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Workshops

The Five Golden Rules Workshops

  1. Channel ROI - How do you measure partner performance?
  2. Time to revenue - what are best practices in on-boarding a new partner?
  3. Benchmarking your partner’s performance - how do you do it?
  4. Social media - how do you enable your partners to use it effectively?
  5. Through partner marketing - the latest thinking
  6.  How do you make business planning valuable for both you and your partner?

Discussions Workshops

  1. How do you enable your partners to sell business outcomes not technology?
  2. The revolution in partner compensation - how much, what for, and when should you reward your partners?
  3. It's not all Cloud - how do you build a channel program to respond to partners selling both on-premise and Cloud offerings?
  4. The training revolution - what do today's partners really need from their vendors?
  5. Re-defining partner value add - what do you really need from your partners?
  6. Born in the Cloud partners - who are they and how do you recruit and engage with them?

 

WORKSHOP 1

Five Golden Rules Workshop

Channel ROI – How do you measure partner performance?

Channel managers are challenged today to measure ROI and show how effective their program is.  With budgets under threat, knowing which partners to prioritize and how to measure effectiveness are keys to doing more with less.  But how do you choose which metrics to measure?  How do you balance qualitative and quantitative factors in a way that makes sense of all your channel data?  This workshop will explore best practices in the types of measures, trending, forecasting, and how to report results.

Key Questions

  • How do you measure partner effectiveness?
  • What challenges do you have in acquiring data?
  • How do you decide on which metrics to measure?
  • What is the best way to score partner effectiveness?
  • Which are more important, quantitative or qualitative factors?
  • What is the best way to report to management on results?
  • How can the sales team make best use of the analysis?

 

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WORKSHOP 2

Five Golden Rules Workshop

Time to revenue – what are best practices in on-boarding a new partner?

On-boarding partners efficiently is key to successfully developing and growing your channel.  This is the first experience that your partners will have with your organization and sets the tone of how the relationship will work.  Investing in on-boarding is a very important factor, and if done effectively can speed time to market and make realization of revenue growth faster.

Key Questions

  • Which on-boarding programs do you find the most successful?
  • Do you benchmark your on-boarding programs versus other vendors?
  • What feedback do your partners provide about the experience?
  • How do you measure success of your on-boarding programs?
  • Do you offer tailored on-boarding or more general programs?

 

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WORKSHOP 3

Five Golden Rules Workshop

Benchmarking partner’s performance – how do you do it?

Helping your partners in their go-to-market strategy is essential to success with your channel.  And since vendor’s have a wide horizontal view across your partner landscape, you see the leaders and laggards.  Sharing this benchmarking data with you partner community can help your partners to raise their game and be more active promoting your products or services.

Key Questions

  • What measures are important to benchmark partner performance?
  • How much information to share with partners about their competitors?
  • Are there trust and privacy issues that you should be aware of?
  • What systems, apps, or tools are best for sharing benchmarking data?
  • Will your partners respond to benchmarking data and take action?

 

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WORKSHOP 4

Five Golden Rules Workshop

Social media – how do you enable your partners to use it effectively?

Social media is a big opportunity for channel partners and vendors.  Now vendors can provide a more collaborative dialogue and connect partners and customers more easily.  Many vendors see social media as a quick, low cost way to market to and through the channel.  But be careful.  While a good social media strategy can leverage low cost tools like Twitter or Linkedin, these efforts should be resourced and measured in the right way to get results, just as you would any other feature of your channel program. 

Key Questions

  • Do your partners use public social media or private communities?
  • Do partners forward on messages you generate to their followers?
  • How can partners differentiate their expertise using social media?
  • Are there any legal or reputational risks that you should be aware of?
  • Do you provide training to your partners in using social media?

 

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WORKSHOP 5

Five Golden Rules Workshop

Through Partner marketing – the latest thinking

The big choice for marketers is do you focus resources on marketing “to” the channel partners or “with” them to the end user customer, or both?  Do you invest in co-marketing materials and campaigns or simply drive your own messages to end users directly?  And, how do you help channel partners leverage an integrated campaign?  Who pays for it and how do you measure results?  What marketing automation tools are available to vendors and partners today?  Which techniques get the best results in marketing campaigns?  Channel marketing is very important to driving growth. 

Key Questions

  • How capable are your partners to jointly market your offers?
  • What resources and programs do you need to provide?
  • How do you measure ROI with partner co-marketing?
  • Are the budgets you provide fully utilized?
  • What are the most successful campaigns?

 

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WORKSHOP 6

Five Golden Rules Workshop

How do you make business planning valuable for both you and your partner?

Investing in your partners’ success is a great way to build loyalty and generate revenue.  Many vendors provide training on their technology, but is this enough?  There are many other ways you can help your partners be successful in building a profitable business.  This workshop will explore how business planning with your partner can uncover new methods for developing your channel program.  A profitable partner is good for your business so worth investing in. 

