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Managing Indirect Channels - Webinar for ASAP Association PowerPoint Presentation
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Managing Indirect Channels - Webinar for ASAP Association - PowerPoint PPT Presentation


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Webinar for ASAP - Association of Strategic Alliance Professionals. Topics include global state of channel partner and alliance management, multiple roles of the channel chief, and the shift in partner demographics. Channel Partner recruitment, nurturing and development as well as how to enter adjacent markets. A peek into the future of the channel as well as the 10 Channel Commandments.

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Managing Indirect Channels - Webinar for ASAP Association


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    Presentation Transcript
    books on direct sales

    BOOKS ON DIRECT SALES

    BOOKS ON INDIRECT SALES

    from contracts to rules of engagement portal

    From contracts to rules of engagement, portal and PRM management to co-marketing and MDF return

    of investment. From segmentation to capacity planning, distribution, multi-tier and margin matrix. From

    managing back-end dollars to conflict. From education, training and certification to solution alignment

    and communication. From pre- and post-sales and technical support to fraud, partner satisfaction and

    endless customizations. From community management to motivation, loyalty and partner-friendly value

    propositions. From deal registrations to running partner advisory councils. From development of battle

    cards and competitive education to driving co-branding, co-selling and co-marketing initiatives. From

    controlling global branding to delivering a demo, try-and-buy and loaner program. From producing

    partner friendly product roadmaps to securing sales in, sales out and end user reporting from dozens of

    partner segments. From managing industry, geographic and technology verticals to optimizing

    distribution routes to market. From simplifying growth and new customer programs to making sure that

    your company is protected from gray and black markets. From administering international rules,

    regulations and legislation to ensure all collateral, communication and media is translated around the

    world. From observing pricing and fairness laws and norms to making sure the program is represented

    across social media, email, web, newsletters, and search engines. From attending dozens of tradeshows

    to publishing whitepapers, e-books, technical briefs and reference books. From integrating the PRM,

    portal and other tools into the companies back end to mediating internal conflict and deference. From

    representing the company in industry associations, peer groups and expert panels to making sure that

    RMA’s, rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and

    bloggers to making sure that Channel Account Managers are deployed and managed correctly. From

    budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From developing and

    accelerating top partners to developing an MVP program. From educating internal stakeholders to being

    the external face of the company. From extending floor financing, credit terms to ensuring the

    appropriate recognition program is in place.

    in it partners since 2008

    IN IT PARTNERS SINCE 2008

    RETIRING IN NEXT 10 YEARS

    WILL BE MILLENNIALS BY 2024

    cloud saas managed services recurring revenue

    CLOUD, SAAS, MANAGED SERVICES, RECURRING

    REVENUE AND A CHANGING CUSTOMER SPEND

    lessons from paul revere about partner recruitment

    LESSONS FROM PAUL REVERE

    ABOUT PARTNER RECRUITMENT

    secret to

    SECRET TO

    REACHING THE CHANNEL

    applying dandelion communities strategy

    APPLYING

    DANDELION &

    COMMUNITIES

    STRATEGY

    1 computers will be more human 2 networks will

    1. Computers will be more human

    2. Networks will be ubiquitous

    3. The web will be smart

    4. Little devices will think

    5. Software will be smarter

    6. Internet economy will take over

    7. You’ll look at computers in a new way

    8. Entertainment will be virtual

    9. Your identity will be digital

    10. Moore’s Law will continue to rule

    1 computers will be more human 2 networks will 1

    1. Computers will be more human

    2. Networks will be ubiquitous

    3. The web will be smart

    4. Little devices will think

    5. Software will be smarter

    6. Internet economy will take over

    7. You’ll look at computers in a new way

    8. Entertainment will be virtual

    9. Your identity will be digital

    10. Moore’s Law will continue to rule

    stop managing the channel with your gut

    STOP MANAGING THE CHANNEL WITH YOUR GUT

    START MANAGING

    WITH SCIENCE

    INTRODUCING

    POWERED BY CHANNELEYES