WHITEPAPER: The Secret to Channel Success: Quit Excel

0 reviews

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 ...

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

0 reviews

Wilson Grava, VP & General Manager, Latin America, NetApp

www.netapp.com/uk/

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 ...

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

0 reviews

Craig Schlagbaum, VP Indirect Channels, Comcast Business

business.comcast.com

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

0 reviews

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. ...

WHITEPAPER: Best Practices in Deal Registration

0 reviews

Joby Pearson, Former VP of Sales, CSG

www.csgchannels.com

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 ...

WEBINAR: From “First Date” to Engagement: Partner Profiling and Onboarding for Today’s Channel

0 reviews

William Gilsing, VP Global Channel Strategy, hawkeye Channel

www.hawkeyechannel.com/‎

Are you having a lot of first dates with prospective partners lately? New partners are critical for growing business and extending your market reach – learn how to profile and onboard partners who will move from that first “date” to full “engagement” wit ...

e-BOOKS: 5 Best Practices for Flawless Partner Profiling and Recruitment

0 reviews

William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA

www.hawkeyechannel.com

Why is partner profiling important? The emergence of Cloud-based solutions and recurring revenue models has altered partners’ business models and what it takes for them to be successful. Now more than ever you’ll find it imperative to employ a best-in- ...

PRESENTATION: (Best) Practice Makes Perfect - A Five Point Checklist for Channel Marketing Success

0 reviews

Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

The perception: You’re too busy. Managing campaigns, payouts, channel partners and sales leave you with zero time to affect change within your current program, much less implement a new one. The reality: If you don’t communicate a great channel program, n ...

e-BOOK: Part 2 - Through-Partner Marketing

0 reviews

Tina Lauzon, VP Marketing, hawkeye

www.hawkeyechannel.com

It’s here! Part 2 of our most downloaded hawkeye eBook! Get your free copy of “The Playbook: How to Increase Revenue Using Through-Partner Marketing Part 2”. Enable your partners to effectively and successfully market your products and services. We’re ...

WEBINAR: Best Practice in Building an Effective Saas Partner Model

0 reviews

Taylor Macdonald, VP Channel Sales, Intacct

www.intacct.com

The Software-as-a-Service market continues to grow at a staggering rate. Gartner has reported that 70% of companies plan to invest in SaaS this year or next, showing a very strong market demand for these services. Yet the channel partner program requi ...

WEBINAR: Cut Through the Complexity

0 reviews

Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions, USA

www.bhengagement.com/services/channel/

View the webinar replay of “Cut Through the Complexity: Smarter Incentives Drive Results” presented by Dan Hawtof, Blackhawk Engagement Solutions VP of Business Solutions, Global Channel. Dan discusses research findings and provides insight on how to ...

WEBINAR: Top 10 Tips for the Most Effective Incentives in 2015

0 reviews

Theresa Wabler, VP, Global Marketing, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

Looking for ways to make your channel incentive budget work harder and smarter in 2015? Standard sales SPIF programs aren’t working. Blackhawk Engagement Solutions has research-based insights into the best ways to drive pre-sales, sales and post-sales beh ...

WHITEPAPER: Best Practices in Partner Rewards

0 reviews

William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA

www.hawkeyechannel.com

With nearly a 75% increase in sales through indirect channels over the past decade, channel partners have become a key conduit in reaching a broad customer base—and incentives are critical to driving business results through indirect channels. Incentive p ...

WHITEPAPER: Incenting channel behavior: 10 behaviors to reward and encourage in 2014

0 reviews

Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

Most channel incentive programs are designed to reward one thing: sales. At first blush, this makes sense. It’s a standard pay-for-performance model. However, in the increasingly competitive channel market, smart manufacturers are looking to influence beh ...

WEBINAR: The Results of a Unique Research Study - What Really Matters to Vendors and Partners?

0 reviews

Tim Herbert, VP, Research & Market Intelligence, CompTIA

www.comptia.org

Access the recorded unique industry study Channel Focus webinar comparing the attitudes of Partners and vendors to the most important Channel issues. CompTIA interviewed their partner network and Channel Focus asked you the vendors the same questions. ...

PRESENTATION: The Data Driven Organization: Your MDF Program

0 reviews

Vaughn Aust, Former VP, Marketing and Client Solutions, hawkeye Channel

www.hawkeyechannel.com/‎

Is your MDF program really making a difference? Need to report ROI for your MDF program, but not sure where to begin? Join us as Vaughn Aust, VP Client Solutions at hawkeye Channel Practice, explores the answers to these questions in the first of a 3-p ...

PRESENTATION: Training Your Coaches: Getting the Most from your CAMs

0 reviews

William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA

www.hawkeyechannel.com

Billions of dollars in revenue pass through the channel each year, yet the technology industry does not have a formal accreditation standard for channel sales, channel marketing, nor channel account management. Many technology companies have formal tr ...

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

0 reviews

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 ...

WHITEPAPER: Create Loyalty in a Cloud-Based Market

0 reviews

Theresa Wabler, VP, Global Marketing, Blackhawk Engagement Solutions

www.bhengagement.com/services/channel/

The reseller market is shrinking. Traditional VARs are consolidating and born-in-the-cloud resellers are starting to make their mark. Increased competition is emerging from many directions, including telcos and new cloud technology vendors. So what’s a ch ...

PRESENTATION: Incenting The Reseller of the Future

0 reviews

Dan Hawtof, VP - Business Solutions, Global Channel, Blackhawk Engagement Solutions, US

www.bhengagement.com/services/channel/

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with t ...