Jeremy Butt EVP EMEA - Westcon
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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
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Added: 18 Feb 2013
Views: 49
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Richard Potts Vice President of IBM Business Partner & MM Organisation, UK & Ireland - IBM
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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
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Added: 28 Nov 2012
Views: 46
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Mike Haines Director of WW Channel Incentive Strategy & Design - Microsoft
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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
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Added: 11 Sep 2012
Views: 39
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Bill Griffin Vice President Worldwide Channel Sales - Autodesk
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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
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Added: 31 Aug 2012
Views: 81
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Nick Eades Chief Marketing Officer - Psion plc
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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
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Added: 18 May 2012
Views: 78
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Wolfgang Ebermann Vice President – SMSG CEE - Microsoft
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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
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Added: 11 Apr 2012
Views: 52
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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: 92
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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: 107
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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: 90
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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: 91
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