Four Keys to Success: Channel Enablement
|
|
- Sharyl O’Neal’
- 8 years ago
- Views:
Transcription
1 Four Keys to Success: Channel Enablement What are the risks? Where does it go wrong? In our global landscape, companies are finding ways to expand their workforce and establish collaborative partnerships by exploring channel opportunities. But is the investment worth it? How can you build successful partnerships that grow with your business? Toll free: PulseLearning
2 01 U N D E R S T A N D T H E R I S K S. W H E N I T C O M E S T O CH A N N EL E N A BL E M E N T, TH E RE I S A L O T O F M O N E Y O N T H E LINE. In the past three years, spending on enablement programs has been steadily rising among companies with an ecosystem of 500 partners or more. (Sales Enablement Best Practices, 2012) This trend is showing no indication of slowing down. The price tag for 2013, estimated by global research and consulting firm Forrester, is close to $63 BILLION (USD) including approximately $50 billion on partner incentive programs. With so much at stake, companies are continually re-evaluating their return on channel investment (ROCI) and looking for ways to improve their bottom line. Research shows that successful enablement programs are costly to design, launch, and maintain. Partner ecosystems are in flux and channel partners are required to adapt to shrinking product margins, skills shortages, and new competitor types. (Tim Harmon, 2013) Without the proper training in place, companies may be confronted with a loss of market share and lack of control in the distribution pipeline and customer experience. H O W E VER, I N V E ST M E N T I N TR AI NI N G IS N O T E N O U G H. Enablement programs need to be aligned to partner interests to foster loyalty. Otherwise, partners may leave for a competitor, taking all their training and lessons learned with them. Considering the risk, why do companies continue to invest in this form of market penetration? Quite simply, the overall earnings on both ends increase exponentially when a partnership is successful. It pays to invest when the win is so big! ENABLEMENT IS CRITICAL TO SUCCESS In a study published in May, 2013, Gartner highlighted that the most successful companies with global supply chains are investing time and resources in expanded university relationships, rotational programs, multichannel learning options, certification programs, leadership development and others. They understand that to capitalize on channel partnerships, they need to invest in training. PulseLearning
3 02 A D D V A L U E T O Y O U R P A R T N E R. N O O N E I S A S I NT E RESTED I N M A KI N G Y O U M O N E Y AS Y O U AR E. You want your partners to independently drive the sale cycle in your desired markets and grow with you. You need them to identify new customers for your product or solution, engage with decision-makers, and communicate a clear value proposition. But before you invest more money into a one-size-fits-all solution, make sure you understand who your partners are and exactly what they need. M O N E Y I S O NL Y P AR T O F T H E E Q U A TI O N. Compelling research shows that financial incentives, commonly the driving force behind channel engagement, are only effective in the short term. (London School of Economics, 2011) Considering the investment required to enable your channel, it is critical to think long term. For example, when faced with shrinking budgets, companies may choose to redistribute their funds and invest in growing strategic Value Add Reseller partners versus delivering blanket programs that treat VARs and resellers alike. Certainly, financial incentives are a key component of enablement programs in general. However, the emphasis on money alone could open the door for a competitor to sweep in with a higher bid that offers greater margin or bonuses. GI V E P AR T N ER S A R EA S O N T O I N V ES T I N Y O U. Consider proactive training that is focused on aligning company and partner strategies, as well as channel enablement programs that help your partner motivate its workforce. Providing training in solution PARTNERSHIPS THRIVE WHEN YOUR PARTNER IS INVESTED IN YOUR SUCCESS. selling, drafting value propositions, and so on may help your partner establish itself as an authority, enhancing partner credibility and your bottom line. HEL P Y O UR P AR T N ER G R O W. To increase your ROCI, you can offer enablement programs that support your partners in these areas: M AR K E T POSITI O N CLIENT SATI SF A CTI O N INNOVATI O N C O M M E R CIAL VAL U E DIFFERENTI ATI O N PulseLearning
4 03 I D E N T I F Y T R A I N I N G N E E D S. TR AI NI N G C O M E S I N M A N Y SH AP E S A N D S IZES. Some channel enablement programs offer instructor-led courses, while others may provide channel training entirely online. Between support materials, s, and marketing collateral, it is highly likely that your partners are exposed to large quantities of information. But, do they understand it? The goal of channel partners is to sell your product or service and make you and their company money. When a partner is unsuccessful, the first line of defense is to provide more marketing materials or target incentives. Before sending out more information about your product or dismissing a partner's growth potential, ask: Why isn t your partner succeeding as you would like? L O O K F OR A K N O W L E D G E GA P. Partners who have