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Channel Management 2014 Agenda Channel Management 2014 Agenda

This is your opportunity to hear from carefully selected industry voices about their innovative and successful channel program and learn tangible strategies to implement within your own organization. If you are in the process of building
a channel program or are looking for ideas to improve the performance of your current programs, then this event is for you.

To view the agenda please fill out the form below or email Katrina Savarino at Katrina.Savarino@iqpc.com with the following subject line "Channel Agenda Request"

Fast Track Your AttendanceFast Track Your Attendance

  • Approving Manager LetterApproving Manager Letter
    Do you need help justifying your trip to the 7th Channel Management Summit? Use this customizable letter to prove to management that your time at the event is worth it.
  • Past Attendee SnapshotPast Attendee Snapshot
    The Channel Management Summit brings together cross-industry experts for three days of Workshops, Case Studies, Panel Discussions and Networking Sessions. Held in Los Angeles, the event features executives like you who are trying to optimize their channel management strategies. To give you a sense of who you’ll be able to network with and learn from at the event, here is a snapshot of who attended the previous two events!

ArticlesArticles

  • Top 10 Takeaways from the 2013 SummitTop 10 Takeaways from the 2013 Summit
    Last year, Craig DeWolf, Hawkeye Channel’s VP of Marketing, attended the 6th annual Channel Management Summit event. It was the first time in several years that Craig had attended the event and he was impressed with the turn out and excellent dialog. According to Craig, “I noticed that the vast majority of the speakers had at least ‘25-years of channel marketing experience,’ so I knew I was going to learn a few things from long-time channel folks.” See the 10 interesting and sometimes surprising lessons that Craig learned last year.
  • Cloud Computing for Channel ManagementCloud Computing for Channel Management
    Cloud computing, including Software as a Service (SaaS), is here to stay and continues to become a larger piece of the IT budgets of small businesses, as well as global organizations.  Twenty one percent of companies are piloting SaaS applications, according to a recent Forrester Research Report.
     
    Gartner Research recently predicted that the SaaS market reached $9.6 billion in 2009. Not bad in a tough economic year. In fact, the research firm predicts growth of a similar fashion for the next four years and in 2013 Gartner is forecasting the SaaS market to reach $16 billion.
  • Consumerization Driving Cloud AcceptanceConsumerization Driving Cloud Acceptance
    A thunderstorm of noise has surrounded cloud computing during the past few years. Vendors, analysts, journalists and membership groups have all rushed to cover the cloud medium - although everyone seems to have their own opinion and differing definition of cloud computing.

    According to the most common definition, it is Internet-based computing where shared resources, software and information are supplied to users on demand, rather like a utility company would supply electricity, water or gas. 
  • Don't Let Channel Management Ruin Your Customer Experience
    Firms competing in channel-intensive markets are regularly challenged to satisfy finicky and value conscious customers without introducing too much cost and complexity.  All too often, however, a firm’s customer experience and value proposition is compromised by channel partners whose objectives, value proposition and capabilities are strategically incongruent.  

    To maximize customer satisfaction, managers should understand how their channel partners – such as resellers, portals, service providers, installers and retailers – interact with buyers through the entire marketing-purchase-service continuum.
  • R.I.P. the Old World & Why Cloud Causes Inevitable ChangeR.I.P. the Old World & Why Cloud Causes Inevitable Change
    Doing the same old same old won't deliver those old margin retaining results we all enjoyed ten years or more ago. In our sector this is not only about supply and demand competition from online stores for physical product, but much like comparing Netflix to blockbuster we are seeing many IT solutions fully moved to the cloud.  Meaning the actual customer no longer procures physical goods of hardware and software and no longer needs someone to plug it together and come out and maintain and upgrade it. Read more from Ian Moyse, Sales Director at www.workbooks.com.

PresentationsPresentations

PodcastsPodcasts

  • The New You: A More Strategic, Integrated and Targeted Channel PartnerThe New You: A More Strategic, Integrated and Targeted Channel Partner

    Michelle Chiantera, Senior Director, Americas Partner Marketing at Cisco, talks about the shift in customer buyer behavior and how the roles of marketing and sales need to be more strategic, more integrated and more targeted in order to positively impact the bottom line.

    She also discusses the biggest mistakes companies make when implementing mobile and cloud channels and the fear surrounding increased consumerization.

InterviewsInterviews

  • Times, Resources & Content: A PartnerTimes, Resources & Content: A Partner's Top Challenges
    In this interview, Leslie Bois and Jim Sullivan, Directors, North American Channel Sales, Kaspersky Lab, discuss the main challenges of educating and managing channel partners. They also address how to name effective strategies for identifying and recruiting the right partners, motivate and drive sales and communicate value propositions.
  • The New You: A More Strategic, Integrated and Targeted Channel Partner

    Michelle Chiantera, Senior Director, Americas Partner Marketing at Cisco, talks about the shift in customer buyer behavior and how the roles of marketing and sales need to be more strategic, more integrated and more targeted in order to positively impact the bottom line.

    She also discusses the biggest mistakes companies make when implementing mobile and cloud channels and the fear surrounding increased consumerization.

WhitepapersWhitepapers

  • Whitepapers: Lawfully Controlling Resale Price ErosionWhitepapers: Lawfully Controlling Resale Price Erosion
    Euegene Zelek, Partner at Freeborn & Peters LLP, is one of the nation's foremost experts on pricing and channel management law. In this report, he shares 4 papers he's written about price erosion including:
    • "Nine Options to Address Problem Discounting"
    • "Stopping Resale Price Erosion"
    • "Legal Tools That Support Value Pricing"
    • "Establishing an Effective Minimum Resale Price Policy"
  • Make a CRM System Work for You as an IT ResellerMake a CRM System Work for You as an IT Reseller

    For any organization that resells products or services it’s important to maximize your gross margins and ensure cash flow is healthy, particularly in today’s competitive market.

    At the same time, however, you need to deliver the highest quality service possible to your customers at the lowest cost to your business while differentiating yourselves in a positive manner.

    Get this mix right and you have a highly successful company with happy clients, growing sales, healthy profits and happy staff that are able to take customer development and loyalty to a whole new level. Read more from Ian Moyse, Sales Director at www.workbooks.com.

  • Creating Successful Marketing Enablement ProgramsCreating Successful Marketing Enablement Programs
    Take a look at this whitepaper by Hawkeye Channel on how to drive effective partner marketing using the tools that work!

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