Impartner Channel Webinars

Looking to improve your channel marketing? Explore these channel webinar archives to learn from leading industry experts as they discuss a wide range of channel related topics that will help you grow your partner programs and increase partner effectiveness.

 

The Single View of the Vendor

Date: December 3, 2014

 

Customer Relationship Management's (CRM) job of capturing all relevant information over the customer life cycle has proven to be an effective way for vendors to capture a single view of the customer in a direct sales model. In turn, manufacturers have come to rely on Partner Relationship Management (PRM) technology to present a united front in an indirect model.

Denis Pombriant, managing partner of Beagle Research, explores the ways manufacturers and their partners can use PRM technology to put their best foot forward presenting The Single View of the Vendor. Pombriant discusses how vendors can utilize PRM functionality like automated co-branded collateral and email, interactive partner directories and service case integration to concretely demonstrate to their customers that they are invested in life cycle solutions and not just parts. Also included, TreeHouse Interactive demonstrates enterprise–class examples of these PRM principals and technologies at work.

 

Denis Pombriant

Hosted by:

Denis Pombriant
Managing Partner

Beagle Research

 

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Sungard AS PRM Case Study: Implementing PRM & Salesforce in a F1000 Environment

Date: November 5, 2014

 

Learn how Sungard Availability Services, a $1+Bn global enterprise, replaced their homegrown PRM system to grow channel revenue and increase partner satisfaction.

Jim Schwartz, Senior Director of Channel Operations, shared the challenges Sungard AS program managers, channel sales directors and partners faced, the search process to replace their legacy platform and concludes by sharing how their choice of implementing Reseller View™ PRM has yielded significant results, including:

  • Supporting 2014 channel revenue expected growth of 30%
  • Increasing partner leads submitted YTD by 20%
  • Making it easier for partners to do business with Sungard AS via an improved PRM platform
  • Increasing productivity by allowing IT Group and Channel Program team to recoup time spent managing and maintaining old system

 

Jim Schwartz

Hosted by:

Jim Schwartz
Senior Director of
Channel Operations

Sungard AS

 

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The Partner Experience: Creating the Right Content and Adopting the Right Technology to Deliver It

Date: August 7, 2014

 

Stephanie Sissler, Research Director of SiriusDecisions and channel expert, shares key insights and proven approaches used by leading organizations to drive business results by creating and providing appropriate partner content. This webinar provides guidelines, checklists and a real word example of how best to use technology to strategically create, manage and deliver portal content that is relevant, engaging, and easily found by partners. Sissler also defines and maps out the eight steps you should follow to achieve partner portal utilization.

 

Stephanie Sissler

Hosted by:

Stephanie Sissler
Research Director
SiriusDecisions

 

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How Partner Marketing Enablement (PME) and PRM Fit Together

Date: July 17, 2014

 

Maria Chien, Research Director for SiriusDecisions and PRM expert, discusses how Partner Marketing Enablement (PME) and PRM fit together. Chien begins by looking at the partner experience, current industry trends and breaks down the common elements of best–in–class partner programs. She then defines the four phases needed to drive higher adoption and performance, which include:

  1. Data Collection
  2. Marketing Enablement
  3. Demand Creation
  4. Performance Measurement

Chien shares demand creation best practices for improving partner effectiveness and details how to drive better partner performance. Real–world examples of partner programs employing these techniques today are demonstrated as well.

 

Maria Chien

Presenter:

Maria Chien
Research Director
SiriusDecisions

 

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From Home Grown to Home Run: Leveraging Partners to Generate the Next $1B

Date: June 19, 2014

 

Armando Valim, Global Partner Program & Channel Manager at National Instruments discusses the challenges their homegrown technology presented and reviews the journey the program embarked on to identify key weaknesses and the selection process used to choose a PRM system to address them. NI demonstrates a behind–the–scenes tour of the solution they rely on to power their partner community as well as the innovative Partner Locator tool they provide end customers to help them find NI selling partners.

Valim shares key results the National Instruments Alliance Program has realized since implementing a PRM system, including:

  1. Doubling the number of leads delivered to their partners
  2. Increased revenue growth
  3. Reduced costs of manual updating
  4. Improved data quality
  5. Improved experience for end users, partners and NI

 

Armando Valim

Presenter:

Armando Valim
Global Partner Program &
Channel Manager
National Instruments

 

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Five Keys to Enticing Your Partners

Date: May 22, 2014

 

Deb Broderson, vice president of engagement marketing for Perks, reviews best practices for creating and running effective channel loyalty and sales incentive programs. Learn about the latest technologies companies are using to manage industry–leading incentive programs and how easy it is to tailor incentive-based programs to meet business requirements.

