Tech Vendor Channel Management: Best Practices And Benchmarks

Air Date: Tuesday, July 22, 2008

Cost: $250

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Description:

Channels and partner ecosystems have long played a central role in tech vendors' go-to-market strategies. But today's channel partners are being buffeted by the combination of shrinking product margins, competition from cloud-based services, technology decisions being made by non-IT users, and acquiring and retaining talent. And channel execs are being forced to adapt their channel programs to these changes. In this teleconference we present data from our survey of senior channel execs and use this to benchmark the performance of their partners and their own channel organizations. We provide insights into which channel initiatives will be important over the next 12 months and how their budget allocations changing. Additionally, we examine a broad variety of challenges, including partner-partner collaboration, the importance of cloud-based computing on the partner ecosystem, and partner sales and marketing performance.

Agenda:

• Challenges facing today's vendor partner ecosystems
• Is partner performance meeting channel execs expectations?
• Are channel budget allocation changing to meet today's business pressures?
• The top channel initiatives for the next 12 months

Related Research:

Helping Your VARs And SIs To Do Marketing

by Michael Speyer, April 11, 2008

SaaS Economics Will Change ISVs' SI And VAR Channels

by Michael Speyer, October 29, 2007

Advice For Improving Your IT Vendor Channel

by Michael Speyer, April 19, 2007

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.