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  • Current Attendee SnapshotCurrent Attendee Snapshot
    Please take a look at the impressive list of Directors and other C-Suite executives who have already signed up to attend the 6th Channel Management Summit.

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  • Past Attendee SnapshotPast Attendee Snapshot
    Take a look at the list of the impressive industry leaders who attended previous Channel Management Summits and are broken down by job title and company.
  • Dear Approving ManagerDear Approving Manager
    Detailed are the list of reasons you should attend the 6th Annual Channel Management Summit this September. Present your boss with list letter of highlighted sessions and key conference take-aways and you'll be sure to receive approval.
  • 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!

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

  • 2012 Channel Management Survey Results2012 Channel Management Survey Results
    Respondents to the 2012 Channel Management Survey answered questions pertaining to the industry, including;

    - What percentage of your channel budget is spent on partner training programs and initiatives?

    and

    - Where do you source partners for your partner network?

    See the results here.
  • 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.

PresentationsPresentations

ArticlesArticles

  • 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. 

    For example, we worked with an IT equipment manufacturer whose premium brand image was hurt by the actions of a deep-discounting, low service distributor.  In another case, a leading consumer goods company could not satisfy customer service requirements because one of their retailers was unwilling to invest in new capabilities. 

    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.
  • How Motorola's Social Media Channel Success Drives Product Innovation
    Motorola officially ceased to exist at the beginning of 2011. It emerged as two companies; the mobile phone division became Motorola Mobile and the data communications and telecommunications equipment provider department became Motorola Solutions.

    The two companies took the opportunity to streamline their individual channel management strategies, and appear poised to move forward more efficient than ever. But much uncertainty preceded the split as Motorola struggled with the recession, a lagging mobile phone division and a corporate restructuring.  

    Mark Chellis, the North American Director of Carrier and Channel Management, recently spoke to CMIQ about this restructuring.
  • 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.

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