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 ...

WEBINAR: Getting the most out of MDF/Co-Op

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William Gilsing, Vice President, Global Channel Strategies, Hawkeye Channel

Listen to a recorded webinar, given by William Gilsing, Vice President, Global Channel Strategies, hawkeye Channel, on how to ensure your company harnesses the power of MDF/co-op to its full advantage.

WEBINAR: Partner Coverage, Capacity, Segmentation and Recruitment

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William Gilsing, VP Global Channel Strategy

www.hawkeyechannel.com/‎

Listen to the recorded webinar jointly presented by Channel Services Group (CSG) and hawkeye. Do you know if you have the right number and the right type of partners to achieve your indirect revenue goals? Does your company have the resources and th ...

WHITEPAPER: Training Your Coaches: Core Knowledge and Skills Training for Channel Account Managers

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

www.hawkeyechannel.com/‎

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 ...

PRESENTATION: (Best) Practice Makes Perfect - A Five Point Checklist for Channel Marketing Success

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

www.bhengagement.com/services/channel/

The perception: You’re too busy. Managing campaigns, payouts, channel partners and sales leave you with zero time to affect change within your current program, much less implement a new one. The reality: If you don’t communicate a great channel program, n ...

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

www.hawkeyechannel.com/‎

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 ...

e-BOOKS: 5 Best Practices for Flawless Partner Profiling and Recruitment

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

www.hawkeyechannel.com

Why is partner profiling important? The emergence of Cloud-based solutions and recurring revenue models has altered partners’ business models and what it takes for them to be successful. Now more than ever you’ll find it imperative to employ a best-in- ...

WEBINAR: Cut Through the Complexity

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

www.bhengagement.com/services/channel/

View the webinar replay of “Cut Through the Complexity: Smarter Incentives Drive Results” presented by Dan Hawtof, Blackhawk Engagement Solutions VP of Business Solutions, Global Channel. Dan discusses research findings and provides insight on how to ...

PRESENTATION: Training Your Coaches: Getting the Most from your CAMs

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

www.hawkeyechannel.com

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 ...

WHITEPAPER: Incenting channel behavior: 10 behaviors to reward and encourage in 2014

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

www.bhengagement.com/services/channel/

Most channel incentive programs are designed to reward one thing: sales. At first blush, this makes sense. It’s a standard pay-for-performance model. However, in the increasingly competitive channel market, smart manufacturers are looking to influence beh ...

WHITEPAPER: Best Practices in Partner Rewards

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

www.hawkeyechannel.com

With nearly a 75% increase in sales through indirect channels over the past decade, channel partners have become a key conduit in reaching a broad customer base—and incentives are critical to driving business results through indirect channels. Incentive p ...

PRESENTATION: 10 Tips for Capturing Reseller Loyalty

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

www.bhengagement.com/services/channel/

It’s no secret that getting your reseller partners personally invested in selling your products is good for business. But when Blackhawk Engagement Solutions conducted a recent survey of channel marketers, we found that only 52% of vendors are paying ince ...

PRESENTATION: Incenting The Reseller of the Future

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

www.bhengagement.com/services/channel/

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with t ...

PRESENTATION: More Effective Channel Incentives

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

www.bhengagement.com/services/channel/

Let’s face it: Today’s partner programs need to be innovative and more engaging than ever. That’s why we recently completed a research study to determine how to drive pre-sales, sales and post-sales behaviors with targeted, layered and bundled incentives. ...

PRESENTATION: 2011 Channel Investment, SaaS Adoption & Social Media

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William Gilsing, VP Global Channel Strategy, HawkeyeChannel, USA

www.hawkeyechannel.com

Planning your 2011 Channel investments? Find out what other vendors are doing. At the end of 2008, vendors anticipated headcount decreases and only moderate increases in channel investment in a few areas: opportunity registration, partner communicatio ...

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 ...

WHITEPAPER: Top 10 Ways You Might be Wasting Channel Investment

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William Gilsing, VP Global Channel Strategy, hawkeye Channel

www.hawkeyechannel.com/‎

Many things keep CEOs, CFOs and Channel Chiefs up at night. At the top of that list is whether the millions of dollars they invest in channel recruitment, partner enablement and channel management positively impact indirect sales growth and profitability. ...

WEBINAR: 2014 Channel Strategy: Simplicity Drives Success

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

www.bhengagement.com/services/channel/

View the webinar recording of Daniel Hawtof - Blackhawk Engagement Solutions presenting the Blackhawk Engagement Solutions 2014 channel strategy report, “Simplicity Drives Success.” This research study reveals the most important initiatives and opportunit ...

WHITEPAPER: Stop Avoiding Layered Incentives

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

www.bhengagement.com/services/channel/

Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their product, thereby drivi ...

WHITEPAPER: Key Trends in the Channel

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Allyson Seelinger, Vice President Global Channel Sales and Strategy, Symantec

Marketing executives need to be aware of the key trends in the channel in order to reach their customers through the channel. There are several emerging trends to examine. Chief among these is the move from product sales to service business and the confli ...