Target Audience
This presentation is relevant to field sales executives who want to leverage channels to achieve the sales target – and channel sales executives responsible for reaching an indirect sales number through a scalable, repeatable channel program. I may also be of interest to other partnering professionals including channel or alliance sales and marketing, business development managers, high-tech executives, and other interested parties.

Discussion points for this event included:

• Moving away from overlay quotas
• The ‘territory manager’ role
• Changing roles and responsibilities
• Sales management challenges
• Transition issues
  • Partner recruitment and enablement
  • Territory design
  • Compensation and measurement
  • How will partners respond?
  • Training
• Managing the change
• How channel enablers can help