This is the third in our three-part series on reducing channel conflict between direct and indirect routes to market. In Part One Harold Sunata looked at how compensation can be used to reduce conflict. In Part Two Harold examined how Partner Selection, Partner Enablement and Rules of Engagement can reduce conflict even further. In Part Three, Harold explores how company alignment can reduce channel conflict as well as improve overall channel performance.
Industry research reveals that the majority of Chief Executives list 'getting closer to customers' as one of their key strategic objectives. Getting closer to customers was the theme of Miller Heiman's APAC Sales Summit held in Sydney Australia in May 2013.
Philip Moon of Miller Heiman's Channel Enablers division spoke about getting closer to customers with and through indirect channels.
Channel Enablers is proud to present this four part video-blog series on Cloud Channel Engagement in conjunction with foremost expert on cloud-channels Robert Fuller. From 2009 through 2011 Robert was VP Worldwide Channel Sales and Marketing at Rackspace Hosting, where he introduced a global channel program and was responsible for all aspects of sales, marketing and program management for the channel. He is now the President of Cycle Planning, a consultancy focused on enhancing all aspects of channel engagement within high technology companies, including Strategy Development, Sales, Marketing and Program Development.
This four part video-blog series examines building a successful channel engagement model for the cloud.