difficulty formulating value propositions do not stay true to program requirements, are not leveraging rebates, and so on may have a knowledge gap that needs to be filled. In some instances, a phone call by the relationship manager can clarify doubts around topics such as incentive programs or rebates. Where ecosystems are too large to make one-on-one contact sustainable, you can distribute online information with assessments and surveys that measure comprehension. Consider offering brief web modules that communicate features, advantages, and benefits (FAB) to increase product knowledge. Draft mini scenarios to help partners understand how customers might use the product or service in specific markets. Most importantly, confirm that all your partners can quickly identify where to get help and answer questions within your company. I D E N TIFY S KIL L S PR AC TICE A N D M A ST ER Y O PP O RTUNITI E S. Partners that fail to identify market growth opportunities or do not work independently throughout the sales process may benefit from skills training. Delivery formats can vary from weekly s with tips and tricks to fully immersive online scenarios. Consider supporting customer service skills by deploying telescripts, which are accessible on mobile devices. Provide on-the-job support with QR codes on product packaging that link to additional information. Train representatives from the partner company to serve as on-site coaches, carrying out skills practice within their teams. Make sure your partner is aware of and using the tools you provide. These include marketing collateral, HTML assets for web sites, content for partner use, and so on. Some companies are successfully developing apps with sales playbooks to support their products and services. Others are investing in story-driven scenarios for their partners to practice key skills such as identifying new customers, engaging with decision-makers, and PulseLearning
5 communicating a clear value proposition. Regardless of the format, consider discussing your training needs and exploring opportunities with an expert to ensure you are investing in the right tool for the job. M O TI VA T E Y O U R PA R T N E R S T O S ELL. Partners that know how to sell and understand your product but fail to meet targets may lack motivation to do so. What is in it for them? Are your rewards aligned to what they care about? Traditionally, channel enablement will include programs, incentives, and rebates. Rather than simply adding percentage points to margin or commission, consider training programs on how to fight the competition, improve retention of sales people, build customer loyalty, and so on. Are you mitigating risk for your partner as you would for yourself? VAR partners may already be putting their independence and flexibility on the line by partnering with you. Help them increase their market share in exchange. HEL P Y O U R PA RTNER OV ER C O M E E N VIR O N M E N T AL H U R DLES. Partners that are committed to the channel relationship, know how to sell, and understand the products are highly likely to succeed. However, in some cases they do not. Why? Consider the market conditions for your channels. How easy is it to sell your product or service? Are you building customer demand and marketing yourself? Is there a competitor that has long held on to your partner s territory? Partners with knowledge, skills, and motivation are a boon to the channel model. Make sure they are set up for success by helping them identify and resolve external factors that are affecting their growth. CL O SE T H E F EE D B AC K L O O P. Your channel has something to teach you. Does your training encourage open communication on behalf of your channel participants? Or is it a one-way street where you send out information and close the door? If the lessons learned from channel sales do not make it back to you, you are losing valuable knowledge capital that you cannot get back. The question "What have you done for me lately?" applies to your channel partners as well. Make sure to check periodically and confirm that you are adding value to them in return for their work. H O W A R E Y O U T R A I N I N G? ON-BOARDING FOR NEW PARTNERS BREAKFAST SEMINARS CERTIFICATION PROGRAMS WEBINARS MOBILE JOB AIDS MENTORSHIP CALLS FEEDBACK SURVEYS ON-SITE COACHES MONTHLY CHANNEL CALLS ENABLEMENT PODCASTS LUNCH AND LEARN SERIES ANNUAL RETREATS BUNDLED PROMOTIONS WEB MODULES QR CODES ON PACKAGING TIPS AND TRICKS S ONLINE SCENARIOS SALES PLAYBOOK APPS SALES SKILLS WEBINARS ROLE PLAY LABS PulseLearning
6 04 T R A I N F O R T H E F U T U R E. TR AI N P ARTNERS WI TH ST RATEGIC P O T E NTI AL. Rather than value a partner based on their current revenue, consider their untapped potential and how valuable they may become. Are your high-revenue partners getting all the attention? Larger channel partners tend to bring in greater revenue. It is tempting to focus on growing a partner that is already working. But consider this. The larger the channel partner company is, the more likely it is that it has fixed company policies and processes in place that may or may not support your strategic goals. What if you invested time in growing and training smaller volume partners that are aligned to your company's vision and strategic direction? Remember, large transactional partners can be easily swayed to switch to a competitor if the price is right. Partners that are