Salt Lake City, UT, March 27, 2014 --(PR.com
)-- TreeHouse Interactive™ (www.treehousei.com), the technology leader in SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions, today introduced a new webinar series themed The Channel Marketer's ToolBox. The series is designed to deliver channel marketers with best practices and technology insights for building comprehensive channel programs and providing partners the necessary tools to increase their sales and effectiveness. The first webinar in the series will be focused on Optimizing Channel Partner Sales Effectiveness, featuring Jim Dickie, Managing Partner of research firm CSO Insights. Mr. Dickie will identify the key challenges impacting channel partner sales effectiveness, recent CSO Insights research findings, and explain how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services.
The new series draws from channel industry experts and analysts from distinct areas of expertise, including:
• Channel Sales
• Partner Program Operations
• Sales Incentive & Loyalty Programs
"We've seen interest in partner relationship management and channel marketing grow significantly over the last year, and yet many companies struggle with how to build an effective channel program that yields greater revenue," said Erich Flynn, CEO, TreeHouse Interactive. "Our new webinar series is focused on how channel managers can help their partners be successful, and generate more revenue for both vendor and partner. The series will deliver actionable guidance that attendees can implement immediately to both create a new partner program, or revive and improve existing programs to achieve greater results."
Webinar Schedule: The Channel Marketer's Toolbox
• Optimizing Channel Partner Sales Effectiveness
April 3 at 1 p.m. Eastern
• Maximize your Partner Program for Increased Channel Revenue with PRM
April 24 at 1 p.m. Eastern
• Entice Your Partners Utilizing Best Practices for Channel and Incentive Programs
May 22 at 1 p.m. Eastern
April 3: Optimizing Channel Partner Sales Effectiveness
Presenter: Jim Dickie – Managing Partner, CSO Insights
Nearly 95 percent of sales organizations polled by research firm CSO Insights raised their revenue objectives for 2014, and many of them are looking to meet these higher sales goals by selling increasingly more through channel partners. Partners can be a great resource for providing extended geographic coverage, selling into the small/medium account marketplace, and providing a value-add to move more products. So, it is not surprising to see more interest focused on selling through channels.
However, in today’s challenging sales environment, it is becoming clear that companies need to understand their sales “in” from partners is a result of their partners' sales “out.” In other words, you aren’t successful unless your partners are. Jim Dickie of CSO Insights will identify the key challenges impacting channel partner sales effectiveness, and explain how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services.
About Jim Dickie
Jim Dickie is a Managing Partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. He has over 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is also a contributing editor for several publications including CRM Magazine, CRM Guru, SoftwareMag.com, and Harvard Business Review; he is also the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, and the co-author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge. He is an often-requested keynote speaker at sales effectiveness, sales management, CRM and E-Business conferences.
April 24: Maximize your Partner Program for Increased Channel Revenue with Partner Relationship Management
Presenter: Sean McCaffery – Vice President of Channel Sales, ViaWest
Learn how an industry-leading partner program was built from the ground up. The ViaWest Partner Connect Program™ rewards partners for their commitment, while providing innovative solutions to their customers. Join Sean McCaffery, ViaWest Vice President of Channel Sales, as he reveals the best practices employed to take the ViaWest partner program to the next level. Learn how a technology leader addresses key business drivers that ultimately led to the decision to deploy a partner relationship management (PRM) solution. “We had the program running on the new partner portal platform in under six weeks and, since the launch of this program, ViaWest has experienced a 30 percent increase in new partners."
About Sean McCaffery
Sean McCaffery is Vice President of Channel Sales at ViaWest. He is responsible for driving and delivering sales and strategy for the channel partner program, which involves driving programmatic and process change in support of indirect sales models, building and implementing channel sales and marketing strategies, partner compensation, and implementation of all company channel initiatives.