Channelinsight

www.channelinsight.com

This white paper goes over high-level benchmark results of the Channel Data Management survey recently conducted by Baptie & Associates and Channelinsight. The survey focused on the importance of having access to timely and accurate channel data in order ...

WEBINAR: Get Industry Insights to Solving the Biggest Channel Data Management Challenges

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Jeremy Miller, Former Senior Director of Product Management and Marketing, Channelinsight

channelinsight.com

This 45-minute webinar presented the high-level benchmark results of the Channel Data Management survey recently conducted by Baptie & Associates & Channelinsight. The survey focused on the importance of having access to timely and accurate channel data i ...

WHITEPAPER: Building A ‘Best In Class’ Enterprise Channel In Latin America

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Monique Gibelli, Director, Microsoft Corporation

www.microsoft.com/en-gb/

This white paper by Monique Gibelli focuses on building a best in class Latin America enterprise channel based mainly on the author’s experiences whilst working at Nortel Networks, Citrix and Microsoft. It starts with a review of what comprises a typical ...

WEBINAR: Focusing on the Right Partners to Drive Strategic Growth - 5 Golden Rules for Establishing a Customer Centric Approach

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Robert Saxe, Practice Director, Cascade Business Group

www.consultcascade.com

Focusing on the Right Partners to Drive Strategic Growth - 5 Golden Rules for Establishing a Customer Centric Approach What is your plan for driving strategic growth through your channel? How do you identify, focus and enable the “right” partners ...

WEBINAR: Three Channel Communication Strategies that Grab Attention and Drive Revenue

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Jon Whitlock, Director, Channel Marketing, North America, Kaspersky Lab

www.kaspersky.com

Email and other traditional ways to reach partners are resulting in declining response rates and mindshare. In today’s mobile and social media driven environment, how can you grab the attention of your channel partners and move them to action? Learn ...

WHITEPAPER: Best Practice in Using Channel POS Data to Ensure Incentive Program Rebates are Processed in a Timely and Accurate Manner

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Robert Shecterle, VP Marketing

Executive Summary Channel volume incentive programs have become increasingly popular as companies use them to drive channel revenues for targeted products, partners or geographies. These programs are often a means to achieve sales goals while at the sa ...

WHITEPAPER: Effective Channel Partner Management Top Vendor Challenges

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Olivier Choron, Founder & CEO, purechannelapps

www.purechannelapps.com

Executive Summary Build it and they will come. Unfortunately, this isn’t the case when building an indirect channel. There are a number of common issues that channel sales, marketing or operations staff will come across. Here we take a look at some of ...

WHITEPAPER: Partner Relationship Management (PRM) Beyond the Portal: Creating Advantage by Leveraging Partner Individuality

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Olivier Choron, Founder & CEO, purechannelapps

www.purechannelapps.com

Executive Summary The mechanics sound simple - build an effective channel by creating a tiered group of selected partners to deliver your objectives.The reality, seen by many vendors as a disadvantage, is that partners are not an homogenous mass, ready ...

WHITEPAPER: Global Rebate Programs - The Key Challenges

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Katherine Laveau, Chief Executive Officer, The Planet Group

Going Global throws up a number of considerations. Apart from scale, you have to deal with different business cultures, languages, currencies, legal requirements, taxation and cross-border sales transactions. You could write a book about what works in one ...

WHITEPAPER: Three Simple Rules for B2B 2.0—Best Practices in Shaping the B2B Offline to Online Transition

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Shari Marion-Hoff, CEO and Chief Channel Strategist, Hawkeye

www.hawkeyechannel.com

Executive Summary Nearly half of all B2B buyers find their products and vendors—and complete their purchases—online. Surveys indicate that over 80 percent plan to increase their online spending budgets annually through 2011. This white paper outline ...

PRESENTATION: Partner Segmentation and Forecasting

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William Gilsing, VP of Channel Strategy, Hawkeye Channel

www.hawkeyechannel.com

Access the presentation by William Gilsing, Vice President, Global Channel Strategies, hawkeye Channel where he shares best practices in increasing ROI through segmentation of your partner base.

WHITEPAPER: Measuring Channel Program Performance and ROI

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William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA

www.hawkeyechannel.com/‎

This hawkeye whitepaper will help you get your ducks aligned for 2013. We’ll talk about the role of channel performance in building a healthy channel ecosystem for your company and we’ll provide some examples of insights you can gain when using sophistica ...

PRESENTATION: Building Sustainable Channel Value - A Systematic and Intelligent Approach

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Mike Payne, VP, Global Accounts, The Planet Group

Download the PDF presentation on Building Sustainable Channel Value - A Systematic and Intelligent Approach by Mike Payne from Planet Group, Solutions Sales Director, EMEA • Transition from tactical campaigns to visible, measurable and repeatable proce ...

WHITEPAPER: Managing “unmanageable partners” - Desirable and Possible!

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Olivier Choron, CEO and Founder, purechannelapps

www.purechannelapps.com

This white paper from purechannels covers the subject of how to constructively engage with the myriad of smaller tier 3 and 4 resellers that many vendors know could deliver good business for them, but because they are numerous and typically small companie ...

PRESENTATION: Proven Programs and Techniques to Develop and Enable an Evolving Channel

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Joby Pearson, former VP of Sales, CSG

www.csgchannels.com

Download the pdf presentation by Joby Pearson, former VP of Sales at Channels Services Group (CSG), share proven best practices and insights to help vendors strategically build new revenue streams and build a dedicated sales force throughout their channel ...

WHITEPAPER: Best Practices in Partner Awareness and Adoption

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CSG

Download this concise whitepaper on Partner Awareness and Adoption. A case study providing you with solutions on partner programme awareness.