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Boosting Partner Sales Performance: Aligning Enablement with Demand Generation - PDF SLIDES

Estelle Johannes — Tue, 08 May 2012 16:37:52 GMT

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 partner sales enablement and demand generation requires a new approach that goes beyond training and random acts of marketing.

See the recording featuring SirusDecisions Channel Management Strategies service director, Laz Gonzalez, as he reveals a new model for engaging with partners that includes a holistic approach including tools, knowledge and programs built around continuous milestones and rewards.

Through real-world examples and research insights, you’ll learn: • How to address the challenges that impede channels sales productivity• Proven strategies for aligning partner enablement with demand generation• Techniques for implementing a new post training engagement model to boost demand.

Watch the video and discover how leading companies that link partner enablement with demand, realize a 3X jump in channel adoption and drive higher performance in sales and marketing.

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

Estelle Johannes — Tue, 08 May 2012 14:42:31 GMT

Bridging the widening gap between partner sales enablement and demand generation requires a new approach that goes beyond training and random acts of marketing.

Watch the video and discover how leading companies that link partner enablement with demand, realize a 3X jump in channel adoption and drive higher performance in sales and marketing.

Getting More from Events – Best Practice in the IT Sector Worldwide - PDF SLIDES

Estelle Johannes — Thu, 19 Apr 2012 13:17:37 GMT

Many technology companies are reinventing their event marketing process to maximise synergies with other marketing tactics. By adopting a more integrated approach, focused on the customer buying cycle, these companies are making events a more effective component of integrated marketing strategies.

In this webinar, the founders of leading IT marketing agency TSL Marketing will explore best practices in event marketing worldwide. The webinar will focus on what the leading technology marketers worldwide are doing to not just drive event attendees, but to make events a key driver of business-to-business sales.

Topics include:

Best practice – focus on the long-term goal, not just the event
Events as part of a comprehensive, integrated marketing programme
Raise your game: What do world class marketers do post-event?
The importance of “Content” before, during and after the event
Key takeaways

WEBINAR: Getting More from Events – Best Practice in the IT Sector Worldwide”

Estelle Johannes — Wed, 18 Apr 2012 12:11:22 GMT

Topics include:

Best practice – focus on the long-term goal, not just the event
Events as part of a comprehensive, integrated marketing programme
Raise your game: What do world class marketers do post-event?
The importance of “Content” before, during and after the event
Key takeaways

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

Estelle Johannes — Wed, 11 Apr 2012 09:50:04 GMT

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 market condition in the IT Industry.

What Does it take for a Reseller to Migrate to the Cloud - PDF

Estelle Johannes — Wed, 11 Apr 2012 08:37:21 GMT

Download the pdf slide of this webinar to find out about the Channel transformation to the Cloud.

Paths to the Cloud: Cloud Computing and the New Channel Engagement Model - PDF SLIDES

Estelle Johannes — Fri, 30 Mar 2012 11:13:11 GMT

Do you have a strategy to help your channel evolve for new challenges in an increasingly Cloud-based industry ecosystem? Are your Channel Partners confused or unclear about how the Cloud impacts their relationship with you and their business? Gartner estimates the size of the Cloud computing market will be at least $150 billion by 2013 – are you and your Channel ready?

Many partners today are concerned about the paradigm shift to a cloud-based business model. These same partners are hoping for guidance from their vendor partners.

Download the pdf slides of the Channel Focus Community webinar and learn how you can ease your partners’ transition to a Cloud services-based business model while generating demand for your products and services in the Cloud.

William Gilsing and Claudio Ayub, hawkeye’s Senior Channel strategists, covers the following topics:

Addressing common challenges and what partners need most
Accelerating your partners’ Cloud transformation
Identifying partners in your channel ecosystem for targeted enablement
Motivating and compensating partners in a recurring revenue business model

WHITEPAPER: Paths to the Cloud: Cloud Computing and the New Channel Engagement Model

Estelle Johannes — Fri, 30 Mar 2012 11:08:15 GMT

In this paper hawkeye provides an overview of the cloud computing and the channel, and how current trends are affecting vendors and partners. We'll also look at the current state of cloud computing, cloud value propositions, and emerging partner business models.

Most importantly, we will share our thoughts and how new approaches to channel engagement by the vendor community can help partners make the often challenging transformation to a cloud computing business model.

