Aligning Channel Marketing & Sales - A Practical 5-Step Approach

Presented by

Steven Kellam and John Ericksen

About this talk

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.

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CCI provides the channel expertise and technology top companies need to create and manage global incentive programs that motivate their partners, simplify channel management, and significantly impact their bottom line. CCI helps many of the most successful companies in the world - including Autodesk, Avaya, Brocade, Emerson, Blue Coat, Motorola, Siemens, Sony, Verizon, Xerox and more – turn their channel programs into a key competitive advantage. Founded in 1983, CCI is based in the San Francisco Bay Area, with sales and client management offices worldwide.