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Mingle monday channel management

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The Mingle Monday on channel management on December 8th will cover both a market research from Channel Enablers analysed by Benny Van Calster, partner at Minds&More as well as a “customer and market testimonial” by Rudy Vercammen, Marlketing Manager at Nextel.

Benny will take us through the best practices in channel marketing and channel management delivered in the study with a key focus on behaviors and planning competencies. Some of the market research and questions we will try to answer in this session:
• When channel managers build and present a business case for partner investment, financial target attainment was 45% higher
• European companies defined key channel focus areas: joint planning sessions with partners, clearly identifying behaviors that build & destroy trust in partnering relationships, being skilled at coaching partners through critical stages of the sales process
• How can channel partners positively influence end-customer engagements?

Rudy will give us some practical insights on how to better structure, train and enable your channel. He has a broad experience in Marketing & Sales with a special interest in how ‘New ways of working’ improve the customer experience in a Digital and Mobile world. He has gained extensive knowledge in Sales and B-2-B Channel Management at Alcatel-Lucent, Mobistar and is now Marketing Manager at Nextel, a Belgian Telecom integrator.

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Mingle monday channel management

  1. 1. Mingle Monday on Channel Management December 8th 2014 What are the 6 “best bets” for driving results in your distribution channel engagements?
  2. 2. WHY SHOULD YOU ATTEND ? The Research 2 Channel Enablers conducted a 2 month online survey to capture the channel sales and channel management activities most closely tied to sales performance in the changing landscape of complex channel B2B sales. This study significantly expanded the breadth and depth of our Channel Sales Skills Assessment completed in 2010. We will link the results from this study with “real life cases” during our Mingle Monday on Channel Management.
  3. 3. KEY FEATURES 3 The study covers: Technology vs Non- Technology companies 3 major global regions AMER – APAC – EMEA Manager vs Non-Manager
  4. 4. TYING BUSINESS RESULTS TO CHANNEL COMPETENCY PERFORMANCE 4 • Channel Partner Productivity Channel Core Fundamentals • End Customer Retention Through the Channel Channel Business Acumen • Qualified Opportunities/Leads Generated by the Channel Influencing Skills • New Account Acquisition Through the Channel Partner Planning • Financial Target Achievement by Partners Leading and Managing Partnerships
  5. 5. OUTCOME - WHERE TO PLACE YOUR BETS... 5 Financial target achievement will be 45% higher when you build and present a partner business case for investment. When embracing metric development and SMART 90- day action plans, qualified opportunities improve 100%. Channel partner productivity is 123% greater when committed to planning a strategy for partner development.
  6. 6. ABOUT CHANNEL ENABLERS SEMINARS 6 1. Channel Core Fundamentals Ability to execute on the strategy to identify, recruit, enable, manage and transition channel partners in their territory 2. Channel Business Acumen Understand the business model and investment criteria of Channel Partners and use this to influence their investment and behaviour 3. Influencing Skills Articulate the key issues & business priorities that affect partners’ stakeholders and have the influencing skills to manage partners to change and invest as required 4. Partnership Planning Manage the channel partner relationship, engagement and achievement of joint objectives through the partner plan process 5. Leading and Managing Partnerships Manage partners through critical stages in the sales process and the partner planning and management process Coach and develop partners to identify and resolve their own barriers to success and to become independently able to generate indirect sales revenue
  7. 7. ABOUT MINDS&MORE 7 Minds&More is a preferred partner for business growth through sales, marketing & transformation excellence. Our end-to-end services comprise strategic advice and consulting, interim operations as well as training and coaching to ensure tangible impact. As Channel Enablers certified experts, we help companies in : • Better defining and managing indirect channels • Training marketing and sales managers We also provide a wider range of solutions in Sales and Marketing For more information, consult our website
  8. 8. MORE ON CHANNEL ENABLEMENT STRATEGIES ? 8 Register here for our last 2014 Mingle Monday on December 8th The session will be presented by: Rudy Vercammen - Marketing Manager at Nextel He will give you some practical insights on how to better structure, train and enable your channel thanks to his broad experience in Marketing & Sales with a special interest in how ‘New ways of working’ improve the customer experience in a Digital and Mobile world. Benny Van Calster - Partner at Minds&More He will deliver to you the full results from the 2014 Channel Enablers study with a key focus on behaviors and planning competencies. For more information about our sessions, follow us on linkedIn
  9. 9. MINDS&MORE cvba MC Square Building, Lambroekstraat 5A, 1831 Diegem Tel: +32 (0)2 719 02 55, fax: +32 (0)2 719 00 10, info@mindsandmore.biz www.mindsandmore.biz Your contact person: Mobile: Email: Fiona Foschi – Communication Coordinator +32 485 148 106 fiona.foschi@mindsandmore.biz