Building a Stronger Channel in Today’s Economy through Partner Selection, Management and Collaboration Strategies

The Channel Management Summit will feature a frank dialogue about proven and emerging strategies to successfully open up new channels and redefine existing channel sales and marketing methods:

Channel Partner Selection

• Develop a channel partner strategy based on your existing product line and go-to-market approaches
• Match customer segments with partner capabilities: resources, geographical presence and independent marketing abilities
• Create and manage accreditation and certification programs or value based segmentation programs

Channel Partner Management

• Enable your partners to sell, integrate and support your products through tailored training programs and product support platforms
• Design incentive and loyalty programs to match the market, customer and financial needs of your partners
• Run lead management programs for lead qualification, distribution and deal registration

Channel Partner Colaboration

• Implement joint marketing programs to ensure partner participation in vendor marketing campaign and compliance with vendor corporate strategies
• Manage conflict among channel partners and direct sales by incentivizing the direct sales force to sell through channel
• Build trust with channel partners through clear strategy communication

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Sponsors	Media Partners