invested in the strategic direction of your company are less likely to switch boats. Revenue does not equate loyalty. SUMMARY Channel enablement is an expensive proposition. To grow your ROCI, give partners a reason to invest in you. Help your partner grow by providing the training that fits your channel needs. Look for knowledge or skills gaps and provide just-in-time solutions. Increase motivation and support your partner in growing the market. Establish a culture of open communication and emphasize partners that are strategically aligned to your organization s most critical priorities. Most importantly, make sure the tool you are investing in is right for the job! For a closer look at how channel enablement solutions can be tailored to meet your needs, contact the team at PulseLearning. PulseLearning creates learning solutions that bring measurable business value to our clients. We achieve this through a high-energy, client-centric approach that combines excellence in people, process, partners, technology, and innovation. Our vision is to be the dominant provider for learning solutions within our chosen sectors. Visit our website for more information: PulseLearning
Automating Marketing Localization
Bridging the Gap between Corporate and Distributed Marketers With traditional brand marketing channels rapidly declining in effectiveness, a successful, collaborative relationship between corporate marketing
More informationEvents & Seminars 2015-2016 Catalog
Events & Seminars 2015-2016 Catalog Achieving Operational Excellence A program for senior managers of labor-intensive contractors www.fminet.com/programs/aoe $1,295 for the first attendee $1,095 for each
More informationChanging the game: The new face of customer experience
Changing the game: The new face of customer experience Why should you care? I m so close to dropping my bank, because they keep having promos to get new clients, but what are they doing to keep me happy?
More informationCoriant PartnerPlus Services
PartnerPlus Program Coriant PartnerPlus Services SELECTIVE PARTNERSHIPS DRIVING PROFITABLE RESULTS THE CORIANT PARTNERPLUS PROGRAM IS A HIGHLY SELECTIVE PROGRAM FOR SALES PARTNERS, BUILT ON ESTABLISHING
More informationPRM SOFTWARE AS POWERFUL AS YOU NEED IT TO BE. Partner Relationship Management: A Success Guide for Emerging Growth Companies
PRM SOFTWARE AS POWERFUL AS YOU NEED IT TO BE Partner Relationship Management: A Success Guide for Emerging Growth Companies Table of contents Partner Relationship Management for Emerging Growth Companies...
More informationWhite Paper 7 Questions You Should Be Asking About Your Channel Sales Incentive/Loyalty Program, & The Platform & Services That Power It
7 Questions You Should Be Asking Sales Incentive/Loyalty A Compelling Case For Optimizing Your Solution Now A Compelling Case For Optimizing Your Solution Now Your current sales incentive and loyalty program
More informationUNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH
UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH CONTENTS 1 INTRODUCTION Page 3 2 COMPETITIVE PROPOSITION Page 4 3 USER PROFILING/AUDIENCE DNA Page 9 ENSURE YOUR BRAND HAS A CLEAR, COMPELLING
More informationInfoTrak Information for Better Decisions
InfoTrak Information for Better Decisions Profitable Customer Relationship Management Builds on Strategy and Technology On average, businesses lose 15 percent to 20 percent of their customer base each
More informationFuture-proofing Your Business with Open Marketing. By David Mennie, Senior Director, Product Marketing, Acquia
Future-proofing Your Business with Open Marketing By David Mennie, Senior Director, Product Marketing, Acquia Table of Contents Marketing the Open Way 3 The Rise of the Technical Marketer 4 What Is Open
More informationIntegrated Communication
Integrated Communication Integrated Communication is a 15-credit mandatory module which sits within the suite of Level 4 modules. To gain the CIM Level 4 Certificate in Professional Marketing a pass in
More informationLead to Money: Aligning Finance with Sales and Marketing Processes
#LeadToMoney Sales Management Association Webcast Lead to Money: Aligning Finance with Sales and Marketing Processes 13 February 2014 Presented by Copyright 2014 The Sales Management Association. About
More informationTen Elements for Creating a World-class Corporate Diversity and Inclusion Program
Ten Elements for Creating a World-class Corporate Diversity and Inclusion Program Michael C. Hyter, President & CEO Novations Group, Inc. Ten Elements for Creating a World-class Corporate Diversity and
More informationHow To Get Started With Customer Success Management
A Forrester Consulting Thought Leadership Paper Commissioned By Gainsight April 2014 How To Get Started With Customer Success Management Table Of Contents Four Actionable Steps To Setting Up Your Customer
More informationManagement Update: The Eight Building Blocks of CRM
IGG-06252003-01 S. Nelson Article 25 June 2003 Management Update: The Eight Building Blocks of CRM Customer relationship management (CRM) represents the key business strategy that will determine successful
More informationBY KARI VAN DYKE VICE PRESIDENT & SALES LEADER RICHARDSON
BY KARI VAN DYKE VICE PRESIDENT & SALES LEADER All the time, money, and effort that go into hiring sales employees can be wasted if the right program isn t in place to bring them on board quickly and effectively.
