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Rod Baptie, President, Baptie & Company
ImpartnerCON18: Ignore the New Universe of Partner At Your Peril
Webinar Replay: Digital Transformation Impact on Channel Partner Performance: Total cost of Partnering and the importance of profitable revenue






Chanan Greenberg, SVP and GM High Tech, Model N
In this session, Chanan Greenberg, SVP and GM of Model N, will discuss how channel management is undergoing a rapid transformation as a result of the increasing digitalization of Channel Operations. • How Digital Transformation enables a new relationshi ...

Olivier Choron
Looking for some resolutions to your top channel marketing challenges, but don’t know who to ask? Here’s your chance to ask the questions you really need answering… During this webinar, five industry channel marketing experts from the US and EMEA will ...
Webinar replay: Cracking the Channel Management Code: Results from CSO Insights' 2016 Channel Research Study






Barry Trailer, Greg Nutter
Anyone who has worked to sell business through a channel knows there are specific challenges that channel sales professionals face. CSO Insights, the research division of Miller Heiman Group, conducts regular research to identify the key trends, gaps, and ...

Alyssa Fitzpatrick, General Manager, Worldwide Sales - SMB, Microsoft
When the company and channel partner are working from different directions, conflict ensues and nobody wins, including the customer. Channel conflict is a serious problem, especially as the consumer landscape is moving into a new consumption model: that i ...

Jeremy Butt, EVP, Westcon-Comstor EMEA
Channel relationships are complicated. Everyone is working towards the same goal from different perspectives. This can lead to misunderstandings, disagreements and even complacent attitudes. In channel relationships, three foundational pillars exist – pro ...

Olivier Choron, CEO & Founder, purechannelapps
Cath Hackett, Transformation Director - Go to Market Strategy at Konica Minolta, and Gary Morris, CEO and Founder at Successful Channels Inc., will discuss their portal best practices. From resources they share to results they have achieved, they wil ...

Theresa Caragol, CEO, TCC & AchieveUnite
A diverse workforce will be able to apply a much broader range of backgrounds, skill sets and experience to the daily task of operating a business. However, in the tech market, there still seems to be a disparity in the number of women who are successful ...

Shawn Lisbon, Vice President of Business Development, North America, TIE Kinetix
Selling indirectly is challenging. Your product not only needs to generate value for your end user, but also for your partner and – equally as important – your indirect sales force as well. Join Shawn Lisbon, VP of Business Development for North America a ...

Chris Doggett, Senior Vice President, Global Sales, Carbonite
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 ...
Whitepaper: The Rise of Specialized Partners in the Channel - What does it Mean for your Business?






Rod Baptie, President, Baptie & Company
This paper outlines how new non-technical partners are starting to find great success partnering with Channel vendors.

Rod Baptie, President, Baptie & Company
Join the Channel Focus Community and special guest Rod Baptie for a webinar revealing the results of the 2016 Channel trends survey. This annual survey is completed by channel executives of leading companies in the industry and is the survey that tracks t ...

Rod Baptie, President, Baptie & Company
Join the Channel Focus Community and special guest Rod Baptie for a webinar revealing the results of the 2016 Channel trends survey. This annual survey is completed by channel executives of leading companies in the industry and is the survey that tracks t ...

Taylor Macdonald, VP of Channels, Intacct
An excellent, and underutilized, source of revenue opportunities may exist and could be easier to tap for your business than you think - by providing rewards for partners or consultants who refer business to you rather than actually deliver the solution. ...

Olivier Choron, CEO and Founder, purechannelapps
Get an insight from channel partners around their social media challenges, what they need from their vendors and in reality what they are currently receiving. It’s time to make a change, and receive the exposure you and your channel partners deserve.

John DeSarbo & Alex Southworth
ZS recently surveyed 100 U.S. hardware and software providers to assess confidence in their 2016 channel growth plans. The survey produced some surprising results. While the vast majority of vendors feel that have defined the right opportunities for th ...

Jay McBain, CEO, ChannelEyes
The pace of change in the indirect sales world has been mind-numbing over the past few years. There are new business models and partner types popping up seemingly every day - driven by technology, economic challenges and customer behavior. Combine thi ...

Tom Gorey
Cloud Services that are contracted for term agreements have been favored by telecommunications and enterprise application suppliers for years. They benefit the suppliers offering services, their partner channels, and ultimately the End User Customers by c ...
WEBINAR: Effective Partner Engagement: The Top Channel Incentive Pitfalls and How to Avoid Them






Chris Becwar, Director of Product Marketing, Revitas, Inc.
Every year, good partners are getting harder to find, attract, and retain. So incentives are playing an increasingly important role. But rather than simply throwing larger sums of incentive money at partners, savvy channel leaders are discovering that the ...

Rich Blakeman, Managing Partner, MHI Global
In this study, we grouped the activities and behaviors of successful channel sales professionals into five core competencies: 1. Channel Core Fundamentals 2. Channel Business Acumen 3. Influencing Skills 4. Partnership Planning 5. Lead ...