The Future Of B2B Buying Is Aligned: Driving Sales & Marketing Alignment To Fuel The Revenue Engine
B2B buying habits are changing rapidly, and channel leaders who understand these changes, and can quickly adapt their partner sales and marketing motions to delight the buyer, will win. But who’s looking after the customer? What key changes in buying habits should channel leaders be aware of, and what can they do to enable partner […]
Check Point Engage: How To Build A Channel Sales Support App That Partners Really Use
As more companies offer “me-too” channel sales support apps, it’s getting harder to convince jaded channel partners that your offering isn’t just another tool that will eat up memory on their mobile device. During this session, Frank Rauch, Head of Worldwide Channel Sales at Check Point Software Technologies, will review the planning, development and ongoing […]
Exploring The Critical Building Blocks Of A Trustworthy Channel Ecosystem
Exploring The Critical Building Blocks Of A Trustworthy Channel EcosystemPartner-with-partner collaboration is rising at a dramatic pace. More than one-third of partners regularly collaborate with three to five other solution providers. Almost 20%regularly work with six to 10 partners. Not surprisingly, a growing number of vendors are assisting their partners in the development of a […]
To Maximize Channel Engagement, Personalize The Partner Portal Experience
Making your channel partners sort through everything you have simply to find what they need can make your portal a no-go zone. By creating personalized portals that recognize the variety of roles within partner organizations, channel-first companies are creating engaging and efficient experiences designed to set partners up for success. During this presentation, Cindi Johnson, […]
Going Vertical: How To Enable Channel Partners To Engage Line-Of-Business And Industry-Specific Buyers
With 65% of all technology buying decisions being made by business unit leaders, it’s imperative that vendors enable their partners to understand and address the very specific needs of their different prospects. During this presentation by Rob Spee, Regional Vice President of Channel Sales at OutSystems, and host of the “Channel Journeys” podcast, attendees will […]
The Endless River: How Customer Experience is Making Continuous Engagement An Imperative For Channel Teams
Technology was once a transactional business. Solution providers and sales reps would approach customers when they had something new on the line card—a new release, a new version or an upgrade. Transactional sales are increasingly a thing of the past. Value propositions are no longer just about cost savings, but rather in the technology outcomes […]
