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Mingle Monday on Channel Management December 8th 2014
What are the 6 “best bets” for driving results in your distribution channel engagements?
WHY SHOULD YOU ATTEND ?
The Research
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Channel Enablers conducted a 2 month online survey to capture thechannel sales and channel management activities most closely tied tosales performance in the changing landscape of complex channelB2B sales.
This study significantly expanded the breadth and depth of ourChannel Sales Skills Assessment completed in 2010.
We will link the results from this study with “real life cases” duringour Mingle Monday on Channel Management.
KEY FEATURES
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The study covers:
Technologyvs
Non-Technology companies
3 major global regionsAMER – APAC –
EMEA
Managervs
Non-Manager
TYING BUSINESS RESULTS TO CHANNELCOMPETENCY PERFORMANCE
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• Channel Partner Productivity
Channel Core Fundamentals
• End Customer Retention Through the Channel
Channel Business Acumen
• Qualified Opportunities/Leads Generated by the Channel
Influencing Skills
• New Account Acquisition Through the Channel
Partner Planning
• Financial Target Achievement by Partners
Leading and Managing Partnerships
OUTCOME - WHERE TO PLACE YOUR BETS...
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Financial target achievement will
be 45% higher when you build and
present a partner business casefor investment.
When embracing metric development and SMART 90-day action plans, qualified opportunities improve 100%.
Channel partner productivity is 123% greater when committed to planning a strategy for partner development.
ABOUT CHANNEL ENABLERS SEMINARS
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1. Channel Core Fundamentals
Ability to execute on the strategyto identify, recruit, enable,manage and transition channelpartners in their territory
2. Channel Business Acumen
Understand the business modeland investment criteria ofChannel Partners and use thisto influence their investmentand behaviour
3. Influencing Skills
Articulate the key issues &business priorities that affectpartners’ stakeholders andhave the influencing skills tomanage partners to change andinvest as required
4. Partnership Planning
Manage the channel partner relationship,engagement and achievement of joint objectivesthrough the partner plan process
5. Leading and Managing Partnerships
Manage partners through critical stages in the salesprocess and the partner planning and managementprocessCoach and develop partners to identify and resolvetheir own barriers to success and to becomeindependently able to generate indirect salesrevenue
ABOUT MINDS&MORE
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Minds&More is a preferred partner for business growth through sales, marketing & transformation excellence. Our end-to-end services comprise strategic advice and consulting, interim operations as well as training and coaching to ensure tangible impact.
As Channel Enablers certified experts, we help companies in :
• Better defining and managing indirect channels
• Training marketing and sales managers
We also provide a wider range of solutions in Sales and Marketing
For more information, consult our website
MORE ON CHANNEL ENABLEMENT STRATEGIES ?
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Register here for our last 2014 Mingle Monday on December 8th
The session will be presented by:
Rudy Vercammen - Marketing Manager at NextelHe will give you some practical insights on how to better structure, train and enable your channel thanks to his broad experience in Marketing & Sales with a special interest in how ‘New ways of working’ improve the customer experience in a Digital and Mobile world.
Benny Van Calster - Partner at Minds&MoreHe will deliver to you the full results from the 2014 Channel Enablers study with a key focus on behaviors and planning competencies.
For more information about our sessions, follow us on linkedIn
MINDS&MORE cvbaMC Square Building, Lambroekstraat 5A, 1831 DiegemTel: +32 (0)2 719 02 55, fax: +32 (0)2 719 00 10, [email protected]
Your contact person: Mobile: Email:
Fiona Foschi – Communication Coordinator +32 485 148 [email protected]
