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Content Library

Welcome to the Channel Focus Community Content Library. Download from a growing body of whitepapers, documents, videos and recordings of webinars by leading experts and fellow community members. Below are some of the latest documents that have been uploaded to the Library. You can sort through by Author; Title and Date. You can also search for the right document using the categories section or the site search function.

Page size:
 268 items in 27 pages
Page size:
 268 items in 27 pages

Craig Schlagbaum
VP Indirect Channels - Comcast Business Services

WEBINAR: How should Resellers and Vendors change Their Sales Compensation Models to allow for ‘Cloud’ 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 customer payments are spread over the... View document

Wilson Grava
Vice-President & General Manager, Latin America & the Caribbean - NetApp Corporation

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

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 $700... View document

Seann Hartnett
Global Systems Manager - Honeywell Scanning & Mobility

WHITEPAPER: Best Practices Using Data to Drive Channel Sales Growth

Discover how Honeywell built a single repository system to cleanse point of sale (POS) and direct sales data to fuel channel sales growth.

This white paper lays out the three solution objectives that Honeywell wanted to realize and ends with very impressive channel sales results. With a... View document

Dominique Vanhamme
Head of Networking EMEA - Dell

WEBINAR: Joint business planning how do you make it effective for you and your Partners?

Investing in your partners’ success is a great way to build loyalty and generate revenue. Many vendors provide training on their technology, but are these enough?

Are there other ways you can help your partners be successful... View document

Jeremy Butt
EVP EMEA - Westcon

WEBINAR: Making your Partners’ Lives Easier

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 provide a dramatic improvement on profits.... View document

Richard Potts
Vice President of IBM Business Partner & MM Organisation, UK & Ireland - IBM

WEBINAR: How Do We Train our Partners to Move to Selling Real Business Outcomes to Their Customers?

This is a recording of presentation by Richard Potts, Vice President of IBM Business Partner & MM Organisation, UK & Ireland on “How Do We Train Our Partners To Move To Selling Real Business Outcomes To Their Customers?” 

Today, end user customers are... View document

Mike Haines
Director of WW Channel Incentive Strategy & Design - Microsoft

WHITEPAPER: Selling Successfully to the SMB Market

Learn how to build the right economies of scale to effectively sell to the Small-Medium Business market. With SMB marketing opportunities continuing to increase, customer demand dynamics changing and distributor focus evolving, channel companies must develop... View document

Bill Griffin
Vice President Worldwide Channel Sales - Autodesk

WEBINAR: Beyond the Transaction: How do you reward partners for the value they really bring?

Bill Griffin, VP Worldwide Channel Sales at Autodesk was voted the top speaker at our Channel Focus North America Event in San Diego 2012. So don’t miss out on the chance to hear this top rated speaker share his time and expertise with us. 

In this recorded webinar Bill will be... View document

Nick Eades
Chief Marketing Officer - Psion plc

WEBINAR: Joint Campaign Planning How do you make it Effective for You and Your Partners

View the WEBINAR: Joint Campaign Planning How do You make it Effective for You and Your Partners by Nick Eades CMO at Psion.

Nick gives us he's views on the inglorious seven reasons why most joint campaigns are ineffective and then takes you through real examples of simple, effective... View document

Wolfgang Ebermann
Vice President – SMSG CEE - Microsoft

WEBINAR: What Does it take for a Reseller to Migrate to the Cloud

Channel Focus Committee is a representative group of senior executives of the IT Industry. Their charter is to discuss and develop key channel trends, develop recipes, whitepapers , best practices which can be leveraged by Vendors and Channel partners to allow fast adoption to changing... View document


  • Channel trends
    • The Cloud
      • Managed Services, SaaS, IaaS etc
    • The move to services
    • Social Media and the Channel
    • Partner Communities and
      partner eco-systems
  • Channel Programs
    • Partner Programs
    • Deal Registration
    • Certification
    • Partner Training
    • CAM Training
    • Lead Generation
  • Metrics and measurement
    • Channel Segmentation
    • Scorecards
    • Channel Metrics and Measurement
  • Marketing
    • MDF & Co-op
    • Social Media
    • Internet Marketing
  • Potential New Revenue Streams
    • The Cloud and the Channel
    • Service as a revenue Source
    • Managed Services
    • Recurring Revenue
  • Markets
    • SME
    • Mid Market
    • Enterprise
    • Vertical Markets
  • Regional issues
    • North America
    • Latin America
    • EMEA
    • Rest of World
    • CEE
  • Other Issues
    • Loyalty
    • Channel Finance
  • Channel Strategy
    • New Markets
  • cascade

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