WHITEPAPER: Incentives in the New Channel

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Tina Lauzon, Former Vice President, Marketing, hawkeye Channel

www.hawkeyechannel.com/‎

This white paper by Tina Lauzon focuses on Vendors. Today they are balancing defining cloud strategies, leveraging core technologies, and evolving their product positioning in concert with assessing their direct and indirect sales strategies. With these m ...

3 Tactics to Motivate an Indirect Salesforce in Specialized Channels

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Shawn Lisbon, Vice President of Business Development, North America, TIE Kinetix

Selling indirectly is challenging. Your product not only needs to generate value for your end user, but also for your partner and – equally as important – your indirect sales force as well. Join Shawn Lisbon, VP of Business Development for North America a ...

PRESENTATION: Best Practice on Global Programs

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Maurizio Capuzzo, Vice President Americas Marketing, Polycom

www.polycom.com

In these webinar presentation slides, Maurizio Capuzzo, former Vice President Global Channel Strategy & Programs at Avaya, discusses the in's and out's of developing and implementing global channel strategies and make them work effectively in Europe.

PRESENTATION: Selling Value to Strategic Accounts

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Axel Haentjens, Vice President of Marketing, Brand and External Communications, Orange Business Services

www.orange.com

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 ...

WEBINAR: Making your Partners’ Lives Easier

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Jeremy Butt, Executive Vice President, EMEA, Westcon Group

www.westcongroup.com

A sale to your channel partners often starts or is influenced by customer service. And some estimates put the cost for acquiring new customers at 6 or 7 times that of retaining existing ones. For many vendors, improving customer retention by just 5% can p ...

PRESENTATION: How Do You Evaluate the Effectiveness of Your Incentive Programs?

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Craig DeWolf, Vice President Sales and Marketing EMEA, hawkeye Channel

www.hawkeyechannel.com/‎

Channel incentives at every level are often the number one expense in a channel go to market strategy. When one considers the full range of incentive programs available (co-op, MDF, Deal Registration, Rebates, and SPIFs), Isolating the effectiveness of t ...

WEBINAR: Understanding and Delivering What the SMB Reseller Community Needs

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Mark Whitby, Vice President Sales and Marketing EMEA, Seagate Technology

In any partnership, having open and honest communication is key to building trust and loyalty. SMB resellers today have many choices today from the proliferation of competition in vendor technologies. Choosing the partners that the resellers will lev ...

Webinar Replay: How do you measure and benchmark your partner’s performance?

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Chris Doggett, Senior Vice President, Global Sales, Carbonite

With budgets under threat, knowing which partners to prioritize and how to measure effectiveness are keys to doing more with less. But how do you choose which metrics to measure? How do you balance qualitative and quantitative factors in a way that makes ...

WHITEPAPER: Driving Sales Force Effectiveness

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MikeSpellecy, Corporate Vice President, Managing Consultant, Maritz

Vendors and their customers have specific goals for their businesses and expectations for each other. Unfortunately, they don’t always align. In this whitepaper, Michael T. Spellecy of Maritz shares insights and strategies designed to better integrate the ...

WEBINAR: Driving Sales Effectiveness

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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 ...

WHITEPAPER: Channel Effectiveness - Extending the Reach

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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 ...

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: Onboarding Partners: Accelerating Partners' Time to Market

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Carmen Sorice, Senior Vice President, Channels, Sungard Availability Services

Effective Partner recruitment and onboarding begins even before you launch your first communication to your partner prospects. Developing the right "partner profile" early in the process will help you focus on the recruitment and enablement tools that me ...

PRESENTATION: Reduce Partner Spend without Hurting Sales

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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.

WHITEPAPER: Providing Credit in Latin America

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Franco Zayas, Vice President, General Electric

Executive Summary Credit is sometimes viewed as an afterthought by marketing and sales teams. This is a grave mistake. In this whitepaper, GE's Franco Zayas: explores credit's vital role in the sales cycle explains why it needs to be understoo ...

WEBINAR - True Channel Engagement

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Gary Skidmore, Senior Vice President, Harte Hanks

What do partners really want from their vendors? Research from Harte-Hanks shows what partners are saying about the marketing support they require – and what vendors can do about it. This webinar is presented by Gary Skidmore, Senior Vice President o ...

WEBINAR: Driving Channel Performance

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Michael Spellecy, Corporate Vice President, Maritz

Listen to Michael Spellecy, Corporate Vice President of Maritz, talk about insights and strategies designed to help vendors and channel partners build better business relationships and facilitate the co-creation of next generation programs. Employing c ...

WEBINAR: How to Answer the CFO

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Vinay Iyer, Vice President of CRM Marketing, SAP

Listen to Vinay Iyer, Vice President of CRM Marketing at SAP, talk about the importance for channel marketers to understand the financial implications of program execution and build processes to manage the financial implications of channel programs. Iy ...

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 ...

WHITEPAPER: Customer Contacts in the Present & Future

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Kathy Hunter, Former Vice President - Global Data Solutions, Harte-Hanks

www.harte-hanks.com

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 ...