PRESENTATION: Ignore the New Universe of Partner At Your Peril

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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

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Chanan Greenberg, SVP and GM High Tech, Model N

www.modeln.com

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 ...

Webinar: Channel Marketing Challenges and Best Practices - Ask the experts

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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

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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 ...

Channel Cohesion: Is it Really Achievable

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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 ...

Whitepaper: 5 Things every vendor can do to build stronger partner relationships

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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 ...

Webinar replay: Is there an ideal partner portal?

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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 ...

The Science Statistics and Importance of Women's Success

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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 ...

3 Tactics to Motivate an Indirect Salesforce in Specialized Channels

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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 ...

Webinar Replay: How do you measure and benchmark your partner’s performance?

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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?

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Rod Baptie, President, Baptie & Company

This paper outlines how new non-technical partners are starting to find great success partnering with Channel vendors.

Presentation: Key Trends in the Channel 2016 - The survey results

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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 ...

Webinar Replay: Key Trends in the Channel 2016 - The survey results

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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 ...

Webinar: The Referral model What is it, and does it make sense for your business?

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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. ...

Webinar: Channel partners’ honest view of social media

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Olivier Choron, CEO and Founder, purechannelapps

www.purechannelapps.com

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.

Webinar: Data-Driven Channel Management: Skate to Where the Puck is Going

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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 ...

Webinar: Five Future Channel Trends That You Need To Be Planning For Today

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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 ...

WEBINAR: Tips, Tricks, and Program Gaps

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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

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Chris Becwar, Director of Product Marketing, Revitas, Inc.

www.revitasinc.com

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 ...

REPORT: 2014 Sales Competency Study

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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 ...