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 (email@example.com) for technical assistance.
Have you ever heard people complaining that the ‘channel adds no value!’? They may be right – or they may be wrong – but either way, if people are saying this, the future of your company’s channel success is under threat.
This on-demand Breakfast Connection replay explores the results of fascinating research we conducted into the issues, implications, causes, and best practices related to channel value and alignment. Who are the people questioning the value of the channel, why do they, and what are the implications for your business?Read more...
This is a recording of a webinar event conducted in early March 2009 that examined the question ‘How can I get my channel partners to execute properly?”
Some smart vendors are directing a higher percentage of their market development funds (MDF) at overcoming partner sales execution constraints and driving more active involvement with vendor channel managers.
By improving the ability of current partners to sell differentiated value propositions and building closer ties with vendor channel managers, vendor executives seek to lower risk and create more resilient partnerships in a tough and competitive market.Read more...
This is a recording of a webinar event conducted in December 2009. Some major vendors are changing the way they work with the channel as they focus on revenue and gear up for 2010. The economic recovery is an opportunity for responsive vendors to gain market share – so they are changing their approach to put more feet on the street and make people more accountable for revenue. In this webinar, we’ll explain why some leading vendors are making this change, the benefits they are seeking, transition issues that must be overcome, and strategies to maximize revenue.Read more...
This is a recording of the U.S.A region event and while the speakers vary it covers the same content as the webinars conducted in EMEA and APAC during June 2009.
The webinar examined the question ‘How do you transform your channel business under a travel ban?’
Channel sales executives are used to doing more with less – after all that’s the economic justification for selling through and with channel partners in the first place – but will recent travel bans and cost cutting prevent you from implementing your channel business plan? Embattled channel executives must train their people and make changes to succeed in a tough climate but many channel executives now have a new set of constraints, minimizing the time their people spend out of the field, and spending no money on travel. This webinar examines what channel executives and training professionals need to know to use lower cost web technologies to train their people and implement new channel business plans. What works and what doesn’t? How do you put distance learning technologies to work to make needed business changes?Read more...
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