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1. Drive ROI and Revenue with Partner Leads Mike Wallgren, Altiris/Symantec Matt Morris, Salesforce.com Channel and Partner Management
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3. Featured Speaker Mike Wallgren Marketing Operations Analyst Symantec/Altiris [email_address]
4. Lead programs are a challenge for vendors and partners Bad data Poor reporting Quality of leads No forecast integration No ROI Usability No way to track performance
5. Baptie and CMP learned that all parties are dissatisfied Channel Is Not Impressed With Sales Opportunities or Leads
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7. Lead Management best practice methodologies Start with a pilot Engage & involve your channel managers Establish program office Balance the carrot and stick Communicate and set expectations Define reporting requirements Get your process right 1 3 2 5 6 7 8 Qualify your leads first 4