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 ...

WEBINAR: 2016 Best Practices for Through-Channel Marketing Automation

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Alfredo Gulrich, Direcotr of Channel Marketing Solutions, TIE Kinetix

Channel marketers and executives are always looking to increase sales and marketing efficiency and effectiveness to and through partners. That’s why so many are experimenting with TCMA today. Join TIE Kinetix’s Alfredo Grulich, Director of Channel Marketi ...

WEBINAR: Onboarding Partners: Accelerating Partners' Time to Market

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Carmen Sorice, Senior Vice President, Channels, Sungard Availability Services

Effective Partner recruitment and onboarding begins even before you launch your first communication to your partner prospects. Developing the right "partner profile" early in the process will help you focus on the recruitment and enablement tools that me ...

WHITEPAPER: The Voice of the Partner: What Incentive Programs do They Really Want?

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Jennifer Hartwell, Product Marketing Manager, Revitas, Inc.

www.revitasinc.com

Featuring highlights from a primary research study performed by the Channel Focus Community on behalf of Revitas, this white paper explores the needs and desires of different types of channel programs from the voice of partners. It also then contrasts the ...

WHITEPAPER: An Analysis of Their Challenges and Opportunities – What are Your Partners Really Saying?

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Rod Baptie, CEO, Baptie & Company

As vendors, we need to put ourselves in the shoes of our partners. Through a series of conversations with various partners of different types, I questioned them on their needs their challenges and opportunities. In this whitepaper I’ve tried to condense ...

WEBINAR: In the New Model is Specialization Key? And if so how do you Enable Partners to Specialize

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Matt Wilson, VP of Channel Partner Programs, Cologix

Specialization is more than just a partner sales strategy, it is a necessity in the current complex and changing technology landscape. The days of reacting to every end user request and partners being all things to all end users is slowly coming to an end ...

INFOGRAPHIC: Diamonds in the Rough - Invaluable Insights for Technology Vendors who are Defining their Cloud Service Channel Strategy for SMBs

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John DeSarbo, ZS Associates

WEBINAR: The Hybrid Sales Channel: Bridging the Gap Between Direct and Indirect Sales

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Rich Blakeman, Managing Director, MHI Global

End customers are continuing to change the way that they buy, creating a market mandate for vendors and partners to change the ways that they sell: being focused on the outside-in, in their coverage strategies and execution all the way down to the direct ...