Workshops

Distributor: Creating Value Added Services for your VARS

This one day workshop focuses on how a distributor can help VARS focus on solution selling with ISV’s. Particular emphasis is placed on:

  • Distributor/VAR/ISV skill-sets needed
  • geography vs. vertical sales focus
  • support best practices
  • communication tips and tricks
  • common danger zones
  • solution selling vs. commodity selling
  • setting up the appropriate internal organizational structures
  • developing action oriented cooperative marketing plans

VAR: Selecting the Right VAR

For the Value Added Reseller (VAR), every business decision is a critical one. Selecting the appropriate ISV and corresponding products is one of the toughest processes a VAR will have to go through. This workshop will walk the VAR through the process of how to select the right solution and the right ISV for their particular organization. Sample topics of discussion include:

  • Organizational technology competency
  • VAR to ISV processes and procedures
  • Business proposition analysis techniques
  • Go to market fundamentals
  • Financial metrics
  • Lead and marketing generation assessment

ISV: Selecting the Right ISV

For the Independent Software Vendor (ISV), building and growing a partner channel can be quite a daunting task, however if done right, the financial and market paybacks can be tremendous. This workshop concentrates on one component of the overall channel program process & selecting the right VAR, for without the right partner, the rewards become difficult to achieve. Sample topics include:

  • VAR financial condition
  • VAR technology competency: finding a match
  • Developing commitment to your program
  • Personality assessments: finding a match
  • Geographical and/or vertical needs
  • Complementary offerings by VAR

Microsoft Channel Program Development

For the ISV who wishes to develop an ecosystem of Microsoft partners, this workshop highlights the necessary strategies and components in doing business with the world’s largest software company. Sample topics include:

  • Developing the right engagement for your company
  • How to simultaneously work the different levels of Microsoft
  • Mapping your technology offerings
  • How to develop a strong value add story
  • Engagement techniques
  • Program design issues

IBM Channel Program Development

For the ISV who wants to leverage IBM’s ecosystem, this workshop focuses on the basic elements in establishing the correct strategies and procedures in doing business with one of the world’s most influential companies: Sample topics include:

  • Developing the right engagement for your company
  • How to simultaneously work the different levels of Microsoft
  • Mapping your technology offerings
  • How to develop a strong value add story
  • Engagement techniques
  • Program design issues

ChannelCAMP©

ChannelCAMP is an accelerated training session that is intended for quota carrying channel managers. It is a very informative, yet intense course that will prepare channel managers to approach their existing and new partners in such a way as to optimize their productivity. They will also learn how to recruit the right partners and how to terminate relationships with the wrong partners. A reasonable amount of time is spent on evaluating and developing the business proposition for their partners. In other words, why would a business partner want to invest in working with their company? Students leave well enabled to tackle the challenges of working with channel partners, and understanding how to achieve their personal targets selling to and through the channel. Specifically, the following modules are covered:

  • Introduction
  • The Business of Channels
  • Channel Manager Profiling
  • Recruitment & Qualification Strategy
  • Developing the Business Proposition
  • Enablement Strategy
  • Channel Conflict
  • Business Planning Guide
  • Territory Planning
  • Channel Marketing
    • Stress Test Analysis

ChannelCollege©

It is recommended that executives attending the advanced channels workshop first attend ChannelCAMP in order better understand and appreciate the foundation from which their channel managers work. The advanced channels workshop focuses on strategic design, development and management of highly effective channel organizations. Special emphasis is placed on:

  • Indirect Channel Models and Strategy
  • Business Partner Economic Models
  • Making Products/Services Channel
  • Ready-International Opportunities/Considerations
  • Recruitment Strategy
  • Managing Channel Managers
  • Executive Channel-Related Communications
    • Setting expectations concerning timelines
    • ROI
    • Time to value