Research outcomes 2013 channel challenges and opportunities

Insight from 2014 Channel Sales Competency Study

Top Survey Results from 2013 Miller Heiman Sales Performance Summit

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.

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?

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.

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.

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

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!

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.

Your channel partners have a unique view of your business and your markets - they have insight into your customers, your competitors and your own organization’s workings. In this 13 minute video Channel Enablers Senior Consultant Gene Blackley describes how properly constructed and run Partner Advisory Boards can provide valuable feedback and market insight.

Philip Moon (Channel Enablers VP of Products and I.P) has trained some of the best channel sales forces in the world. In this short video he shares some observations about the skills and behaviours of the best and identifies the five core channel competencies around which Channel Enablers channel sales curriculum is built.

A summary of findings from research conducted by Channel Enablers into vendor indirect channel challenges and opportunities in 2013

Brazil is now the sixth largest economy in the world and it is only one of several fast growing countries in the Latin America Region. Channel Enablers V.P Philip Moon speaks with Arnie Perez, CEO and Founder of Blitz Sales and Marketing, about what vendors need to do to succeed through indirect channels in the region.

Cloud Summit

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 ?
• What services and differentiation can be built around the Cloud?
• Cloud Channel Revenue : Cannibalisation and Cashflow
• Sales people and commission plans for selling Cloud services

Join our experienced panel recruited from different elements of the channel for this free ranging and frank debate.

David Walker: BrightTALK (moderator)
Ian Moyse Sales Director Workbooks
Ian Kilpatrick Chairman Wick Hill
David McLeman MD Ancoris

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?

Join this debate to discuss how channel partners are responding to a new way of distributing IT products and services. Find out where they believe they can add the most value. This expert panel is drawn from different elements of the channel to debate how the cloud is affecting their business. They will look at the main challenges the cloud presents and where the early opportunities lie.

On Tuesday 18th September 2012 Joe Galvin, Chief Research Officer, Miller Heiman Research Institute, presented a one-hour webinar explaining the strategic issues emerging from Miller Heiman's 2012 Best Practice study.

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.

Joe describes the new selling environment impacting vendors, partners and customers and the key findings from the 2012 Sales Best Practices Study. He summarizes the strategic issues and discusses the implications of each of these and explains the attributes of world-class sales organizations to help us understand why their performance is consistently better than others.

A recording of a webinar presented on Wednesday, September 12th 2012 by Rich Blakeman, Senior Vice President, North America of Channel Enablers, and Malcolm Carlaw, Executive Vice President of Impact Learning Systems—A Division of Miller Heiman.
As companies increase their reliance on indirect channels for sales and service, they also relinquish control of the customer's experience to third parties. For most customers, their experience in the channel defines their perception of your company's brand. Rich and Malcolm discuss what you can do to create and control a consistent brand experience for your customers served by the channel.

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.