More informationThought Leadership Selling
Thought Leadership Selling How to execute sales programs that engage your customers and differentiate your sales experience with education, ideas and insights The Emergence of Thought Leadership as a Sales
More informationThe Financial Services Industry: Sales Trends and Strategic Initiatives
Contact the Richardson Team at 215-940-9255 RICHARDSON 1818 MARKET STREET SUITE 2800 PHILADELPHIA, PA 19103 TEL 215.940.9255 WWW.RICHARDSON.COM or visit us on the web at www.richardson.com COPYRIGHT 2014
More informationGENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY.
GENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY. fueled by challenge. powering success. sm 1,500 dealer programs in 27 markets Parts wholesale has the potential to significantly contribute
More informationCustomer Relationship Management: Tool or Philosophy?
Customer Relationship Management: Tool or Philosophy? A system cannot understand itself. The transformation requires a view from outside. - W. Edward Deming CRM a general perspective: A successful CRM
More informationAfter years of intense discussion and little action, outcome-based healthcare has arrived with a boom.
September 2013 After years of intense discussion and little action, outcome-based healthcare has arrived with a boom. It s as if that twinkling little star went supernova. In fact, are driving the new
More informationSecure Your Success. Intel Security Partner Program
Secure Your Success Intel Security Partner Program Today s digital security threats are more sophisticated and complex than ever. At the same time, computing advancements are opening up new possibilities
More informationManager Training by HRLC
HR Leadership Council A CLC Service for Midsized Organizations Manager Training by HRLC Course Catalog HRLC has developed a manager training program focused on the most important foundational skills, as
More informationFinancial Services. Market Insights, Drivers & Best Practices
Financial Services Market Insights, Drivers & Best Practices Purpose This guide provides key insights for digital marketing practitioners and executives working in the Financial Services industry. Those
More informationOwn, launch, grow and support your cloud backup and recovery offering
Asigra Hybrid Partner Program Own, launch, grow and support your cloud backup and recovery offering Recovery is Everything Get powered by Asigra. Deliver your own backup service, be a data recovery specialist,
More informationORACLE CRM ON DEMAND INSURANCE DISTRIBUTION MANAGEMENT SOLUTION
ORACLE CRM ON DEMAND INSURANCE DISTRIBUTION MANAGEMENT SOLUTION For many insurance carriers, sales through indirect channels form the largest proportion of their business. However, most carriers do not
More informationDeveloping a Profitable Service Annuity Business
Developing a Profitable Service Annuity Business WHITE PAPER Services Made Simple Copyright 2014 by MaintenanceNet, Inc. All Rights Reserved. 1 Using Data to Meet Your Sales Quota The competitive landscape
More informationEmployee Engagement Drives Client Satisfaction and Employee Success in Professional Services
Employee Engagement Drives Client Satisfaction and Employee Success in In professional services, business success is achieved through employee success. Organizations that prioritize top talent gain competitive
More informationDownload: Best Practices for Successful Partnerships
Download: Best Practices for Successful Partnerships Introduction You finally have the product or solution that you have been pouring your heart and soul into finished and market ready. You now need to
More informationHow to Evaluate a CRM System
How to Evaluate a CRM System Implementing an effective Customer Relationships Management (CRM) software system is becoming increasingly necessary for companies struggling to weather the recession to build
More informationPharmaceutical Sales Certificate
Pharmaceutical Sales Certificate Target Audience Medical representatives Objective The objective of this program is to provide the necessary skills and knowledge needed to succeed as medical representatives.
