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Channel Matters Blog > March 2012 > The Science of Hiring and Developing Channel Partners

The Science of Hiring and Developing Channel Partners

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Session I - "Optimizing Your Partner Coverage"

To deploy and sustain a dedicated global sales channel vendors must give thoughtful consideration to the processes by which a channel is built, enabled and engaged to sell, and managed to drive partner behavior and channel performance. By integrating channel recruitment strategies, enablement processes and sales guidance, both partners and vendors can experience increased revenue, exceptional ROI and a close, dedicated channel relationship.

Session II - "The Discipline To Recruiting The Right Partners"

Achieving this channel balance is often difficult; Braham and Joby share best practices to create a healthy, successful channel program.

Session III - "Telling Partner Investment Propositions"

The best partners are sought after by multiple vendors and prospective channel partners sometimes have difficulty choosing between business propositions from competing vendors. In this final webinar of the series Joby Pearson is joined by Channel Enablers EVP Philip Moon

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