WHITEPAPER: The Secret to Channel Success: Quit Excel

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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 ...

PRESENTATION: Best Practice in MDF Utilization and Effectiveness

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Michael Kelly, Co-Founder, Head of EMEA, TSL Channel Marketing

www.tslmarketing.com

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 ...

WHITEPAPER: Best Practices in Deal Registration

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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: Building Value with Partners by Offering a Competitive Difference. Lessons Learned from a Technology Leader

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Ian Hutchieson, Channel Strategy and Loyalty Specialist, ICLP

www.iclployalty.com

The channel is changing, time to market is moving faster, knowing how to stay relevant is challenging. Knowing which Partners to target, invest in, while everything around them (and you) is evolving. Giving them enough reasons to consider your brand and ...

PRESENTATION: Best Practice on Global Programs

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Maurizio Capuzzo, Vice President Americas Marketing, Polycom

www.polycom.com

In these webinar presentation slides, Maurizio Capuzzo, former Vice President Global Channel Strategy & Programs at Avaya, discusses the in's and out's of developing and implementing global channel strategies and make them work effectively in Europe.

PRESENTATION: How Do We Train Our Partners to Move from Being Plumbers to Selling Real Business Outcomes to their Customers?

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Robert Saxe, Managing Director, Cascade Business Group

Today, end user customers are expecting more from their partners. Gone are the days when a partner could merely get certified then have a good business by simply reselling kit and conducting simple installations. Now, end users are asking for total solu ...

WEBINAR: Making your Partners’ Lives Easier

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Jeremy Butt, Executive Vice President, EMEA, Westcon Group

www.westcongroup.com

A sale to your channel partners often starts or is influenced by customer service. And some estimates put the cost for acquiring new customers at 6 or 7 times that of retaining existing ones. For many vendors, improving customer retention by just 5% can p ...

WEBINAR: Boosting Partner Sales Performance: Aligning Enablement with Demand Generation

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Laz Gonzalez, Service Director, Channel Strategies, Sirius Decisions

www.siriusdecisions.com

According to Sirius Decisions research, only 15-20% of your total partners are engaging with their suppliers at any given point in time. So, how can you significantly expect to grow demand and move leads to deals? Bridging the widening gap between p ...

e-BOOK: Learn Best Practices for Channel Data Management

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Renee Real, Director of Marketing & Communications, Channelinsight

www.channelinsight.com

This 42-page eBook covers Best Practices for Channel Data Management. It offers practical recommendations for dealing with channel data and channel partners to help you grow your channel. Read the eBook & you’ll learn: What is Channel Data Managemen ...

WEBINAR: Get Industry Insights to Solving the Biggest Channel Data Management Challenges

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Jeremy Miller, Former Senior Director of Product Management and Marketing, Channelinsight

channelinsight.com

This 45-minute webinar presented the high-level benchmark results of the Channel Data Management survey recently conducted by Baptie & Associates & Channelinsight. The survey focused on the importance of having access to timely and accurate channel data i ...

PRESENTATION: Selling Value to Strategic Accounts

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Axel Haentjens, Vice President of Marketing, Brand and External Communications, Orange Business Services

www.orange.com

Access the webinar recording where Axel outlines how Orange Business Services are segmenting their global MNC customer base. He will also explore how they are building their account strategy with global sales management and global teaming, and eventual ...

PRESENTATION: How Do You Evaluate the Effectiveness of Your Incentive Programs?

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Craig DeWolf, Vice President Sales and Marketing EMEA, hawkeye Channel

www.hawkeyechannel.com/‎

Channel incentives at every level are often the number one expense in a channel go to market strategy. When one considers the full range of incentive programs available (co-op, MDF, Deal Registration, Rebates, and SPIFs), Isolating the effectiveness of t ...

PRESENTATION: "Socially" Empower your Channel Partners

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Olivier Choron, Founder and CEO, purechannelapps

www.purechannelapps.com

With social media now strongly implanted in B2B environments across the globe, vendors and marketers need to re-assess their existing (or lack of) social media strategy. Using Twitter, Facebook and LinkedIn to reach out to new and existing partners may ...

WEBINAR: Show Me The Money! How Good Channel Data Improves Incentive Payments

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Ted Dimbero, Co Founder & Chief Customer Officer, Zyme

www.zymesolutions.com

Are your incentive programs and payments giving you a post-holiday hangover? Is your year-end channel data crunch making you wish for an automated, reliable solution for channel visibility? Learn how companies can improve business processes such as inc ...

PRESENTATION: Brand Integrity

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Lawrence Hurst, Corporate Product Fraud Protection Manag, INTEL

www.intel.com

Access the presentation given by Lonnie Hurst, Corporate Product Anti-Fraud Protection Manager, Intel, where he discusses some best practice in ensuring your company has an effective brand protection strategy in place, and how this can increase your globa ...

PRESENTATION: Best Practices for Creating Sales Tools Your Partners Will Use

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Richard Goring, Managing Consultant, BrightCarbon

www.brightcarbon.com

Richard Goring, Managing Consultant - BrightCarbon, is one of the country's leading authorities on sales presentations, and has recently been pioneering the use of iPad for visual sales conversations. He has helped to write and create 1000s of sales prese ...

WHITEPAPER: Get Industry Insights to Solving the Biggest Channel Data Management Challenges

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Jeremy Miller, Former Senior Director of Product Management and Marketing, Channelinsight

www.channelinsight.com

This white paper goes over high-level benchmark results of the Channel Data Management survey recently conducted by Baptie & Associates and Channelinsight. The survey focused on the importance of having access to timely and accurate channel data in order ...

WEBINAR: Argentina, Bulgaria and China: The ABCs of growing in emerging markets

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Mark Emanuelson, Director, Atlantic Technologies S.p.A.

www.atlantic-technologies.com

Emerging markets present channel leaders with both an opportunity and a challenge. Some see the high growth potential in new untapped markets. Others see challenges of growing where programs and partners are not as developed. Often times, the opinion o ...

WEBINAR: CRM Your Channel: Best Practices to Obtain Real - Time Visibility into your Channel Customers, Partners and Sales

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Seann Hartnett, Analyst, Sales Operations, Honeywell

honeywell.com

Gaining insight into your channel performance is imperative for you to achieve your growth goals. Channelinsight provides your sales team with the same visibility into your channel sales that salesforce.com offers for your direct sales organization. Get t ...

PRESENTATION: Proven Programs and Techniques to Develop and Enable an Evolving Channel

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Joby Pearson, former VP of Sales, CSG

www.csgchannels.com

Download the pdf presentation by Joby Pearson, former VP of Sales at Channels Services Group (CSG), share proven best practices and insights to help vendors strategically build new revenue streams and build a dedicated sales force throughout their channel ...