More informationBest Practices for Relationship Marketing
WebTrends 851 SW 6th Ave., Suite 600 Portland, OR 97204 1.503.294.7025 1.503.294.7130 fax US Toll Free 1-877-WebTrends (1-877-932-8736) WebTrends Sales 1.888.932.8736 sales@webtrends.com Europe, Middle
More informationSales Compensation and Incentives
Sales Compensation and Incentives Question: What are the goals of a compensation plan? Goals of Compensation Motivate AE s to exceed revenue targets Motivate sales of multiple products Drive sales behavior
More informationRecruitment Process Outsourcing:
Recruitment Process Outsourcing: What You Should Look for in an RPO Provider James F. McCoy Vice President & RPO Practice Lead It used to be that companies looked exclusively at cost and process to identify
More informationPSI Leadership Services
PSI Leadership Services Strategic Solutions for Your Leadership Needs Select, Promote, & Develop the Leadership Talent Needed to Drive the Growth of Your Business SOLUTION BENEFIT/OBJECTIVE TYPICAL PROJECTS
More informationThe Five Disciplines of Channel Management
The Five Disciplines of Channel Management Drive Your Partner Investments to a Competitive Advantage and Improve Your Company s Efficiency and Effectiveness Executive summary In today s business environment,
More informationCisco Partner Field Guide Leading Practices for Partner Profitability
Version 1.0 Leading Practices for Partner Profitability VERSION 1.0 Leading Practices for Partner Profitability Cisco Services Making Networks Work. Better Together. Contents 3 Contents 3 Section 1: Introduction
More informationCable s Rapid Reinvention
Achieving Differentiation in a New Competitive Landscape Mark Syp, Group Vice President, Major Cable and Telco Accounts, Maritz abstract The lines are blurred. The cable industry has moved into a new,
More informationEVP The foundation of a strong Employer Brand. HR Swiss Congress 2014, Bern
HR Swiss Congress 2014, Bern Employer Branding in 1913 2 Influence your Employer Brand in the right direction ALL EMPLOYERS HAVE AN EMPLOYER BRAND. Even if employers don t actively control the brand, it
More informationNew Realities, New Approaches
Wealth and Asset Management Services Point of View New Realities, New Approaches Changing the Client-Advisor Relationship in Wealth Management Two major trends the changing nature of clients, and shifts
More informationAccountable Care: Clinical Integration is the Foundation
Solutions for Value-Based Care Accountable Care: Clinical Integration is the Foundation Clinical Integration Care CoordinatioN ACO Information Technology Financial Management The Accountable Care Organization
More informationMonetizing Mobile Applications How to maximize investment, move up the value chain and expand into new markets
Monetizing Mobile Applications How to maximize investment, move up the value chain and expand into new markets Strategic White Paper Network providers are well aware of the challenges presented by today
More informationFáilte Ireland Sales Academy. The Fáilte Ireland International Sales Management Programme The Fáilte Ireland Sales Excellence Programme
Fáilte Ireland Sales Academy The Fáilte Ireland International Sales Management Programme The Fáilte Ireland Sales Excellence Programme PROGRAMME OVERVIEW The very best tourism professionals are strategically
More informationOnboarding Your Guide to Retaining Your New Employees
Onboarding Your Guide to Retaining Your New Employees Welcome Aboard! Onboarding New Employees to the National Oceanic And Atmospheric Administration: A Guide to Early Success New employees that are brought
More informationInterview Guide for Hiring Executive Directors. April 2008
Interview Guide for Hiring Executive Directors April 2008 Introduction This interview guide has been developed to help the Board of Directors of Big Brothers Big Sisters agencies interview candidates for
More information8 Ways To Build Your Brand Using Social Media
8 Ways To Build Your Brand Using Social Media 1 introduction 8 Ways to Build Your Brand Using Social Media Social media has changed the way our entire world works. Everyone has an equal voice and immediate
More informationThe Framework for Structuring a Sales Effectiveness Program
The Framework for Structuring a Sales Effectiveness Program Werner Hess Director Carpedia Consulting (Pty) Ltd Introduction The following paper is a discussion on a series of aspects that are imperative
More informationSales Coaching for Improved Performance:
WHITE PAPER Sales Coaching for Improved Performance: Turning Sales Managers into Great Coaches Companies know the value of training their sales force, but many don t realize the importance of developing
More informationWHITE PAPER. 7 Keys to. successful. Organizational Change Management. Why Your CRM Program Needs Change Management and Tips for Getting Started
7 Keys to successful Organizational Change Management Why Your CRM Program Needs Change Management and Tips for Getting Started CONTENTS 2 Executive Summary 3 7 Keys to a Comprehensive Change Management
More informationThree Benefits You Gain by Managing the Customer Journey
Three Benefits You Gain by Managing the Customer Journey TABLE OF CONTENTS Three Benefits to Focusing on CX and Customer Journeys...1 Overcoming Roadblocks on The Path to Great Experiences...4 Keys to
More informationSelling the Cloud: 8 Keys to a Successful Land and Expand Strategy for SaaS Solution Providers
Selling the Cloud: 8 Keys to a Successful Land and Expand Strategy for SaaS Solution Providers EXECUTIVE BRIEF Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology
More informationENABLING CUSTOMER ENGAGEMENT IN B2B By Jerry Alderman
ENABLING CUSTOMER ENGAGEMENT IN B2B By Jerry Alderman The Customer Engagement Imperative The power in business-to-business has shifted from sellers to buyers, as new technologies have enabled global competitors
More information10 Quick Tips for a Successful VAR Channel Program
1 10 Quick Tips for a Successful VAR Channel Program Improving sales efficiency and reducing the cost of sales is putting additional pressure on high tech companies to implement or improve their current
More informationWhy is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales channel?
