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CCI | Global Channel Management

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  • Deciphering the Voice of the Partner
    Deciphering the Voice of the Partner
    Steven Kellam and Kathy Contreras Recorded: Jun 27 2017 35 mins
    In this webinar, we discuss why so many believe that partner experience is more important today than ever before in the universe of channel incentives.
  • The Keys to MDF Success in a Digital World
    The Keys to MDF Success in a Digital World
    Steven Kellam Recorded: Mar 23 2017 55 mins
    As 2017 gets moving, the incentive world seems to be changing daily. The new buyer’s journey, digital marketing, social media ROI, cloud-based partners, digital body language, new specialized channels – the channel world is in flux. The one thing that has not changed is the need for growth. And love it or hate it, MDF and partner enablement still play a significant role in these efforts.

    A little back to basics, along with a good measure of the latest trends seems like a good place to start the year. While the core elements of a successful MDF program haven’t changed much, the increasingly dynamic context in which they are viewed and the rapidly changing landscape of the buyer’s and seller’s journey make it necessary to continue to dig deep into the details of each step of even the most historically successful program.
  • Aligning Channel Marketing & Sales - A Practical 5-Step Approach
    Aligning Channel Marketing & Sales - A Practical 5-Step Approach
    Steven Kellam and John Ericksen Recorded: Jun 30 2016 52 mins
    One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.
  • The New World of Channel Incentives
    The New World of Channel Incentives
    Kathy Contreras, Steven Kellam Recorded: May 23 2016 46 mins
    In this webinar, led by Kathy Contreras of SiriusDecisions, we will catch you up on the ever changing universe of channel incentives. Starting with MDF programs, we’ll identify the key challenges and highlight success criteria of traditional incentives. From there, we’ll delve into why it’s not just necessary, but imperative, that your incentive programs evolve beyond historical funding programs to the “new world” of channel incentives.
  • Give Bad MDF the Boot in 2016
    Give Bad MDF the Boot in 2016
    Steven Kellam & Peter Hornberger Recorded: Feb 10 2016 33 mins
    A review of MDF fundamentals, packaged around the most relevant industry trends that we see driving the necessary adjustments for success. While the core elements of a successful MDF program haven’t changed much, the ever dynamic context in which they are viewed and the rapidly changing landscape of the buyer’s and seller’s journey make it necessary to continue to vet the details of each step of even the most historically successful program.
  • How to Get the Most Out of Your Cloud Channel in the 2.0 World
    How to Get the Most Out of Your Cloud Channel in the 2.0 World
    Steven Kellam and Richard Flynn Recorded: Oct 29 2015 55 mins
    Get insights from leading vendors on how to:

    - Guide cloud partners to success – how to get the most out of partners who are, in many cases, turning their worlds upside down

    - Manage internal challenges – learn what internal organizational challenges face today's cloud services marketers and get tips on how to be successful

    - Mitigate risk – they may be cloud partners, but they still face typical partner challenges – gain helpful advice on how navigate in this world
  • Why Channel Partners Must Embrace Digital Marketing
    Why Channel Partners Must Embrace Digital Marketing
    Heather K. Margolis and Steven Kellam Recorded: Aug 5 2015 49 mins
    In today’s rapid-fire market, the time has come for everyone in the channel to embrace digital marketing or suffer the consequences. It is no longer a question of whether or not to engage, but rather to what degree and how to execute. Tune in as Heather K. Margolis of Channel Maven Consulting and Steven Kellam of CCI lead a strategic discussion and offer real-world recommendations on how to drive partner engagement and success through digital marketing.
  • Emerging Trends in Channel Incentive Programs
    Emerging Trends in Channel Incentive Programs
    Steven Kellam, SVP, CCI Recorded: Jun 22 2015 56 mins
    CCI’s SVP of Sales and Marketing Steven Kellam was joined by PartnerPath’s CEO Diane Krakora to present the 2015 Channel Incentive Benchmark Study. They delved into the results of the study and its relevancy to channel vendor programs in the software, hardware, and telecommunications industries.
  • Financial Best Practices for Channel Leaders
    Financial Best Practices for Channel Leaders
    Debra Delaney and Laz Gonzalez Recorded: Feb 11 2015 71 mins
    Getting the funds you need to run and grow a channel organization can be a struggle. Often channel teams are the key path to much or all of a company’s revenue, yet are often woefully underfunded. You may a superstar at partner marketing or sales strategy, but why do you often hear ‘no’ in trying to fund what you know you need to be successful?

    The good news is you don’t need to be a financial or legal expert to run and grow a program. But you do need to understand what to pay attention to, and how to measure it, and how to talk about it with the rest of the company.
  • 10 Channel Practices Going Extinct
    10 Channel Practices Going Extinct
    Steven Kellam and Peter Hornberger, CCI Recorded: Dec 3 2014 29 mins
    The one constant in the channel is that it’s always changing. Being in the channel space for over 30 years, we’ve seen many programs evolve and grow with time. But just as often we’ve seen programs fail to keep up with technology and their business realities. Discover which channel practices are becoming obsolete and learn what you need to do to adapt and succeed.

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