Vendor Perspectives is about communication with and between Channel Enablers clients. Channel Enablers broad client base provides us the opportunity to see what works well in the field – and also what doesn’t and we are often asked to describe both best practices and common channel problems. Vendor Perspectives contains client success stories, opinion leader interviews and comments from industry leading channel experts. Check back here often as new content is published.
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Co-op and MDF programs are the most popular channel marketing programs offered by vendors. Despite their popularity, these programs are often ill conceived by vendors and consequently misused by channel partners. Vendors often leap before they look by implementing and executing these programs without asking themselves two simple questions. “What are our objectives and how do we design marketing programs to meet them?”
Anna Johnson of CCI sat down with Mike Haines, Director of Worldwide Strategy for SMB channel incentives at Microsoft to learn what common mistakes vendors make when designing their Co-op and MDF programs and how best to avoid them. With over 30 years of executive channel management experience including six years at Gartner, Mike Haines has provided sound advice to Fortune 500 companies on how to optimize sales and marketing through the channel.
In January 2011 Channel Enablers CEO and founder Braham Shnider spoke with Brandon Sweeney - Vice President of the Americas Partner Organization (APO) at VMware, about his outlook for the coming year and his thoughts on the impact of cloud computing.
Brandon’s organization is responsible for Partner Sales, Field Execution, Enablement and Strategy for all VMware indirect channels across the Americas. These routes include Solution Providers, Server, Networking & Storage OEMs, Distributors, Corporate Resellers, ISVs, Hosters, Service Providers and System Integrators/System Outsourcers and SMB/Mid-Market Sales. Brandon holds a BA in Government/Economics from Bowdoin College and an MBA from the Kellogg School of Management at Northwestern with a focus on in Marketing and Finance.
In early November 2010 Lenovo’s Vincent Fauquenot spoke with Channel Enablers President and CEO Braham Shnider about channel trends and issues heading into 2011.
Vincent is the Vice President & General Manager, Channel Partners Organisation at Lenovo, and was appointed to head up this newly formed organisation in October 2009. He is responsible for driving sales and relationships with Lenovo channel partners.
In early October 2010 Philip Moon - Executive Vice President Training and Intellectual Property Development at Channel Enablers spoke with David Dzienciol - Symantec’s Vice President responsible for SMB, Channels, and Global Strategic Partner business strategies in Asia Pacific and Japan.
Philip spoke with Dave about key challenges and growth opportunities affecting vendors and channel partners heading into 2011.
In early October 2010 IBM’s Antonio Muttoni spoke with Channel Enablers President and CEO Braham Shnider about channel trends and issues in emerging markets for 2011.
Antonio is IBM’s Vice President, Business Partners Sales, Growth Markets and is based in Shanghai where he lives with his wife and five children. Antonio is responsible for all IBM, hardware, software and services business through several thousand Business Partners .