1 Spring, 2012 Increase Revenues with Channel Sales Management www.channelinsight.com EXECUTIVE SUMMARY Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into
More informationThe healthcare payer revolution. Using learning to increase human performance and drive member satisfaction.
The healthcare payer revolution. Using learning to increase human performance and drive member satisfaction. Effectively responding to regulatory and competitive changes in the healthcare segment requires
More informationStrategic Employee Onboarding: First Impressions Are Everything
ONBOARDING Strategic Employee Onboarding: First Impressions Are Everything Cornerstone OnDemand Whitepaper Series 2007 Cornerstone OnDemand, Inc. All Rights Reserved. Table of Contents Onboarding: More
More informationOPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION
OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION UNDERSTANDING CUSTOMER NEEDS Most sales organizations strive to preserve their margins during the sales process; but even the savviest salesperson
More informationInformatics For Business Administration
Informatics For Business Administration 3.1 Definition 3.2 Operational and Analytical CRM 3.3 Marketing the source of valuable customer data 3.4 The core processes CRM 3.5 CRM software 3.6 A CRM Implementation
More informationOpportunity or threat? How IT organisations should view the cloud - and respond
White paper Opportunity or threat? How IT organisations should view the cloud - and respond For decades, IT consultants, resellers and integrators have proved invaluable to technology vendors. They've
More informationImprove Sales Performance
Improve Performance by Investing In Talent Management Competitive compensation programs have their place in motivating sales teams, but not all sales force performance problems can be solved with money.
More informationThe Cornerstones of Accountable Care ACO
The Cornerstones of Accountable Care Clinical Integration Care Coordination ACO Information Technology Financial Management The Accountable Care Organization is emerging as an important care delivery and
More informationCustomer Centricity in Banking: Driving Revenue and Loyalty. Developing the 21st century workforce TM
Customer Centricity in Banking: Driving Revenue and Loyalty Developing the 21st century workforce TM In today s hypercompetitive banking environment, most financial-services firms are overlooking the one
More informationAchieving Results Through Genuine Leadership TM
Achieving Results Through Genuine Leadership TM T R A I N I N G Struggling daily with tough business issues and essential goals, organizations are prepared when genuine leaders are eager to live out the
More informationHow To Fix A Broken Performance Management Program How Leading Organizations are transforming Performance Management to maximize Business Value
Orange County Convention Center Orlando, Florida June 3-5, 2014 How To Fix A Broken Performance Management Program How Leading Organizations are transforming Performance Management to maximize Business
More informationBUILDING A SUCCESSFUL BUSINESS CASE FOR TALENT MANAGEMENT TECHNOLOGY By Kelly McCombs and Tim Welsh, AON Hewitt
BUILDING A SUCCESSFUL BUSINESS CASE FOR TALENT MANAGEMENT TECHNOLOGY By Kelly McCombs and Tim Welsh, AON Hewitt Introduction Human Resources today sits smack-dab in the middle of the most compelling and
More informationsales training There s a better way to select
SALESANDMARKETING.COM MAR/APR 2012» $10 YOUR MEETINGS SUCK AND JON PETZ KNOWS WHY 16 LUXURY PRODUCTS MOTIVATE BOTH ENDS OF THE EMPLOYEE SPECTRUM 34 There s a better way to select sales training closers
More information5-Step Guide To Successful Loyalty Programs. Combining Technology And Service To Bridge The Loyalty Gap
5-Step Guide To Successful Loyalty Programs Combining Technology And Service To Bridge The Loyalty Gap % Contents Introduction... 3 Define a Loyalty Customer Base via Data Collection and Analysis.. 5 Create
More informationOPTIMIZING INSURANCE DISTRIBUTION THROUGH A HYBRID MODEL
www.wipro.com OPTIMIZING INSURANCE DISTRIBUTION THROUGH A HYBRID MODEL Sasi Koyalloth Connected Enterprise Services (CES) BAS Table of Content 03... Abstract 04... Challenges of Direct and Agent-based
More information20 Customer Service Best Practices SELL. SERVICE. MARKET. SUCCEED.