Download this whitepaper to find out more

WEBINAR: Paths to the Cloud: Cloud Computing and the New Channel Engagement Model

Estelle Johannes — Fri, 30 Mar 2012 11:02:39 GMT

Many partners today are concerned about the paradigm shift to a cloud-based business model. These same partners are hoping for guidance from their vendor partners.

See the recorded Channel Focus Community webinar and learn how you can ease your partners’ transition to a Cloud services-based business model while generating demand for your products and services in the Cloud.

William Gilsing and Claudio Ayub, hawkeye’s Senior Channel strategists, covers the following topics:

Addressing common challenges and what partners need most
Accelerating your partners’ Cloud transformation
Identifying partners in your channel ecosystem for targeted enablement
Motivating and compensating partners in a recurring revenue business model

WHITEPAPER: Socially Empower Your Channel Partners

Estelle Johannes — Mon, 27 Feb 2012 14:12:24 GMT

How can IT vendors turn their channel partners into social media heroes?

Olivier Choron, Founder & CEO - purechannelapps has founded a company that simplifies many of the vendor-to-partners business processes found in complex channel eco-systems. In this whitepaper he elaborates on how social media is being used in the channel today and its worldwide potential in the B2B space to increase profitability. He also provides tips on what to do to turn your partners into your social trusted advisors.

WHITEPAPER: Maximize Your Channel Success with Global Payment Systems

Estelle Johannes — Fri, 24 Feb 2012 16:40:20 GMT

At a time when cash flow is business-critical to vendors and partners alike, efficient global payment systems are increasingly vital to support partner incentive programs—like MDF and co-op, deal registration, rebates, and others. Such systems can ease cash flow in the form of considerable cost savings in invoice processing for vendors as well as speedier delivery of payments to partners.

With extensive experience in designing, implementing, and managing global payment systems, hawkeye explores how efficient, global payment systems can give you a competitive edge in your channel business.

WHITEPAPER: Your Channel Programs— Are They Working?

Estelle Johannes — Fri, 24 Feb 2012 16:35:05 GMT

Performance-based incentive programs are garnering an increasing share of incentive spend, yet many vendors are challenged to calculate the ROI for most of their programs.

Increasing sales through your channel is imperative—so, how can you make sure you succeed? Data analytics are the key—they can help you determine if your channel programs are working, or missing the mark. But often people confuse analytics with metrics and reporting.

In this paper produced by hawkeye, we’ll explain how data analytics differ from metrics and reporting, and we’ll explore how you can use analytics to determine what to measure, and how to continually refine and succeed with your channel programs. A data-driven channel program helps you determine the incremental.

WEBINAR: Real-Time Channel Incentive Program Management

Estelle Johannes — Fri, 24 Feb 2012 11:05:22 GMT

Performance-based incentive programs are garnering an increasing share of incentive spend, yet many vendors are challenged to calculate the ROI for most of their programs.

Compounding the problem, performance metrics are often not available until after the end of the quarter, when it is too late to take corrective action if programs are not performing as planned.

Fortunately, there is an alternative; our speaker Daniel Hawtof, Vice President of Product Management, Channelinsight and our special guest speaker Vaughn Aust, vp, client solutions, hawkeye will take you through planning effective incentives that motivate partners and customers becomes possible when based on channel sales data.

Real-Time Channel Incentive Program Management - PDF SLIDES

Estelle Johannes — Fri, 24 Feb 2012 10:40:03 GMT

Performance-based incentive programs are garnering an increasing share of incentive spend, yet many vendors are challenged to calculate the ROI for most of their programs.

Compounding the problem, performance metrics are often not available until after the end of the quarter, when it is too late to take corrective action if programs are not performing as planned.

Show Me The Money! How Good Channel Data Improves Incentive Payments - PDF

Estelle Johannes — Thu, 16 Feb 2012 13:38:30 GMT

Ted Dimbero from Zyme spoke about how companies can improve business processes such as incentive payments and sales commissioning through better channel visibility—made possible by timely, accurate channel data. Ted also highlighted some of the benefits companies realize through channel-data best practices, such as significant savings in incentive payments.

Download the pdf slides to this webinar here.

The webinar covers best practices for:

Ensuring timely, consistent and accurate flow of sales and inventory data from your channel partners
Implementing data integrity analytics to improve channel visibility
Using channel sales and inventory data for incentive payment validation
Improving incentive payment accuracy, reducing payment turn-around-time, reducing overpayments – and improving partner satisfaction!

