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Channel Management Basics

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A presentation on the basics of Channel Management through Value and Clarity.

Published in: Business, Technology

Channel Management Basics

  1. 1. Channel Management<br />The Basics of Value & Clarity<br />Presented by Fred Newcome<br />
  2. 2. Presentation Overview<br /><ul><li>Today’s Presenter
  3. 3. Value Defined
  4. 4. Elements of Channel Management
  5. 5. Strategies
  6. 6. Implementation
  7. 7. Trends
  8. 8. Clarity</li></li></ul><li>Presenter’s Bio<br /><ul><li>Former Marine
  9. 9. Professional Services Manager
  10. 10. Web Application Startup
  11. 11. Software Channel Manager</li></ul>“Fred is great.  His enthusiasm is contagious.  He has lit the fire of opportunity under us all.”<br />Smead Software Dealer <br />
  12. 12. Channel Definition<br />What it DOES:<br />Distribute<br />What it IS:<br />VALUE<br />
  13. 13. Distribution Network<br />Channel<br />The Elements of Channel Management<br />Direct<br />Patrons<br />VARs<br />Intermediate<br />Basic<br />Premium<br />Influencers<br />Clients<br />User Groups<br />Independent Multi Line<br />
  14. 14. The Elements of Channel Management<br />The Champion Maestro<br />Channel<br />Direct<br />
  15. 15. The Elements of Channel Management<br />Your Resources<br />Marketing<br />Sales<br />Channel<br />Direct<br />Technology<br />Product Management<br />Professional Services<br />Admin<br />
  16. 16. The Elements of Channel Management<br />External Partners<br />VARs<br />Intermediate<br />Basic<br />Pemium<br />
  17. 17. The Elements of Channel Management<br />External Partners<br />Preferred Pricing Levels<br />Volume Incentives<br />Coop Marketing<br />VARs<br />Advanced Training<br />Technical Support<br />Intermediate<br />Premium<br />Basic<br />Lead Share & Registration<br />Business Development <br />
  18. 18. The Elements of Channel Management<br />Peripheral Resources<br />Patrons<br />Influencers<br />Clients<br />User Groups<br />
  19. 19. Strategies<br />Training, Tools & Engagement<br />
  20. 20. Implementation<br />VALUE, Strategy & Support<br />Systematic & Documented<br />Enthusiasm!<br />
  21. 21. Trends<br />
  22. 22. Summary<br />Clarity of Vision<br />
  23. 23. Thank You!<br />Fred Newcome<br />(651) 762-1184<br />fredscout@ymail.com<br />Presented by: <br />

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