20 Customer Service Best Practices SELL. SERVICE. MARKET. SUCCEED. We are firm believers in putting the customer back in customer service. It can be easy for customer service departments to continue doing
More informationBest in Class Customer Retention
Take your business to the next level Best in Class Customer Retention A 5% Improvement Can Double Your Bottom Line Profits Free Sales and Marketing Audit Call 410-977-7355 Lead Scoring, Prioritization,
More informationPARTNER ACCELERATOR PROGRAM. Delivering Value and Joint Success... Faster
PARTNER ACCELERATOR PROGRAM Delivering Value and Joint Success... Faster 1 Table of Contents Who is Software AG? 2 Why Software AG? 3 Partner Accelerator Program 4 Program Structure 4 Partnership Achievement
More informationSupplier Strategies for e-tailing Success A Fresh Look at e-tailing, Online Shopping And the Aftermarket
A Fresh Look at e-tailing, Online Shopping And the Aftermarket Automotive Aftermarket Suppliers Association November 2015 Delivered by UPS A Fresh Look at e-tailing, Online Shopping and the Aftermarket
More informationEMARSYS PARTNER PROGRAM
EMARSYS PARTNER PROGRAM CONTENTS EMARSYS PARTNER COMMUNITY 3 PARTNER PROGRAM TYPES 5 AGENCY PARTNER PROGRAM 6 REFERRAL PARTNER PROGRAM 8 RESELLER PARTNER PROGRAM 12 EMARSYS PARTNER COMMUNITY 4 EMARSYS
More informationCallidus Software Investor Presentation Name: first, last Leslie Stretch CEO Date Ron Fior CFO
Callidus Software Investor Presentation Name: Leslie Stretch first, last CEO Date Ron Fior CFO Safe Harbor Statement Some of the comments we will make today are forward-looking statements. They are based
More information56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training.
56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training. Jay Abraham is a man you should all know. If you do not - go to the library and start learning - just do it! He
More informationFor the Public Sector. The Missing Link: Improving your organisation, by linking reward to performance. Presented by:
For the Public Sector The Missing Link: Improving your organisation, by linking reward to performance Presented by: Transforming people management I. Introduction An increasing number of successful, large
More informationBuilding Customer Loyalty
Building Customer Loyalty e-contact Conference, Mexico City, 7 May 2002 Presented by Jennifer Howe VP Strategic Partnership, APLA CRM. The facts. the value drivers of a business are becoming increasingly
More informationRelationship management is dead! Long live relationship management!
XRM: From Fragmentation to Integration Executive Summary Relationship management is dead! Long live relationship management! But it s not just about customers anymore. The value chain has grown so long
More informationThe Most Successful Route to the SMB Market
The Most Successful Route to the SMB Market Plus: What SMB Partners are Asking for and How IT Vendors are Responding Computer Generated Solutions, Inc The Most Successful Route to the SMB Market Plus:
More informationSin #1 - Not Establishing a Clear and Realistic Goal
A s a B2B lead generation tool, search engine marketing (SEM) is all the rage everyone wants a piece of the pie. Unfortunately, countless companies lose time and money trying to cash in on the alluring
More informationOpenbravo Services for Partners
Openbravo for Partners A pure channel organization devoted to Partner success # Devoted to Partner Success Openbravo for Partners are especially designed to accelerate partners practice towards business
More informationStrategic Account Management. Protecting and Growing your Most Important Accounts
Strategic Account Management Protecting and Growing your Most Important Accounts Are you leaving money on the table? Most sales leaders agree that it s easier, quicker and cheaper to sell to an existing
More informationCustomer Success Programs: Tools to Close Deals
Customer Success Programs: Tools to Close Deals Integratedcreativecommunications Integratedcreativecommunications contents: CUSTOMER SUCCESS LEADS TO MORE SUCCESS...4 SUCCESS PROGRAM BENEFITS...4 CENTRALIZED
More informationEight Recommendations to Improve Employee Engagement
REWARD STRATEGY AND PRACTICE Eight Recommendations to Improve Employee Engagement Tom McMullen, Hay Group * To start, let's de ne employee engagement as the level of commitment that employees feel toward
