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Channel Strategy
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WEBINAR: “Beyond Technical Accreditation, What Do Partners Really Want From Their Vendors?”
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Gary Morris, Cesar Castro, CEO & Founder, Sr. Director Adoption and Engagement, Successful Channels, Salesforce
During this webinar, our speakers Gary Morris from Successful Channels and Cesar Castro from Salesforce covered six main topics, including: Partner life-stage management Partner planning and performance management Partner demand generation Training ...
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Vendors pump in thousands of dollars into technology, processes, and strategies to boost partner engagement and adoption rates. However, not all efforts are successful. This whitepaper examines the reasons for the disconnect between vendors and their part ...
Tiffani Bova, VP Research, Bova
Executive Summary Tiffani Bova finds out which compensation programs work best in a highly commoditised, low margin market. This white paper will examine which compensation programs work best in a highly commoditized, low-margin market.
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WHITEPAPER: An Analysis of Their Challenges and Opportunities – What are Your Partners Really Saying?
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Rod Baptie, CEO, Baptie & Company
As vendors, we need to put ourselves in the shoes of our partners. Through a series of conversations with various partners of different types, I questioned them on their needs their challenges and opportunities. In this whitepaper I’ve tried to condense ...
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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 ...
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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.
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Julie Parrish, Chief Marketing Officer, NetApp
Do you want your partners to be able to build predictable and profitable businesses around you? Proper execution is, of course, very important. But this informative whitepaper argues that real differentiation comes from: • The way you balance your channe ...
Monique Gibelli, Director, Microsoft Corporation
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 ...
Telephone001 425 882 8080
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Channel practitioners are finding their channel partners’ performance flattening, at a time when they are chartered to get more out of channel partners. Many of those practitioners wait way too long before employing an incentivization strategy. If y ...
A well-designed channel incentivization strategy pays big benefits. Before long that success manifests as program expansion, involving hundreds or thousands of partners, and dozens of programs. To sustain and grow this success, a Channel Program Automa ...
Telephone1 (855) 637 8820
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Channel Focus, Channle Focus Community
This survey on vendor attitudes was carried out at Baptie and Company's Channel Focus UK conference in February 2006.
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Mike Spellecy, Corporate Vice President, Managing Consultant, Maritz
Michael Spellecy of Maritz shares strategies designed to help vendors and channel partners build better business relationships and facilitate the co-creation of next generation programs. This whitepaper sheds light on the research-based approaches that le ...
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Channel Focus, Channel Focus Community
Over 150 of the most senior channel sales and marketing executives in the technology industry came together recently for the leading channel conference, to exchange knowledge, share industry insight and develop strategies and policies for the future. This ...
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Channel Focus
Executive Summary A report from InfoNow on how to leverage your channel point-of-sale data to grow revenues and reduce costs.
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Ladd Timpson, Former Global Director, Partner & Channel Marketing, Novell
Trends are undeniably important. But what is really key, argues Novell's Ladd Timpson, is to first ensure you have the fundamentals in place that will allow you to keep your partners happy and respond to industry developments. This whitepaper details b ...
Channel Focus
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Executive Summary An Channelinsight recommended best practice on how to collect POS data from your channel partners.
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Guy Swarbrick, Managing Director, VIA International
An analysis of convergent Technology Channels that answers a number of key questions. What are customer expectations – how should customer value propositions be configured to meet these? What should be the role of channel partners in delivering these ...
Kathy Hunter, Former Vice President - Global Data Solutions, Harte-Hanks
This whitepaper reveals a trend to centralise multi-national contact and customer data to achieve three major benefits: improved cost-effectiveness improved marketing impact through better data quality more effective use of corporate data All three ...
Richard Grabinger, Senior Director Solutions GTM, Hitachi Data Systems
The channel partner who designs or implements a technology solution has a significant influence over brand and product choice, yet they might not sell the actual product to the customer. Dealing with this dynamic requires a different approach to partner f ...
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Olivier Choron, Founder & CEO, purechannels
Executive Summary In this whitepaper purchannels look at how to gain partner loyalty through Deal Registration. But we understand that one size does not fit all - does deal registration works for you? And if it does, how do we keep it simple. If you ...
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