Webinar Replay: Key Trends in the Channel 2016 - The survey results

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Rod Baptie, President, Baptie & Company

Join the Channel Focus Community and special guest Rod Baptie for a webinar revealing the results of the 2016 Channel trends survey. This annual survey is completed by channel executives of leading companies in the industry and is the survey that tracks t ...

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 ...

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.

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 ...

PRESENTATION: P2P Collaboration

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Shari Marion-Hoff, former President/CEO, hawkeye Channel

Shari Marion-Hoff, former President/CEO of hawkeye Channel, shares her findings and discusses how vendors and partners can find measurable success in partner to partner collaboration.

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 ...

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 ...

Presentation: Key Trends in the Channel 2016 - The survey results

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Rod Baptie, President, Baptie & Company

Join the Channel Focus Community and special guest Rod Baptie for a webinar revealing the results of the 2016 Channel trends survey. This annual survey is completed by channel executives of leading companies in the industry and is the survey that tracks t ...

WEBINAR: Leveraging the IT Buy Cycle

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Russell Kern, President of the The Kern Organization, The Kern Organization

Russell Kern, President of the The Kern Organization covers "Leveraging the IT Buy cycle to deliver new customers, revenue and high marketing ROI". This prerecorded webinar takes you from "how IT decision makers evaluate materials" to "Four real world ...

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: BCA "Channel Mapping"

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Bruce Cummings, President, BCA

Bruce Cummings presenting a workshop on "Channel Mapping: How to use your precious marketing dollars more effectively." This 1 hour webinar will provide you with a powerful but easy to use process that so you can determine how your products fit with servi ...

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.

WEBINAR: Channel Sabermetrics Driving Partner Performance

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Sanjoy Chatterji, Founder, President and CEO, Entomo

Remember the movie Moneyball? While it was entertaining, it also provided some important lessons for channel management. Billy Beane of the Oakland A’s used smart analytics to reveal the most important predictors of a player’s potential - analysis that tr ...

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 ...

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 ...

Whitepaper: The Rise of Specialized Partners in the Channel - What does it Mean for your Business?

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Rod Baptie, President, Baptie & Company

This paper outlines how new non-technical partners are starting to find great success partnering with Channel vendors.

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 ...

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 ...

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 ...