Partner Manager Resource Center

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by William Vanderbilt
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The key to successfully developing and nurturing channel partners and the business results they produce for a vendor lies in the focus placed on customers and market needs before any partner is selected.  Knowing who will ultimately buy and consume a vendor's products and services will guide the vendor in determining which partners are most likely to succeed. In the same way that a company would not be wise to hire all of its employees without considering the roles and responsibilities to which each person will be assigned, vendors should be cautious about engaging channel partners without a complete understanding of the needs of their prospective customers and markets.

by Philip Moon
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The vast majority of revenue in the high-tech industry flows through indirect channel partners, so it’s no surprise that vendors place an increasing emphasis on training and developing their channel sales people to secure this revenue life-blood. Channel Account Managers (CAMs) have a complex role, and sometimes they are not sure whether they should be selling, managing, mentoring, negotiating, coaching or leading. Why not all of these? This short video demonstrates many of these skills being employed during a single meeting with a partner. See if you can spot which skills and strategies are applied.

by Global Administrator
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To add a YouTube video to a blog article, first you will need to create and upload the video to YouTube, or find a video that you want to display.  Because of the way the Channel Enablers YouTube channel works, we cannot publish usernames and passwords.

If you wish to upload a video to the channel, and we suggest that you do if it is directly Channel Enablers related video, then please contact Philip Moon or Michael Tull for instructions and current login details for the channel.  These will be changed regularly.

Once you video has been uploaded to YouTube, to embed a YouTube Video inside an article, enter the following code: 

{spic} {youtube}xYxYxYxYxY|600|362|0{/youtube} {/spic}

 This code above is made up as follows:

 {youtube} -  activate the plugin that displays the YouTube video inside an article.

{/youtube} – ends the plugin command

 xYxYxYxYxY – is the YouTube video identification code, which can be taken from the URL of the video from YouTube.

Following this are 3 parameters “|600|362|0” – They are |Height|Width|AutoStart – ( AutoStart 0=No 1=Yes )

The sizing code used above displays a 16:9 ration video that will fit the standard blog layout.  You can play with these figures to get your video to display correctly if you are using different video ratios.

At this stage, please do not use the "Video" tab within the editor.  It uses the same plugin to display the video; however you cannot control of size and placement using this tab.  Using the plugin code above gives you that control.

This plugin also handles other video services (vimeo etc), as well as videos loaded to the server and even Audio files (PodCasts etc).  If you require alternate video or audio services, please contact Michael Tull: michael.tull@channelenablers.com to discuss.

If you would like to dispay your video inline (wrapped) with other content like images and text and are not farmiliar with HTML/CSS styling using Div, float: and clear: please pubish your article with a "Access Level" of Special and contact Michael Tull for help with getting it layed out the way you would like.

by Lynn Shively
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The key to channel success is getting your partners to pay attention to your products. Recruiting partners is time consuming and expensive so one of the most effective ways to increase channel sales is to modify the behavior of current partners, to help them increase their sales of your products.

by William Vanderbilt
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The concept of 'alliance' has existed for as long as businesses have existed.  The word alliance can mean many things to many different people, but generally it involves two or more organizations working together for a specific purpose.  That specific purpose will vary between alliances.  Typically an agreement is put in place to identify the purpose of the alliance and the "gives" and "gets" to each organization in the alliance.

by Jim Wagstaff
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It has been said that if you speak to someone in a language they understand, the information goes to their head, but if you speak to someone in their own language, that idea goes to their heart. When Channel Account Managers begin to speak the partner’s language they appeal not only to the partner’s intellectual understanding, but also speak straight to the heart of their business.