Key Questions

  • Who are your most successful partners and why?
  • Do your partners have enough trained technicians in your product?
  • Can your partners access financing for purchasing and expansion?
  • Do your partners get results from your co-marketing programs?
  • How effective are your partners in developing the market?
  • Do you co-invest in new business opportunities with your partners?
  • Are there non-traditional ways you can help your partners succeed?

 

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WORKSHOP 7

Discussion Workshop

How do you enable your partners to sell business outcomes not technology?

Today technology adoption is increasingly seen as a strategic investment that is often discussed in the boardroom.  With the advent of cloud computing, mobile technologies, and big data analytics, companies are asking questions about how these will enable their business to grow and profitability to increase.  Yet partners may not be versed in the new language of the boardroom, and instead talk about technology features and benefits from a purely engineering perspective.  The best vendors are helping partners to talk about how technology delivers real return on investment to the business.

Key Questions

  • Have you changed your training program for selling to CXOs?
  • Do you research customer perceptions they care about?
  • What are your partners asking for in terms of training?
  • Will you need to provide incentives to partners to participate?
  • How can you help your partners to succeed with the CXOs?

 

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WORKSHOP 8

Discussion Workshop

The revolution in partner compensation – how much, what for, and when should you reward your partners?

The old incentive models of MDF, Coop, deal registration discounts and the like may or may not be suited to the new cloud models of business.  Sometimes existing incentive programs may be hurting business growth in new and exciting areas.  Or even new programs launched to capture the cloud opportunity may end up cannibalizing existing revenue.  Yet vendors still need to find ways to incent the partners to market and grow the business with them. 

Key Questions

  • Are your traditional channel programs suited to the new models?
  • Will Co-op and MDF need to change to the new cloud opportunity?
  • What changes do you need to make to help the partners be profitable?
  • How will you measure and manage programs?

 

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WORKSHOP 9

Discussion Workshop

It’s not all Cloud – how do you build a channel program to respond to partners selling both on-premise and cloud offerings?

Some partners are afraid to move into cloud services that might cannibalize traditional revenues and change resale margins.  Yet, many end user customers are asking for cloud services as they offer many advantages including lower costs by spreading subscription payments out over monthly or quarterly terms.  The rapidly growing market demands for cloud services offers a great opportunity for vendors to innovate and take your existing channel with you.  The challenge is how to make it rewarding for your partners who offer both on-premise solutions and cloud services.

Key Questions

  • Do your partners offer both on-premise and cloud options?
  • How do you balance compensation models with cash flow?
  • Are there any conflicts within partners in offering both services?
  • In what situations is on-premise right, and when is cloud better?
  • Will your partners continue to shift new services to cloud?
  • How can you grow your on-premise channel?

 

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WORKSHOP 10

Discussion Workshop

The training revolution – what do today’s partners really need from their vendors?

Enabling partners through training and development is a key success factor in the channel.  Your partners represent your brand, products and services so not only need to be proficient in the use of technology, but also deploy effective sales and marketing programs, operations management, and finance.  Training your partners has always been a core to our industry with certification programs.  But now, more than ever, partners need training in a wide variety of topics.

Key Questions

  • Have you redesigned your training programs recently?
  • What new topics are your partners asking for?
  • Do you collect feedback from end users on partner knowledge?
  • Are your training programs easy to access for partners?
  • How much do you charge for training course?
  • Will you be innovating into new modes of delivering training?

 

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WORKSHOP 11

Discussion Workshop

Redefining partner value add – what do you really need from your partners?

Today, end user customers are expecting more from their partners.  Gone are the days when a partner could merely get certified then have a good business by simply reselling kit and conducting simple installations.  Now, end users are asking for total solutions from technology platforms to address their business issues.  The trend requires partners to be much more sophisticated in their approach to the market, offering real value-added services to complement what the vendor provides, and articulating the business benefits of the technology solutions they are recommending. 

Key Questions

  • Have you done an assessment of your partner’s skills sets?
  • What gaps or competencies have you identified?
  • Will you offer training to help them transition?
  • What would the business impact be from the new direction?
  • Are your partners ready and eager to make the move?

 

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WORKSHOP 12

Discussion Workshop

Born in the Cloud partners – who are they and how do you recruit and engage with them?

Enabling the rapid growth in cloud computing are new tools that allow resellers to quickly configure and deploy solutions with simple techniques and little code.  Vendors like Salesforce, Netsuite, Microsoft, Oracle, and many others are now offering development tools that link to open and scalable public cloud services.  It has never been easier for new resellers to enter the market for IT services, and many non-traditional firms are doing so as well as new firms that are newly born with the cloud. 

Key Questions

  • How do you help existing and loyal resellers make the change?
  • Are new resellers entering the market in your channel programs?
  • Do new resellers present a conflict or opportunity for you?
  • Will you offer different compensation and channel programs to them?

What programs can you put for more “born in the cloud” resellers?

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