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: The Referral model What is it, and does it make sense for your business?

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Taylor Macdonald, VP of Channels, Intacct

An excellent, and underutilized, source of revenue opportunities may exist and could be easier to tap for your business than you think - by providing rewards for partners or consultants who refer business to you rather than actually deliver the solution. ...

WEBINAR: Gaining a Latin American Voice in HQ! How Do You Sell the Value of Latin America to the Powers that be?

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Wilson Grava, VP & General Manager, Latin America, NetApp

www.netapp.com/uk/

Gartner estimates that the global IT spending market will hold up nicely in 2013, representing about $3.7 trillion. This includes $1 trillion in the USA, nearly $1 trillion in Europe, and developing economies of the Asia Pacific region will make up about ...

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 ...

WEBINAR: How should Resellers and Vendors change Their Sales Compensation Models to allow for ‘Cloud’ Business?

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Craig Schlagbaum, VP Indirect Channels, Comcast Business

business.comcast.com

Sales compensation models are being redesigned so that companies can capture the rapidly growing demand for cloud services. The old model of rewarding reps based on actual revenue bookings in the period doesn't work in the new cloud services model as cus ...

WHITEPAPER: Bringing Web 2.0 to the Channel

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Elay Cohen, VP, Global Sales Productivity, Salesforce.com

Executive Summary Download this whitepaper on how drive unprecedented levels of stickiness in their partnerships, vendors are looking for ways to further differentiate their programs, while channel partners are asking for more collaboration, more feedb ...

WEBINAR: A Winning Partner Enablement Strategy

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William Gilsing, VP of Channel Strategy, hawkeye Channel

www.hawkeyechannel.com

If you’re a channel sales or marketing manager, you’re tasked with the constant need to identify, prioritize, target, invest, and measure the performance of your partners. By effectively enabling your partners, you have the potential to transform your ...

WHITEPAPER: Best Practices in Deal Registration

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Joby Pearson, Former VP of Sales, CSG

www.csgchannels.com

Seven Pillars for Creating a Successful Deal Registration Program Deal registration programs have recently shifted from a channel program differentiator to a must-have. This white paper introduces seven best practices in channel registration that are e ...

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 ...

WEBINAR: Best Practice in Building an Effective Saas Partner Model

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Taylor Macdonald, VP Channel Sales, Intacct

www.intacct.com

The Software-as-a-Service market continues to grow at a staggering rate. Gartner has reported that 70% of companies plan to invest in SaaS this year or next, showing a very strong market demand for these services. Yet the channel partner program requi ...

e-BOOK: Part 2 - Through-Partner Marketing

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Tina Lauzon, VP Marketing, hawkeye

www.hawkeyechannel.com

It’s here! Part 2 of our most downloaded hawkeye eBook! Get your free copy of “The Playbook: How to Increase Revenue Using Through-Partner Marketing Part 2”. Enable your partners to effectively and successfully market your products and services. We’re ...

WEBINAR: Channel Influencer Programs

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Michael Garland, Sr. VP Channels, Siemens

Listen to this webinar to Michael Garland, Global Sales Director, Partner Sales at BearingPoint, to discuss some best practice for influencer programs, by examining the best and worst bits from some global programs around today. This Windows Media 9 (WMV) ...

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 ...

WEBINAR: Effective Global Payment Systems

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Vaugn Aust, VP, Product, hawkeye Channel

Listen to this recording by Vaughn Aust of hawkeye on how to develop, implement and administer global payment systems to effectively engage partners and maximize results.

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 ...

Whitepaper: 5 Things every vendor can do to build stronger partner relationships

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Jeremy Butt, EVP, Westcon-Comstor EMEA

Channel relationships are complicated. Everyone is working towards the same goal from different perspectives. This can lead to misunderstandings, disagreements and even complacent attitudes. In channel relationships, three foundational pillars exist – pro ...

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 ...

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 ...