E ticket to channel success

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The document discusses the "E-Ticket to Channel Success", which consists of 5 essential elements for successful partner-driven channel success: Enthusiasm, Enterprise, Education, Ease, and Execution. It describes each element in 1-2 paragraphs, emphasizing that all elements must be present and execution is the most critical, as it unites the other elements and establishes trust through consistent follow-through. Successful onboarding of new partners requires demonstrating all five elements.

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
The E-ticket to Channel Success is a
collective of actions, understandings
and behaviors that lead to partner
driven success.
In every productive channel I’ve seen
over the past 25 years all 5 of these
elements existed.
In every case of failure one or more of
these elements were missing!
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
E-Ticket to Success Elements
• Ease
• Education
• Enterprise
• Enthusiasm
• …and the critical binder- Execution
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Ease
Easy to work with in every sense of the
word. Become the vendor partner they
go to first because you make their job
easier from first call to closed deal.
• Responsive to requests for assistance
– Quotes, RFPs, Meetings, Demos,
Collateral, Pre/Post Sales Support,
access to training, opportunity
registration - just be EASY!
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Ease
Why would you care?
Because resellers traditionally offer
many products to address their
customer’s needs – many overlap.
Regardless of price/margin they will
always lead with the option that is the
‘easiest’ for them to sell with less
obstacles to navigate.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
Education
Resellers will be more comfortable
recommending the product they know
the best.
Resellers will be more comfortable
recommending the product their
technical people are most proficient at
demonstrating, implementing, training
and supporting..
E-Ticket to Channel Success…

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Enterprise
Enterprise = Account Penetration = Up-
Selling = leveraging the resellers’
Farmer nature of account care and
nurturing.
Products that spawn greater
opportunity throughout their customer’s
business are far more appealing than
one-off sales.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Enterprise
Enterprise sales environments are
more inclined to require greater
services sales opportunities from
Business Process and Work Flow
reengineering to Integration Service
requirements in multi-platform and
heterogeneous infrastructures.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Enthusiasm
Enthusiasm is the catalyst that inspires
confidence in the sales representative
and their customers.
Enthusiasm about the product, program
and partnership begins with the Partner
or Channel Account Manager and can
be a force to shorten sales cycles and
overcome stiff competition.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Execution
Diligent Execution is the lynchpin and
most important of the earlier four
components it unites.
Execution is following through on your
promises, hitting deadlines and is
critical to establishing loyal
partnerships based on trust and
respect.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Execution
Execution is leading by example.
Execution is establishing a pattern of
consistent responsiveness that must be
in place before expecting the same
from your partners.
Your partners are frequently expected
to put their reputations on the line and
without trust it won’t happen.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Need help executing your Channel
Plan?
Call: Ken Beam, The VAR-City
Office: 972 800 2434
Direct: 972 240 8793
Mobile: 469 263 3084
Skype (var.city)
kbeam@thevarcity.com
http://www.thevarcity.com
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION

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For the full video of this presentation, please visit: https://www.edge-ai-vision.com/2024/06/building-and-scaling-ai-applications-with-the-nx-ai-manager-a-presentation-from-network-optix/ Robin van Emden, Senior Director of Data Science at Network Optix, presents the “Building and Scaling AI Applications with the Nx AI Manager,” tutorial at the May 2024 Embedded Vision Summit. In this presentation, van Emden covers the basics of scaling edge AI solutions using the Nx tool kit. He emphasizes the process of developing AI models and deploying them globally. He also showcases the conversion of AI models and the creation of effective edge AI pipelines, with a focus on pre-processing, model conversion, selecting the appropriate inference engine for the target hardware and post-processing. van Emden shows how Nx can simplify the developer’s life and facilitate a rapid transition from concept to production-ready applications.He provides valuable insights into developing scalable and efficient edge AI solutions, with a strong focus on practical implementation.

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“Building and Scaling AI Applications with the Nx AI Manager,” a Presentation...

E ticket to channel success

1. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits The E-ticket to Channel Success is a collective of actions, understandings and behaviors that lead to partner driven success. In every productive channel I’ve seen over the past 25 years all 5 of these elements existed. In every case of failure one or more of these elements were missing! E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

2. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits E-Ticket to Success Elements • Ease • Education • Enterprise • Enthusiasm • …and the critical binder- Execution E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

3. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Ease Easy to work with in every sense of the word. Become the vendor partner they go to first because you make their job easier from first call to closed deal. • Responsive to requests for assistance – Quotes, RFPs, Meetings, Demos, Collateral, Pre/Post Sales Support, access to training, opportunity registration - just be EASY! E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

4. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Ease Why would you care? Because resellers traditionally offer many products to address their customer’s needs – many overlap. Regardless of price/margin they will always lead with the option that is the ‘easiest’ for them to sell with less obstacles to navigate. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

5. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION Education Resellers will be more comfortable recommending the product they know the best. Resellers will be more comfortable recommending the product their technical people are most proficient at demonstrating, implementing, training and supporting.. E-Ticket to Channel Success…

6. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION Education Sales training must be initiated within two weeks of signing contract as a critical component of proper onboarding. A mix of online one-on-one, CBT, Webinars and onsite visits is the most effective. E-Ticket to Channel Success…

7. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Enterprise Enterprise = Account Penetration = Up- Selling = leveraging the resellers’ Farmer nature of account care and nurturing. Products that spawn greater opportunity throughout their customer’s business are far more appealing than one-off sales. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

8. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Enterprise Enterprise sales environments are more inclined to require greater services sales opportunities from Business Process and Work Flow reengineering to Integration Service requirements in multi-platform and heterogeneous infrastructures. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

9. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Enthusiasm Enthusiasm is the catalyst that inspires confidence in the sales representative and their customers. Enthusiasm about the product, program and partnership begins with the Partner or Channel Account Manager and can be a force to shorten sales cycles and overcome stiff competition. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

10. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Execution Diligent Execution is the lynchpin and most important of the earlier four components it unites. Execution is following through on your promises, hitting deadlines and is critical to establishing loyal partnerships based on trust and respect. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

11. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Execution Execution is leading by example. Execution is establishing a pattern of consistent responsiveness that must be in place before expecting the same from your partners. Your partners are frequently expected to put their reputations on the line and without trust it won’t happen. E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

12. 4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits Need help executing your Channel Plan? Call: Ken Beam, The VAR-City Office: 972 800 2434 Direct: 972 240 8793 Mobile: 469 263 3084 Skype (var.city) kbeam@thevarcity.com http://www.thevarcity.com E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION

E ticket to channel success

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