Highlights from this webinar include a review of the five keys to enticing partners, using channel incentives and loyalty programs:

  1. Goals – identify what it is you want to achieve and develop a game plan
  2. Behaviors – motivate, incent, compensate and enable partners to drive good behaviors
  3. Communications – communicate often, and keep everyone in the know
  4. ROI – develop an ROI plan, and evaluate at every level
  5. Technology – recognize technology as an all–encompassing tool and integrate wisely

 

Deb Broderson

Presenter:

Deb Broderson
Vice President, Marketing
Perks

 

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Maximize your Partner Program for Increased Channel Revenue with Partner Relationship Management (PRM)

Date: April 24, 2014

 

CRN recognized Channel Chief Sean McCaffrey, Vice President of Channel Sales at ViaWest, reveals the best practices the company employed to take the Partner Connect Program to the next level. Learn how a technology leader addressed key business drivers that ultimately lead to the decision to deploy a partner relationship management (PRM) solution.

 

Sean McCaffrey

Presenter:

Sean McCaffrey
Vice President Channel Sales,
ViaWest

 

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Optimizing Channel Partner Sales Effectiveness

Date: April 3, 2014

 

Nearly 95 percent of sales organizations polled by research firm CSO Insights raised their revenue objectives for 2014, and many of them are looking to meet these higher sales goals by selling increasingly more through channel partners. Partners can be a great resource for providing extended geographic coverage, selling into the small⁄medium account marketplace, and providing a value–add to move more products. This webinar identifies the key challenges impacting channel partner sales effectiveness, and explains how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services.

 

Jim Dickie

Presenter:

Jim Dickie
Managing Partner, CSO
Insights

 

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Commercial Partner Relationship Management Software: New Advances, New Maturity

Date: November 7, 2014

 

Mr. Harmon discusses how today's commercial PRM software solutions have caught up with the needs of channel professionals. He reviews the advances made in PRM technology solutions and examines their ability to deliver the type of innovative collaboration programs and processes needed to empower today's partner ecosystem.

 

Tim Harmon

Guest Speaker:

Tim Harmon
Principal,
Forrester Research, Inc

 

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Going Mobile with Partners

Date: August 29, 2013

 

If your partners aren't tied to their office, then your partner program shouldn't be either. In this webinar, attendees will learn how companies are providing partners what they need to better sell, service and support their products in the field with mobile technology. See real mobile-enabled partner programs in action and discover how they create a more empowered partner network. Highlights include:

  • Why consider creating a mobile partner solution
  • Best practices for mobile partner portals
  • Practical application and use of partner portals in the field

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Best Practices of an Award Winning Channel Program

Date: March 28, 2013

 

The channel is a core component for driving revenue growth and market penetration. Partners have great ability to sell products and solutions, foster customer relationships and manage the ever–increasing service and support needs of their customers. It is the vendor's job to enable the partner to do the very best for their customers. Find out what one of the best in the channel has done to enable partner success as a perennial CRN 5–Star Award winner. In this webinar you'll learn about the best practices of an award–winning channel program, which is characterized as:

  • Comprehensive in its ability to serve partner needs
  • Efficient in the methods that information is delivered
  • Robust in its tools and resources
  • Fair in its treatment of all partners

 

Nancy Pierce

Presenter:

Nancy Pierce
Global Channel Program and
Operations Manager, SGI

 

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Kicking Your Channel Program Off Right in 2013

Date: February 14, 2013

 

Another new year is in full swing and it is time to review and renew your partner program. This webinar will outline several key tips that will help you to build a more competitive program in 2013—one that delivers more value to your partners while also increasing revenue contributions from them. In this webinar you will learn about:

  • Getting partner feedback
  • Measuring performance
  • Re-evaluating processes
  • Surveying the competitive landscape
  • Making the necessary changes

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Exploring New Technologies in PRM

Date: September 27, 2012

 

Within the last 12 months, a host of new technologies have emerged—all developed to better support partner networks. Because partners are essential to a manufacturer's success, it is more important than ever to track and manage reseller sales and marketing progress efficiently. Partner Relationship Management (PRM) allows manufacturers to maximize the overall management and enablement of partner networks. Optimal solutions also allow organizations to improve communication and collaboration with resellers. In this webinar, you will learn about four areas where PRM has seen significant advancements:

  • Partner marketplaces
  • Partner training and certification
  • Improved integrations with major CRM systems
  • Partner marketing enablement

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Amping Up Your Partner Experience

Date: August 16, 2012

 

As with other areas of business, technology and availability of information is changing quickly in the channel. It's critical now more than ever to keep channel processes up to date, and continue enhancing the partner experience to sustain a competitive advantage. In this webinar, presenter Erich Flynn discusses how vendors are 'amping up' their partner experience with technology to better communicate with and support those that sell, service and support their products.

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Insights from Award Winning Channel Programs

Date: June 2, 2012

 

Having an award–winning channel program can be a great way to attract new partners. Media entities such as CRN recognize vendors who have implemented best channel practices with their partners. In this webinar, channel consultant Patricia Rush, who has worked with several CRN award winners, will share her insights into why these vendors have been recognized for their channel efforts and provide webinar attendees practical tips for creating award–winning partner programs.

 

Patricia Rush

Presenter:

Patricia Rush
President,
Rush to Channel

 

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Kick–Starting Your Partner Marketing

Date: March 22, 2012

 

If you are like most channel organizations, your partners don't have the sophistication, people power or motivation to market your products. In this webinar, channel expert Heather K. Margolis discusses tips, creative ideas and technology for kick–starting successful partner marketing efforts and capturing more business in your industry.

