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Maurizio Capuzzo, Vice President Americas Marketing, Polycom
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.
Category:Channel Strategy
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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
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 ...
Category:Cloud Computing
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Richard Flynn, Senior Principal
Drive Your Partner Investments to a Competitive Advantage and Improve Your Company’s Efficiency and Effectiveness In today’s business environment, winning with partners is key to winning with customers. Companies today are more dependent than ever o ...
Category:Channel Strategy
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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 ...
Category:Metrics and Measurement
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John DeSarbo, Principal, ZS Associates
The buzz in the channel regarding the Internet of Things is getting louder every day. Analysts are predicting the market for IOT solutions will exceed $7 trillion by 2020. Tech vendors are forming alliances that span industry sectors to capitalize on the ...
Category:Channel Strategy
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Is anyone truly happy with their partner marketing program? The honest answer is no! There are a myriad of reasons for this, they run from program design through execution, partner incentivization, training and more. In this fascinating webinar we’ve ...
Category:Webinars
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Mike Payne, VP, Global Accounts, The Planet Group
Download the PDF presentation on Building Sustainable Channel Value - A Systematic and Intelligent Approach by Mike Payne from Planet Group, Solutions Sales Director, EMEA • Transition from tactical campaigns to visible, measurable and repeatable proce ...
Category:Channel Strategy
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William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA
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- ...
Category:Research
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Sal Patalano, Chief Revenue Officer, Lenovo Software
Presented at Channel Focus in May 2018 Abstract: Over the last ten years, sweeping industry forces have radically altered the technology industry ecosystem, particularly the vendor-partner relationship. These changes necessitate a new breed of Chann ...
Category:Documents / Resources
Vendors recognize the value and necessity of channel partners as their scalable go to the market mechanism. Channel partners provide the means to sell products deep into markets that vendors do not have the ability or resources to reach. But channel part ...
Category:Webinars
