Senior Consultant North America
Greg Nutter has over 25 years of sales, marketing, sales management, and consulting experience, primarily in the high-tech software and hardware industries. Over this period Greg has developed and implemented a wide variety of global strategies and programs aimed at building and enhancing the performance of direct sales, channel sales, telephone sales, and other revenue-enabling relationships. An accomplished presenter, Greg has spoken at numerous corporate and public industry forums throughout North America, South America, Asia Pacific, and Europe.
Currently, Greg is Channel Enablers’ Senior Director for North America where he provides a wide range of consulting services to companies looking to improve channel performance in a complex selling environment.
Greg has held various roles such as Vice President, Worldwide Sales for Solimar Systems, Inc., Vice President of Business Development with INSCI Corporation, Director Worldwide Channel Operations with Document Sciences Corporation, and a variety of progressively senior management positions with Xerox Canada, including General Manager.Greg is actively involved in several technology industry associations and holds a Bachelor of Science degree in Computer Science from the University of Toronto.
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- Post date: 26 March 2012
A common complaint we hear from our clients is that their channel isn’t selling enough for them to meet their ever increasing targets. When resellers don’t sell, the first question I would ask is “Did they ever sell?” Typically the answer we hear is “NO”. If the answer is “YES”, the next obvious question should be “What’s changed?”
- Post date: 20 February 2012
For many companies, channels are the new competitive battleground as they compete for partner investment and focus. Greg Nutter discusses how channels best practice consultants can help to rapidly create or improve channel performance.
- Post date: 22 August 2011
For those who live and die by the numbers, September is the beginning of either the most exciting or most depressing selling period of the year - it’s the time when sales professionals discover whether they have enough prospects to make their year. Likewise, channel managers discover whether or not they have the right partners in place and begin deciding whether recruiting new resellers should be one of their New Year’s resolutions. For most vendors who sell through channels, partner recruitment can be the greatest point of failure so getting it right often means the difference between program success and a lot of wasted time and money.
- Post date: 13 July 2011
As most channel professionals know, successful channel management activities follow an annual cycle: there’s a time to recruit, a time to launch and train, and a time to focus primarily on closing deals. For vendors located in the northern hemisphere, July and August are less than ideal to do many of these things, however there are important activities you must do if you want to make your year-end numbers.