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Indirect Channel Sales

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  • The Nuance of Coaching Partners
    The Nuance of Coaching Partners
    Rich Blakeman Recorded: Oct 3 2014 4 mins
    The Channel Enablers 2014 Channel Competency Study examined and identified the channel sales and channel management activities most closely tied to sales performance in complex B2B channel sales. Check out this quick video about one insight.
  • An Easy Way to Improve Customer Retention
    An Easy Way to Improve Customer Retention
    Rich Blakeman Recorded: Sep 1 2014 4 mins
    Insight from 2014 Channel Sales Competency Study
  • Channel Strategy Insights
    Channel Strategy Insights
    Rich Blakeman Recorded: Dec 6 2013 12 mins
    Top Survey Results from 2013 Miller Heiman Sales Performance Summit
  • Influencing Partners To Sell More
    Influencing Partners To Sell More
    Philip Moon Recorded: Jun 11 2013 5 mins
    What influences channel partner investment and focus on a vendor? Philip Moon of Channel Enablers examines three key drivers of partner mindshare, investment and focus.
  • Building partnership trust
    Building partnership trust
    Philip Moon VP IP Channel Enablers Recorded: Apr 15 2013 6 mins
    Philip Moon examines the role of the Channel Account Manager in establishing trusted business relationships with channel partners. How does trust drive business outcomes? What are the characteristics of partnerships with a high degree of trust? What behaviors undermine or destroy partnership trust?
  • Cloud Channel Engagement #3
    Cloud Channel Engagement #3
    Robert Fuller - President of Cycle Planning Recorded: Mar 25 2013 12 mins
    Part three of this four part series - To remain as trusted advisors to their customers channel partners need to understand the changing business needs of their customers and quickly become cloud-business enabled.
  • RedHat Global Channels Case Study
    RedHat Global Channels Case Study
    Philip Moon VP IP Channel Enablers, Ric Noble RedHat Program Manager for Global Channel Sales Recorded: Mar 14 2013 34 mins
    Red Hat® is the world's leading provider of open source solutions, using a community-powered approach to provide reliable and high-performing cloud, virtualization, storage, Linux®, and middleware technologies. The majority of revenue now flows through RedHat's highly developed indirect sales channel.

    In this half hour presentation Ric Noble, RedHat Program Manager for Global Channel Sales and Business Development speaks about how and why they engaged Channel Enablers and the business outcomes they achieved.
  • Cloud Channel Engagement #2
    Cloud Channel Engagement #2
    Robert Fuller - President of Cycle Planning Recorded: Mar 12 2013 11 mins
    The cloud channel customer. In this second of four videos foremost expert on cloud-channels Robert Fuller explains that customer adoption of cloud services varies wildly and for channel partners to be successful they must understand how customer decision processes are changing and where decisions are being made
  • Cloud Channel Engagement #1
    Cloud Channel Engagement #1
    Robert Fuller - President of Cycle Planning Recorded: Mar 7 2013 9 mins
    A four part video-blog series on successful Cloud Channel Engagement in conjunction with foremost expert on cloud-channels Robert Fuller. From 2009 through 2011 Robert was VP Worldwide Channel Sales and Marketing at Rackspace Hosting, where he introduced a global channel program and was responsible for all aspects of sales, marketing and program management for the channel. He is now the President of Cycle Planning, a consultancy focused on enhancing all aspects of channel engagement within high technology companies, including Strategy Development, Sales, Marketing and Program Development.

    In this first video Robert looks at the evolution of managed hosting and cloud services, why the pace of change is speeding up and why channel partners need to fully embrace this change right now!
  • Recruit, Enable and  Manage Cloud Channels: Indirect Sales Roundtable
    Recruit, Enable and Manage Cloud Channels: Indirect Sales Roundtable
    Philip Moon, Channel Enablers; Ian Moyse, Workbooks CRM; Jim Wagstaff, CloudFX and moderated by David Walker, BrightTALK Recorded: Jan 29 2013 62 mins
    As end-user demand for cloud services grows, new fast-growing pure-cloud vendors are emerging while existing high-tech vendors race to transform their businesses and their channels in time to grab market share.

    Indirect channel partners who have proven cloud-business credentials are in short supply, so while cloud-vendors compete to recruit the best partners they are also trying to migrate existing partners to the new business model.

    This panel will discuss the key challenges vendors face in recruiting, enabling and managing cloud-channels and what vendors can do to overcome them.

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