More informationElevate Customer Experience and Engagement in the New Digital World
Elevate Customer Experience and Engagement in the New Digital World John Chan CRM Solutions Lead, Microsoft Business Solutions Microsoft Asia Customer buying behavior has fundamentally changed therefore,
More informationLoyalty to service provision: creating loyalty through the customer experience
Loyalty to service provision: creating loyalty through the customer experience WWW.SBS.OXFORD.EDU EDUCATING LEADERS FOR 800 YEARS Dr Richard Cuthbertson Research Director Oxford Institute of Retail Management
More informationShow your value, grow your business:
Show your value, grow your business: A SUPPLIER GUIDE TO MOVE FROM A TRANSACTIONAL PROVIDER TO A STRATEGIC PARTNER KAREN A. CALINSKI INTRODUCTION /02 At KellyOCG we take a holistic approach to talent sourcing
More informationIncrease success using business intelligence solutions
white paper Business Intelligence Increase success using business intelligence solutions Business intelligence (BI) is playing an increasingly important role in helping large insurance carriers and insurers
More informationCustomer Care for High Value Customers:
Customer Care for High Value Customers: Key Strategies Srinivasan S.T. and Krishnan K.C. Abstract Communication Service Providers (CSPs) have started investing in emerging technologies as a result of commoditization
More informationMICROSOFT DYNAMICS CRM Vision. Statement of Direction. Update: May, 2011
MICROSOFT DYNAMICS CRM Vision Statement of Direction Update: May, 2011 Microsoft Dynamics CRM - Statement of Direction, May 2011 EXECUTIVE SUMMARY Microsoft has delivered significant innovation and value
More informationPartner Program Guide FY2016
Partner Program Guide FY2016 The Nimble Storage Partner Program provides channel partners with incentives, sales enablement tools/resources, and certifications to more rapidly grow their business and increase
More informationWHITEPAPER. Outsourced Service Providers. 5 Ways to Differentiate Your Service Offering8
WHITEPAPER Outsourced Service Providers 5 Ways to Differentiate Your Service Offering8 2013 egain Corporation. All rights reserved. Visit egain on the web at www.egain.com Outsourced Service Providers
More informationXACTLY PARTNER PROGRAM GUIDE
XACTLY PARTNER PROGRAM GUIDE 2014 PARTNERING WITH XACTLY The targeted nature of our partner program enables us to help partners better capture the momentum of the growing incentive compensation management
More informationPartnering with. all about Growth
Partnering with Alcatel-Lucent Enterprise all about Growth Alcatel-Lucent, a powerful brand your Enterprise customers trust Alcatel-Lucent is a world leader in communications and networking solutions for
More informationSTORAGE SOLUTIONS CHANNEL PROGRAM
STORAGE SOLUTIONS CHANNEL PROGRAM ARCHIVE SECURE RECOVER TABLE OF CONTENTS 3 Introduction 4 Partners 5 Products 6-7 Key Benefits Quality Leads Deal Protection Training Sales Tools Leading Support Program
More informationHOW TO BRING YOUR RESUME TO THE TOP OF THE PILE BY WRITING A COMPETENCY BASED RESUME
HOW TO BRING YOUR RESUME TO THE TOP OF THE PILE BY WRITING A COMPETENCY BASED RESUME Adapted from the book Competency Based Resumes by Robin Kessler and Linda A. Strasburg COMPETENCY BASED RESUMES In today
More informationHow Australia s utilities can boost customer loyalty
How Australia s utilities can boost customer loyalty As growth slows in Australia s electricity and natural gas markets, keeping customers happy becomes more important than ever. By Katrina Bradley and
More informationWealth and Asset Management Services Spotlight. Redefining the Wealth Management Client Onboarding Experience
Wealth and Asset Management Services Spotlight Redefining the Wealth Management Client Onboarding Experience Why is Client Onboarding an Imperative? As competition in the wealth management industry becomes
More informationThe Quick Guide to Partner
QUICK GUIDE Optimize Partner Recruitment & On-Boarding The Quick Guide to Partner Recruitment & On-Boarding #channelchoices The Relayware Quick Guide to Partner Recruitment & On-Boarding 2 INTRODUCTION
More informationRecruitment Development institute. Webinars
Recruitment Development institute Webinars Ramp up your recruitment skills and improve your own job security and performance with the Recruitment Development Institute Webinars. We have hand-picked our
More information