Michael Hartmann General Manager, Small & Medium Business EMEA - Microsoft
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With Public Cloud Services, your go-to-market changes dramatically and one of the preferred sales motions might be to go direct. Yet to build on your assets in the partner channel and to get reach, you should have a strong partner strategy. How is Microsoft engaging their breadth partners in... View document
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Added: 22 Dec 2011
Views: 60
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Ian Kilpatrick Chairman - Wick Hill Group
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CAMs are a key component of success, or failure, in developing and managing business through and with the channel. Their energy, skill, drive and engagement can make the difference between a successful, strong growing relationship and loss of traction. ... View document
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Added: 19 Aug 2011
Views: 65
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Mark Whitby Vice President Sales and Marketing EMEA - Seagate Technology
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In any partnership, having open and honest communication is key to building trust and loyalty. SMB resellers today have many choices today from the proliferation of competition in vendor technologies.
Choosing the partners that the resellers will leverage is important, and often... View document
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Added: 29 Jun 2011
Views: 64
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Ian Moyse Sales Director - Workbooks.com
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Listen to the webinar presented by Ian Moyse, EMEA Channel Director - Webroot
Channel partners are diversifying their businesses away from product resale and offering services to take more advantage of the rapid growth in cloud computing. The resellers’ bread-and-butter... View document
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Added: 26 May 2011
Views: 61
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Monique Gibelli Director, ISV Business Development - Microsoft
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This white paper by Monique Gibelli focuses on building a best in class Latin America enterprise channel based mainly on the author’s experiences whilst working at Nortel Networks, Citrix and Microsoft. It starts with a review of what comprises a typical partner ecosystem... View document
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Added: 13 Dec 2010
Views: 54
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Sandy Carter VP SWG Channels and Social Media Evangelist - IBM
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This white paper by Sandy Carter shares lessons learned by IBM on social media marketing and covers an IBM approach to adding social media into its marketing mix. It explains and emphasises that the philosophy on social media is that the best use is to mix it with traditional marketing tactics... View document
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Added: 16 Nov 2010
Views: 60
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Sandy Carter VP SWG Channels and Social Media Evangelist - IBM
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Concerned about the risk of entering a new market? You should be. Any move will require major investment and have a very real risk of failure. To make your move a successful one, you must understand your customers, your own potential and the nature of the market.
Here, Sandy Carter, VP,... View document
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Added: 22 Apr 2010
Views: 732
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Michael Kelly Founder and Managing Director - TSL Channel Marketing
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Does your channel recruitment strategy follow a best practice, formal methodology? Is it systematic, measurable and optimised for the current environment? Has it adapted for disruptive changes such as cloud computing?
In this presentation, the founders of IT channel marketing... View document
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Added: 13 Feb 2012
Views: 14
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Tina Lauzon VP Marketing - hawkeye
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Best practices in ranking and prioritizing your partners.
As margins shrink and competition soars, optimizing partner performance and channel investment are critical. They Key to your success is to enable your channel partners, but this task may be more difficult than it first... View document
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Added: 18 Jan 2012
Views: 22
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Michael Kelly Founder and Managing Director - TSL Channel Marketing
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First, it is more difficult for any lead generation team to gain traction and identify opportunities in those accounts. Whether it is a vendor lead generation team, business partner, or agency team, it is going to be tougher to break into those accounts in the first place and have them talk to... View document
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Added: 17 Jan 2012
Views: 73
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