Training, Webinars & Briefings
To continually provide our valued customers information on the latest in channel strategy and best practice, some of our recent presentations, research reports and short training sessions are now available via on-demand webcasts.
Also included in this section are Channel Enablers Breakfast Connection Briefings. These events provide a forum for discussing important partnering trends and activities. You can view recordings of these events or download PDF copies of the presentations.
These webcasts use Flash technology and the presentation will open in a separate popup window. You can start-and-stop the presentation whenever you want, and jump straight to the parts that interest you most using the navigation pane on the left of the popup window. If you have difficulties accessing or using the webcasts, kindly check that you have the latest Flash extensions installed on your system and that your web browser allows popup windows.
If you do not have Flash on your system, it can be downloaded at: http://www.adobe.com. If you are still having issues, please contact our webmaster (michael.tull@channelenablers.com) for technical assistance.
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Channel Enablers is now publishing indirect channels webinars, webcasts and other recorded events on BrightTalk. BrightTalk provides webinars, webcasts, and videos for professionals and their communities. As well as Channel Enablers events, the Indirect Sales BrightTalk channel will also feature thought leading channel content syndicated from other leading organizations
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On Tuesday 18th September 2012 Joe Galvin, Chief Research Officer, Miller Heiman Research Institute, presented a one-hour webinar explaining the strategic issues emerging from Miller Heiman's 2012 Best Practice study.
World-Class Sales Organizations are an exclusive segment of Miller Heiman's annual research that provide an ambitious but attainable measuring stick for other organizations who are working toward achieving high-performance results. To be included in this segment means the organization is producing better results than others in a group of key sales performance measurements. The best practices and strategic issues described by Joe are highly relevant to vendors who are focused on meeting the needs of end user customers through indirect channels.
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A recording of a webinar presented on Wednesday, September 12th 2012 by Rich Blakeman, Senior Vice President, North America of Channel Enablers, and Malcolm Carlaw, Executive Vice President of Impact Learning Systems—A Division of Miller Heiman.
As companies increase their reliance on indirect channels for sales and service, they also relinquish control of the customer's experience to third parties. For most customers, their experience in the channel defines their perception of your company's brand. Rich and Malcolm discuss what you can do to create and control a consistent brand experience for your customers served by the channel.
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In this recorded Webinar Channel Enablers’ Founder Braham Shnider presentes the results of research into 18 leading high-tech companies whose senior channel executives disclose their thoughts on channel sales competency best practices and what they focus on to further develop their organizations and beat the competition.
Some years ago industry research companies revealed that sales through indirect channels in the high-tech industry exceeded those of vendor direct sales. Any conservative figures now show that indirect channels now account for around 70% of high-tech revenue, and in some sectors much more. There should be no doubt that success in the high-tech industry is directly related to successful partnering.
So what have we learned as an industry? What skills and practices set the bench mark for channel sales success and how well do vendors drive their adoption? Channel executives from 18 leading high-tech companies disclose their thoughts about channel sales competency best practices and what they focus on to further develop their organizations and beat the competition. What do channel leaders identify as the most important competencies?
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As the IT industry matures, some organizations will thrive in a new lower-margin environment, while others will cling to out-of-date business models that see their profitability drop below ‘survival level’. This Breakfast Connection event discussed the key trends driving change in the economic structure of the industry, and looks at what vendors and partners need to do to respond and prosper.
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Do you have partners that can’t sell or won’t sell? Is meeting quarterly sales targets important to you? Meeting quarterly targets often depends upon the ability or willingness of your channel partners to sell when you need them to. In this breakfast connection briefing we discussed what can be done to influence the timing of channel revenue, to smooth out the revenue curve and move channel revenue out of the last week of the year or the quarter.
With a decreasing number of quality Channel Partners, meeting your quarterly numbers often depends upon the ability or willingness of your existing Channels Partners to sell!
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This is a recording of a webinar series in three parts, conducted by Channel Enablers and Channels Services Group (CSG) between October and December of 2010.
Each with over 20-years experience in the channel, Braham Shnider, CEO at Channel Enablers and Joby Pearson, VP of Sales at Channels Services Group (CSG), share proven best practices and insights to help vendors strategically build a dedicated sales force within their channel partner program.
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The “Death, Taxes and Software as a Service” presentation is brought to you jointly by Channel Enablers and Springboard Research and is based upon a Channel Enablers Breakfast Connection event first presented in Singapore in May 2007. The web-casts in this section present the results of research into SaaS (Software as a Service) adoption, drivers, challenges and intended future investments and considers the role and value of the channel in SaaS procurement and implementation.
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