Request access to the recording here

WEBINARS: The 5 Pillars of Systematic Partner Recruitment Campaigns

Estelle Johannes — Mon, 13 Feb 2012 16:11:12 GMT

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 leader TSL Marketing explores best practices in IT channel recruitment worldwide.

The 5 Pillars of Systematic Partner Recruitment Campaigns-PDF Slides

Estelle Johannes — Fri, 10 Feb 2012 09:04:24 GMT

In this presentation, the founders of IT channel marketing leader TSL Marketing explores best practices in IT channel recruitment worldwide.

WHITEPAPER: PRM Enablement of Your CRM Platform

Estelle Johannes — Tue, 31 Jan 2012 18:01:36 GMT

An indirect channel model requires that you support hundreds, perhaps thousands, or even tens of thousands of partners. Running a global channel program is complex and you must be able to understand your partners in order to deliver the right program benefits and communications. An integrated PRM framework that links your partner profile data to your partner portal is the only way to meet the needs of your channel partners efficiently and effectively.

In this paper, we examine best practices in leveraging your PRM system to support your channel, and we talk about the components of best-in-class partner profiles, partner portals and an integration framework.

WHITEPAPER: Getting the most out of your Channel Marketing Investments

Estelle Johannes — Fri, 27 Jan 2012 09:03:33 GMT

Birch Worldwide specialized channel marketing services and operations organization faced a serious challenge with one of their clients: They needed to double the benefit generation of the client’s top program, with evidence to back up those results, on a reduced budget. In addition, it had to be a positive experience for their partners. The client was understandably concerned about how they were going to achieve those requirements and how they would make it work for their channel.

Download this whitepaper authored by Tony White, President and CEO, Birch Worldwide and Bill Kelly, Managing Director, Birch Worldwide

WHITEPAPER: Partner Segmentation - Best Practices

Estelle Johannes — Wed, 18 Jan 2012 12:14:08 GMT

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 appears.

Many technology vendors struggle with the traditional 80/20 rule –the division between top-performing solution providers and smaller, hard to reach value-added resellers. What are you doing to get beyond that first 20 percent? How do you identify the ‘diamonds in the rough’ among next-level partners to successfully move from the traditional 80/20 ratio to a more ideal 70/30 rationand beyond?

For insight into getting this right and more, download this paper done by hawkeye.

WHITEPAPER: Enabling Partners to Win “White Space” Business

Estelle Johannes — Tue, 17 Jan 2012 11:18:48 GMT

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 you, as opposed to simply calling up your existing customers. Also, the entry point is usually lower in the organization so every salesperson wants to be given an introduction to a CEO or a C-level contact. In white space that is much more difficult because you do not have that credibility or those contacts. The salespeople have a harder time, as well, because they cannot go straight into sales mode and have to spend more time establishing their credibility. Ways to do that will be addressed later in the whitepaper. There is a role for the vendor’s marketing team to support this.

This report on Enabling Partners to Win “White Space” Business by Michael Kelly, Founder and Managing Director - TSL Channel Marketing is now available for you to download.

WHITEPAPER: 2011 Channel Investment, Cloud Services, and Social Media

Estelle Johannes — Fri, 13 Jan 2012 10:49:10 GMT

The recession is receding and industry pundits are busy wrangling forecasts for 2011 as technology companies begin to ramp up for increased revenues.

As you finalize 2011 budgets, hawkeye and Baptie offer insights from a channel investment survey conducted with your peers. We joined forces to survey the Baptie community of technology vendors to better understand actual plans and priorities in place for 2011—and how these map to larger industry trends.

We look at three areas: channel investment plans, Cloud investment plans, and social media. The channel is evolving quickly, so let’s take a look at what we learned about the year to come.

TSL and Advanced – Channel Partner Recruitment

Estelle Johannes — Tue, 03 Jan 2012 17:25:33 GMT

Executive Summary

Building an ecosystem of suitable channel partners can be a big challenge. Finding the right place to start, asking the right questions, and gaining potential partner interest requires knowledge and experience. Advanced engaged TSL to help build their ecosystem, with dramatic results.

Download this case study for more information.

TSL and Advanced – Channel Partner Recruitment

Estelle Johannes — Tue, 03 Jan 2012 17:17:49 GMT

Executive Summary

Download this case study for more information.

TSL and Advanced – Channel Partner Recruitment

Estelle Johannes — Tue, 03 Jan 2012 17:16:05 GMT

Executive Summary

Download this case study for more information.