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Channel Matters Blog > March 2012
by Global Administrator
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This is a recording of a webinar series in three parts, conducted by Channel Enablers and  Channels Services Group (CSG) between October and December of 2010.

Each with over 20-years experience in the channel, Braham Shnider, CEO at Channel Enablers and Joby Pearson, VP of Sales at Channels Services Group (CSG), share proven best practices and insights to help vendors strategically build a dedicated sales force within their channel partner program.

by Global Administrator
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Do you have partners that can’t sell or won’t sell?  Is meeting quarterly sales targets important to you? Meeting quarterly targets often depends upon the ability or willingness of your channel partners to sell when you need them to. In this breakfast connection briefing we discussed what can be done to influence the timing of channel revenue, to smooth out the revenue curve and move channel revenue out of the last week of the year or the quarter.

With a decreasing number of quality Channel Partners, meeting your quarterly numbers often depends upon the ability or willingness of your existing Channels Partners to sell!

by Global Administrator
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As the IT industry matures, some organizations will thrive in a new lower-margin environment, while others will cling to out-of-date business models that see their profitability drop below ‘survival level’. This Breakfast Connection event discussed the key trends driving change in the economic structure of the industry, and looks at what vendors and partners need to do to respond and prosper.

by Global Administrator
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This is a recording of a webinar event conducted in December 2009. Some major vendors are changing the way they work with the channel as they focus on revenue and gear up for 2010. The economic recovery is an opportunity for responsive vendors to gain market share – so they are changing their approach to put more feet on the street and make people more accountable for revenue. In this webinar, we’ll explain why some leading vendors are making this change, the benefits they are seeking, transition issues that must be overcome, and strategies to maximize revenue.

by Global Administrator
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This is a recording of the U.S.A region event and while the speakers vary it covers the same content as the webinars conducted in EMEA and APAC during June 2009.

The webinar examined the question ‘How do you transform your channel business under a travel ban?’

Channel sales executives are used to doing more with less – after all that’s the economic justification for selling through and with channel partners in the first place – but will recent travel bans and cost cutting prevent you from implementing your channel business plan? Embattled channel executives must train their people and make changes to succeed in a tough climate but many channel executives now have a new set of constraints, minimizing the time their people spend out of the field, and spending no money on travel. This webinar examines what channel executives and training professionals need to know to use lower cost web technologies to train their people and implement new channel business plans. What works and what doesn’t? How do you put distance learning technologies to work to make needed business changes?

by Global Administrator
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This is a recording of a webinar event conducted in early March 2009 that examined the question ‘How can I get my channel partners to execute properly?”

Some smart vendors are directing a higher percentage of their market development funds (MDF) at overcoming partner sales execution constraints and driving more active involvement with vendor channel managers.

By improving the ability of current partners to sell differentiated value propositions and building closer ties with vendor channel managers, vendor executives seek to lower risk and create more resilient partnerships in a tough and competitive market.

by Global Administrator
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Have you ever heard people complaining that the ‘channel adds no value!’? They may be right – or they may be wrong – but either way, if people are saying this, the future of your company’s channel success is under threat.

This on-demand Breakfast Connection replay explores the results of fascinating research we conducted into the issues, implications, causes, and best practices related to channel value and alignment. Who are the people questioning the value of the channel, why do they, and what are the implications for your business?

by Global Administrator
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The “Death, Taxes and Software as a Service” presentation is brought to you jointly by Channel Enablers and Springboard Research and is based upon a Channel Enablers Breakfast Connection event first presented in Singapore in May 2007. The web-casts in this section present the results of research into SaaS (Software as a Service) adoption, drivers, challenges and intended future investments and considers the role and value of the channel in SaaS procurement and implementation.

by Ian Moyse
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The big C when it comes to Cloud for the Channel is Conflict. Conflict with existing solutions, conflict with billing and commission concerns and conflict with concern over will the vendor go direct. Ian Moyse discusses the market for selling through the channel.

by Philip Moon
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New research from the Miller Heiman sales best practices study sheds new light on the importance of indirect channels and indirect channel sales skills

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