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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 ...

Patrick van Boom, Chief Marketing Officer, TIE Kinetix
No matter the size of your partner community - one theme remains true - channel partners and VARs are specialized in selling and supporting your solutions, not marketing. Especially when it comes to thru-partner marketing efforts, getting partners to enga ...

Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions
www.bhengagement.com/services/channel/
Read the Blackhawk Engagement Solutions white paper "The Secret to Channel Success: Quit Excel" and learn how databases, not spreadsheets can help you better manage your Channel business. You'll learn five signs that you need an incentive platform, not a ...

Patrick van Boom, Chief Marketing Officer, TIE Kinetix
This whitepaper looks at the basics of what channel content syndication is, how to determine whether it's a good fit for your business and also provides some basic questions to ask when shopping different vendors.

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 ...

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: Gaining a Latin American Voice in HQ! How Do You Sell the Value of Latin America to the Powers that be?






Wilson Grava, VP & General Manager, Latin America, NetApp
Gartner estimates that the global IT spending market will hold up nicely in 2013, representing about $3.7 trillion. This includes $1 trillion in the USA, nearly $1 trillion in Europe, and developing economies of the Asia Pacific region will make up about ...

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: How should Resellers and Vendors change Their Sales Compensation Models to allow for ‘Cloud’ Business?






Craig Schlagbaum, VP Indirect Channels, Comcast Business
Sales compensation models are being redesigned so that companies can capture the rapidly growing demand for cloud services. The old model of rewarding reps based on actual revenue bookings in the period doesn't work in the new cloud services model as cus ...
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 ...

Sarah Foulkes, Digital Marketing Manager, hawkeye Channel, USA
Social media is everywhere. We could dive into the statistics of the millions of LinkedIn users and the hundreds of millions of tweets sent per day, but the overall message is clear – social media is used ALL THE TIME. However, understanding the actual va ...

Michael Kelly, Co-Founder, Head of EMEA, TSL Channel Marketing
Download the PDF Slides of Mike Kelly's webinar Best Practice in MDF Utilization and Effectiveness. Many technology Vendors worldwide struggle with getting their Partners to engage with them on co-marketing campaigns that drive both revenue and market ...

John DeSarbo, Principal, ZS Associates
As the cloud services market matures, small and mid-sized business buying behavior is evolving rapidly. IT vendors are investing heavily to enable and expand their SMB channels to capitalize on ever increasing demand for new SaaS and IaaS offerings. Unfor ...

Jennifer Hartwell, Product Marketing Manager, Revitas, Inc.
As many channel-driven companies are planning for significant increases in channel revenue over the next year, the market for top-performing partners is becoming increasingly competitive. Channel incentive programs are a key component to building succe ...

John DeSarbo, Principal, ZS Associates
The buzz in the channel regarding the Internet of Things is getting louder every day. Analysts are predicting the market for IOT solutions will exceed $7 trillion by 2020. Tech vendors are forming alliances that span industry sectors to capitalize on the ...

Tina Lauzon, Former Vice President, Marketing, hawkeye Channel
This white paper by Tina Lauzon focuses on Vendors. Today they are balancing defining cloud strategies, leveraging core technologies, and evolving their product positioning in concert with assessing their direct and indirect sales strategies. With these m ...
WHITEPAPER: Incentives in EMEA: Consolidation and Pre-Sales Enablement Support Channel Transformation






Ian Hutchieson, Channel Strategy and Loyalty Specialist, ICLP
One of the realities of channel transformation today is a vigorous competition among vendors to attract the best channel partners. Incentive programs are one of the key means by which vendors attract – and retain - quality partners and can be a signifi ...

Joby Pearson, Former VP of Sales, CSG
Seven Pillars for Creating a Successful Deal Registration Program Deal registration programs have recently shifted from a channel program differentiator to a must-have. This white paper introduces seven best practices in channel registration that are e ...

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 ...

Renee Real
Manufacturers and vendors rely on financial incentive programs to motivate their channel partners. In turn, channel partners (resellers, distributors, etc.) rely on these programs for revenue. Despite their potential to improve channel performance, ho ...