Webinar for ASAP - Association of Strategic Alliance Professionals. Topics include global state of channel partner and alliance management, multiple roles of the channel chief, and the shift in partner demographics. Channel Partner recruitment, nurturing and development as well as how to enter adjacent markets. A peek into the future of the channel as well as the 10 Channel Commandments.

1. Jay McBain jaym@channeleyes.com jmcbain

2. OF WORLD TRADE FLOWS INDIRECTLY

3. BOOKS ON DIRECT SALES
BOOKS ON INDIRECT SALES

5. From contracts to rules of engagement, portal and PRM management to co-marketing and MDF return
of investment. From segmentation to capacity planning, distribution, multi-tier and margin matrix. From
managing back-end dollars to conflict. From education, training and certification to solution alignment
and communication. From pre- and post-sales and technical support to fraud, partner satisfaction and
endless customizations. From community management to motivation, loyalty and partner-friendly value
propositions. From deal registrations to running partner advisory councils. From development of battle
cards and competitive education to driving co-branding, co-selling and co-marketing initiatives. From
controlling global branding to delivering a demo, try-and-buy and loaner program. From producing
partner friendly product roadmaps to securing sales in, sales out and end user reporting from dozens of
partner segments. From managing industry, geographic and technology verticals to optimizing
distribution routes to market. From simplifying growth and new customer programs to making sure that
your company is protected from gray and black markets. From administering international rules,
regulations and legislation to ensure all collateral, communication and media is translated around the
world. From observing pricing and fairness laws and norms to making sure the program is represented
across social media, email, web, newsletters, and search engines. From attending dozens of tradeshows
to publishing whitepapers, e-books, technical briefs and reference books. From integrating the PRM,
portal and other tools into the companies back end to mediating internal conflict and deference. From
representing the company in industry associations, peer groups and expert panels to making sure that
RMA’s, rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and
bloggers to making sure that Channel Account Managers are deployed and managed correctly. From
budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From developing and
accelerating top partners to developing an MVP program. From educating internal stakeholders to being
the external face of the company. From extending floor financing, credit terms to ensuring the
appropriate recognition program is in place.

6. IN IT PARTNERS SINCE 2008
RETIRING IN NEXT 10 YEARS
WILL BE MILLENNIALS BY 2024

7. CLOUD, SAAS, MANAGED SERVICES, RECURRING
REVENUE AND A CHANGING CUSTOMER SPEND

9. LESSONS FROM PAUL REVERE
ABOUT PARTNER RECRUITMENT

10. SECRET TO
REACHING THE CHANNEL

11. CHANNEL MARKETING

12. APPLYING
DANDELION &
COMMUNITIES
STRATEGY

13. HINT: THIS HASN’T CHANGED

15. 1. Computers willbemorehuman
2. Networks willbeubiquitous
3. Thewebwillbesmart
4. Littledeviceswillthink
5. Softwarewillbesmarter
6. Interneteconomywilltakeover
7. You’lllookatcomputersinanewway
8. Entertainment willbevirtual
9. Youridentitywillbedigital
10. Moore’s Lawwillcontinuetorule

16. 1. Computers willbemorehuman
2. Networks willbeubiquitous
3. Thewebwillbesmart
4. Littledeviceswillthink
5. Softwarewillbesmarter
6. Interneteconomywilltakeover
7. You’lllookatcomputersinanewway
8. Entertainment willbevirtual
9. Youridentitywillbedigital
10. Moore’s Lawwillcontinuetorule

19. STOP MANAGING THE CHANNEL WITH YOUR GUT
START MANAGING
WITH SCIENCE
INTRODUCING
POWERED BY CHANNELEYES