 

Heather Margolis

Presenter:

Heather K. Margolis
Channel Maven Consulting

 

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Where to Start When Creating a Partner Program

Date: December 8, 2011

 

Recognizing the need for a partner program is the easy part. Knowing what to do and where to begin is your real foundation for success. In this webinar, channel expert Patricia Rush discusses where you should start when creating your partner program, what pitfalls to avoid and how to get off to a good start — all with an emphasis on keeping it successful in the long run.

Takeaways you will be able to apply to your partner program will include:

  • What's important for starting and improving your partner program
  • Key resources that are valuable for your partner program
  • What to avoid when creating or improving a successful partner program

 

Patricia Rush

Presenter:

Patricia Rush
President,
Rush to Channel

 

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Partner Marketing Enablement

Date: October 27, 2011

 

If you sell through partners, you know that not all partners have the dedicated resources necessary to market your products well to prospective buyers. In this webinar, get the inside story on how best–in–class companies are better enabling their partners to generate more leads and drive increased channel revenue.

Get clear takeaways you can apply to your organization:

  • What is Partner Marketing Enablement?
  • Why Award Winning Partner Programs Include Partner Marketing Enablement
  • Demonstrations of Partner Marketing Enablement Technology
  • On Demand Automated Co–Branding of Print Ready Collateral
  • Automated Outbound Co–Branded Partner Campaign Execution
  • Partner Content Syndication, Lead Capture and Lead Distribution

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Partner to Partner Networking to Enhance Channel Success

Date: April 21, 2011

 

Technologies continue to evolve at an ever increasing rate. The number and variety of vendor offerings are increasing exponentially and solution providers are still challenged to be their customers' one–stop–shop and trusted adviser. As a result, solution providers have begun partnering with each other to bolster their knowledge and service offerings.

So how can vendors better enable partner–to–partner collaboration to provide better service to their mutual customers? Heather K. Margolis, President of Channel Maven Consulting, explains in this informative session.

Suggested strategies include:

  • Connecting partners with each other
  • Providing a platform to allow partners to communicate and support each other
  • Recognizing partner successes and sharing case studies

 

Heather Margolis

Presenter:

Heather K. Margolis
President
Channel Maven Consulting

 

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The Partner Pyramid, The Essential Building Blocks of Successful Partner Programs

Date: April 7, 2011

 

In this webinar you will see the Partner Pyramid for decreasing costs and increasing sales. The model is based on managing the foundational aspects of a partner program in an efficient, automated manner so that channel executives can focus on the higher–value, strategic elements of deepening partner relationships.

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Marketing Through Partners

Date: July 29, 2010

 

Partners must have sales, marketing and training materials in order to successfully sell and support your products. This webinar is focused on helping you decide which materials to make available to partners and strategies for getting them to partners for maximum effect. Topics ranging from co–branded print and electronic campaign strategies to training materials and resource libraries are covered in this webinar.

 

Patricia Rush

Presenter:

Patricia Rush
President,
Rush to Channel

 

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Creating Effective Incentive Programs

Date: May 20, 2010

 

Motivating partners effectively can be a tricky endeavor. Learn about new ways to incentivize partners that increase channel revenue and help you hit quotas. Also see what successful channel organizations are doing with incentive programs and how they've adapted to changing market conditions.

 

Heather Margolis

Presenter:

Heather K. Margolis
President
Channel Maven Consulting

 

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Setting Up Partner Lead Programs

Date: April 28, 2010

 

Giving partners your valuable leads shouldn't produce anxiety. Find out how world–class programs are set up, how they differ from what you're doing now and how to pinpoint what you're getting out of each lead you send them. This webinar focuses on the practical execution of partner–focused lead distribution programs, including processes and technology.

So how can vendors better enable partner–to–partner collaboration to provide better service to their mutual customers? Heather K. Margolis, President of Channel Maven Consulting, explains in this informative session.

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Keys to Successful Deal Registration

Date: February 18, 2010

 

For many partner programs, deal registration is a key component. Yet many partner managers inadvertently blunder in how they set it up. Learn the ins and outs of running successful deal registration programs that drive more partner sales and give you greater pipeline visibility.

 

Erich Flynn

Presenter:

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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Channel Marketing and the Role of Social Media

Date: July 15, 2009

 

Channel marketers have a unique challenge in who they target and how to get the right message to them. This webinar, featuring channel expert Heather K. Margolis, explores both how and why social media should be part of your marketing mix, as well as how to leverage it correctly to grow your partner programs.

 

Heather Margolis

Presenter:

Heather K. Margolis
President
Channel Maven Consulting

 

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5 Steps to Building a Better Partner Program

Date: June 10, 2009

 

Learn from channel experts Patricia Freeman and Erich Flynn as they discuss the things you should be asking yourself when you set up your program, how you should structure your program, and how to deliver what partners and your company need to realize the most value from your channel efforts.

 

Patricia Rush

Presenters:

Patricia Rush
President,
Rush to Channel

Erich Flynn
Chief Revenue Officer,
TreeHouse Interactive

 

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