TreeHouse Interactive (www.treehousei.com), the technology leader in SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions, today introduced a new webinar series themed The Channel Marketer's ToolBox. The series is designed to deliver channel marketers with best practices and technology insights for building comprehensive channel programs and providing partners the necessary tools to increase their sales and effectiveness. The first webinar in the series will be focused on Optimizing Channel Partner Sales Effectiveness, featuring Jim Dickie, Managing Partner of research firm CSO Insights. Mr. Dickie will identify the key challenges impacting channel partner sales effectiveness, recent CSO Insights research findings, and explain how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services.
The new series draws from channel industry experts and analysts from distinct areas of expertise, including:
- Channel Sales
- Partner Program Operations
- Sales Incentive & Loyalty Programs
"We've seen interest in partner relationship management and channel marketing grow significantly over the last year, and yet many companies struggle with how to build an effective channel program that yields greater revenue," said Erich Flynn, CEO, TreeHouse Interactive. "Our new webinar series is focused on how channel managers can help their partners be successful, and generate more revenue for both vendor and partner. The series will deliver actionable guidance that attendees can implement immediately to both create a new partner program, or revive and improve existing programs to achieve greater results."
Webinar Schedule: The Channel Marketer's Toolbox
- Optimizing Channel Partner Sales Effectiveness April 3 at 1 p.m. Eastern
- Maximize your Partner Program for Increased Channel Revenue with PRM April 24 at 1 p.m. Eastern
- Entice Your Partners Utilizing Best Practices for Channel and Incentive Programs May 22 at 1 p.m. Eastern
April 3: Optimizing Channel Partner Sales Effectiveness
Presenter: Jim Dickie -- Managing Partner, CSO Insights
Nearly 95 percent of sales organizations polled by research firm CSO Insights raised their revenue objectives for 2014, and many of them are looking to meet these higher sales goals by selling increasingly more through channel partners. Partners can be a great resource for providing extended geographic coverage, selling into the small/medium account marketplace, and providing a value-add to move more products. So, it is not surprising to see more interest focused on selling through channels.
However, in today's challenging sales environment, it is becoming clear that companies need to understand their sales "in" from partners is a result of their partners' sales "out." In other words, you aren't successful unless your partners are. Jim Dickie of CSO Insights will identify the key challenges impacting channel partner sales effectiveness, and explain how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services.
About Jim Dickie
Jim Dickie is a Managing Partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. He has over 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is also a contributing editor for several publications including CRM Magazine, CRM Guru, SoftwareMag.com, and Harvard Business Review; he is also the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, and the co-author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge. He is an often-requested keynote speaker at sales effectiveness, sales management, CRM and E-Business conferences.
April 24: Maximize your Partner Program for Increased Channel Revenue with Partner Relationship Management
Presenter: Sean McCaffery -- Vice President of Channel Sales, ViaWest
Learn how an industry-leading partner program was built from the ground up. The ViaWest Partner Connect Program rewards partners for their commitment, while providing innovative solutions to their customers. Join Sean McCaffery, ViaWest Vice President of Channel Sales, as he reveals the best practices employed to take the ViaWest partner program to the next level. Learn how a technology leader addresses key business drivers that ultimately led to the decision to deploy a partner relationship management (PRM) solution. "We had the program running on the new partner portal platform in under six weeks and, since the launch of this program, ViaWest has experienced a 30 percent increase in new partners."
About Sean McCaffery
Sean McCaffery is Vice President of Channel Sales at ViaWest. He is responsible for driving and delivering sales and strategy for the channel partner program, which involves driving programmatic and process change in support of indirect sales models, building and implementing channel sales and marketing strategies, partner compensation, and implementation of all company channel initiatives. Prior to ViaWest, Sean was responsible for Channel Sales and Operations at Rackspace Hosting based in San Antonio, Texas, and Western Europe channel sales at Avaya Ltd based in London. In these roles, he created and drove the channel strategy for the region, built up region wide alliances with global system integrators, and established distribution strategies for scale, coverage and net new revenue. In addition to his technology experience, Sean has also earned his Masters in Business Administration from the Budapest University of Economics (Corvinus).
May 22: Entice Your Partners Utilizing Best Practices for Channel and Incentive Programs
Presenter: Deb Broderson -- Vice President of Marketing, Perks
Engaging channel partners through loyalty and sales incentive programs is crucial to the success of every partner program. Channel marketers are challenged daily with the need to entice and reward their partners for desired behaviors such as training, marketing and selling their products over competitive solutions, and increasing customer satisfaction with partner services and training. Join Deb Broderson, Vice President Marketing for Perks, as she reviews best practices for creating and running effective channel loyalty and sales incentive programs. Learn about the latest technologies being used to manage industry-leading incentive programs and how easy it is to tailor incentive-based programs to meet your business requirements.
About Deb Broderson
Deb Broderson comes to Perks with 20+ years of diverse experience leading channel marketing, marketing operations and program management teams within the technology industry. Deb has provided strategic direction to Fortune 500 clients, developed and executed global, multi-channel, go-to-market strategies and created worldwide field marketing organizations. Deb has worked on both the agency and client-side of the business, providing a well-rounded perspective to client challenges.
To learn more about Reseller View partner relationship management, see Reseller View resources. To learn more about Marketing View marketing automation see Marketing View resources.
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About TreeHouse Interactive
TreeHouse Interactive delivers leading SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions to companies that want to get better return on investment from their partner networks and marketing efforts. Reseller View is the most complete PRM in the industry while Marketing View has been innovating marketing automation since 1998. For more information, visit www.treehousei.com or call 801.576.8428.
Key words: marketing automation, demand generation, lead generation, partner relationship management, partner portal, PRM
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