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Research outcomes 2013 channel challenges and opportunities

A summary of findings from research conducted by Channel Enablers into vendor indirect channel challenges and opportunities in 2013
Recorded Dec 11 2012 15 mins
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Presented by
Philip Moon VP IP Channel Enablers
Presentation preview: Research outcomes 2013 channel challenges and opportunities

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  • RedHat Global Channels Case Study Recorded: Mar 14 2013 34 mins
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  • Cloud Channel Engagement #1 Recorded: Mar 7 2013 9 mins
    Robert Fuller - President of Cycle Planning
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    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 Recorded: Jan 29 2013 62 mins
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    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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  • Research outcomes 2013 channel challenges and opportunities Recorded: Dec 11 2012 15 mins
    Philip Moon VP IP Channel Enablers
    A summary of findings from research conducted by Channel Enablers into vendor indirect channel challenges and opportunities in 2013
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  • Cloud in the Channel: The Big Debate Recorded: Nov 23 2012 49 mins
    David Walker, Ian Moyse, Ian Kilpatrick, David McLeman
    Cloud in the Channel: The Big Debate

    This is the second debate on the impact of Cloud in the channel. The success and feedback from our previous roundtable has led us to look at specific issues in greater depth.

    • Why should Cloud vendors use the channel ?
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    David Walker: BrightTALK (moderator)
    Ian Moyse Sales Director Workbooks
    Ian Kilpatrick Chairman Wick Hill
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    Current thinking is that the cloud will seriously disrupt the way the channel operates. If vendors can sell their services direct, what role does the channel have to play?

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    Joe Galvin, Chief Research Officer, Miller Heiman Research Institute
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    World-Class Sales Organizations are an exclusive segment of Miller Heiman's annual research that provide an ambitious but attainable measuring stick for other organizations who are working toward achieving high-performance results. To be included in this segment means the organization is producing better results than others in a group of key sales performance measurements. The best practices and strategic issues described by Joe are highly relevant to vendors who are focused on meeting the needs of end user customers through indirect channels.

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  • Selling partner transformation and investment Recorded: Jul 16 2012 8 mins
    Philip Moon VP IP Channel Enablers
    The move to the cloud is just the latest in a series of calls from high-tech vendors, for channel partners to transform themselves to new business models. In this brief video, Philip Moon looks at three reasons why such change initiatives often take so long to produce benefits and three practical steps to attain partner transformation and investment.
Best practices of indirect channel sales for vendors and manufacturers
Indirect sales now account for more than 70% of high-tech industry revenue and are a fast growing segment of many other industries too. Tune in to Indirect Channel Sales to hear the latest on multi-channel routes to market and the professional development of Channel Account Managers. This Channel is operated by Channel Enablers (a division of Miller Heiman); we assist vendors and manufacturers to transform their channel and alliance partnerships into a source of significant competitive advantage.

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  • Title: Research outcomes 2013 channel challenges and opportunities
  • Live at: Dec 11 2012 11:50 pm
  • Presented by: Philip Moon VP IP Channel Enablers
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