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 ...

PRESENTATION: Your Channel Programs - Are They Working?

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Andy Wright, Former CEO, hawkeye Channel

www.hawkeyechannel.com/‎

Increasing sales through your channel is imperative—so, how can you make sure you succeed? Data analytics are the key—they can help you determine if your channel programs are working, or missing the mark. But often people confuse analytics with metrics ...

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.

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.

WHITEPAPER: Your Channel Programs - Are They Working?

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Andy Wright, Former CEO, hawkeye Channel

www.hawkeyechannel.com/‎

Increasing sales through your channel is imperative—so, how can you make sure you succeed? Data analytics are the key—they can help you determine if your channel programs are working, or missing the mark. But often people confuse analytics with metrics ...

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: Building Value with Partners by Offering a Competitive Difference. Lessons Learned from a Technology Leader

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Ian Hutchieson, Channel Strategy and Loyalty Specialist, ICLP

www.iclployalty.com

The channel is changing, time to market is moving faster, knowing how to stay relevant is challenging. Knowing which Partners to target, invest in, while everything around them (and you) is evolving. Giving them enough reasons to consider your brand and ...

PRESENTATION: Best Practice in MDF Utilization and Effectiveness

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Michael Kelly, Co-Founder, Head of EMEA, TSL Channel Marketing

www.tslmarketing.com

Download the PDF Slides of Mike Kelly's webinar Best Practice in MDF Utilization and Effectiveness. Many technology Vendors worldwide struggle with getting their Partners to engage with them on co-marketing campaigns that drive both revenue and market ...

WHITEPAPER: Partner Segmentation - Best Practices

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hawkeye Channel, hawkeye Channel

www.hawkeyechannel.com/‎

Best practices in ranking and prioritizing your partners. As margins shrink and competition soars, optimizing partner performance and channel investment are critical. They Key to your success is to enable your channel partners, but this task may be mor ...

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 ...

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: Deal Registration Best Practices and Future Trends

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hawkeye Channel, hawkeye Channel

www.hawkeyechannel.com

Deal registration programs were introduced by technology vendors to their channel partners almost a decade ago to reduce channel conflict while gaining early visibility into the sales pipeline. Other objectives included mitigating partner margin erosio ...

WEBINAR: Best Practice for CAM’s from a Distribution Perspective

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Ian Kilpatrick, Chairman, Wick Hill Group

www.wickhill.com

CAM's are a key component of success, or failure, in developing and managing business through and with the channel. Their energy, skill, drive and engagement can make the difference between a successful, strong growing relationship and loss of traction. ...

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 ...

WHITEPAPER: Getting the most out of your Channel Marketing Investments

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Tony White, Managing Director, Birch Worldwide, UK

www.birchworldwide.com

Birch Worldwide specialized channel marketing services and operations organization faced a serious challenge with one of their clients: They needed to double the benefit generation of the client’s top program, with evidence to back up those results, on 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: "Socially" Empower your Channel Partners

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Olivier Choron, Founder and CEO, purechannelapps

www.purechannelapps.com

With social media now strongly implanted in B2B environments across the globe, vendors and marketers need to re-assess their existing (or lack of) social media strategy. Using Twitter, Facebook and LinkedIn to reach out to new and existing partners may ...

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 ...

PRESENTATION: How Do We Train Our Partners to Move from Being Plumbers to Selling Real Business Outcomes to their Customers?

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Robert Saxe, Managing Director, Cascade Business Group

Today, end user customers are expecting more from their partners. Gone are the days when a partner could merely get certified then have a good business by simply reselling kit and conducting simple installations. Now, end users are asking for total solu ...

WEBINAR: Boosting Partner Sales Performance: Aligning Enablement with Demand Generation

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Laz Gonzalez, Service Director, Channel Strategies, Sirius Decisions

www.siriusdecisions.com

According to Sirius Decisions research, only 15-20% of your total partners are engaging with their suppliers at any given point in time. So, how can you significantly expect to grow demand and move leads to deals? Bridging the widening gap between p ...