3 Peaks

3Com

3Com Canada

Accordance

ACE Computers

Acrodex

Adaptec

ADIC

Adobe Systems, Inc.

Advanced Systems

Affiliated Computer Services

Agama Systems, Inc.

AKCENT Computerpartner

Alliance Mentor Consultants

AllianceAnalytics

Allied Telesyn

Alpine Consulting, Inc.

Altec Lansing

Alternative Technologies

Alvaka Networks

Amazon Consulting

AMD

American Chamber of Commerce Canada.

American Power Conversion

Answerco LLC

Antec Inc.

APC-MGE Corp.

Apple Canada

AppServe Technologies, LLC

Arctic Cooling



ARROW Enterprise Computing Solutions

Arshco

ASBTA

Asia-Pacific Connections

Asil, Inc.

AT&T;

ATEN Technology

ATI Technologies

ATTO Technology, Inc.

Audcomp

Aurora Microsystems

AutoDesk

Autodesk Canada

Autodesk Canada Co.

Autonomic Software Inc

Aveir Technology

Avent

Avnet Partner Solutions

Bates Strategy Group, Inc.

Belkin

Belkin Canada

Bell Canada

Bell Microproducts

Benchmark Partners Group

BetaWatch Inc.

BI

Binary Marketing

BitDefender

BitDefinder

Bluearc

BlueRoads

BMC Software

Brazil IT

Brother International Canada

BSCI (Bus. Systems Consultants Inc.)

Burch Ventures

Business Commuications & Integration

CA

CA

Camelot

Capability Improvement Coach

Capris Group (The)

CATA

CCI

CDW Canada Inc.

Central Microsystems 4000

Centrify Corp.

Certera - a GLED Company

CGAtlantic

Chanimal

Channel BPM Advisors

Channel Doctor

Channel Enablers

Channel Management Group, Inc.

Channel Management Professionals

Channel Match

Channel Strength

CHANNELCORP Management Consultants

ChannelForce

Cheap Guys Computers

Check Point Software Tech.Inc.

Chipco Computer Dist.Inc.

Cisco Systems

Citrix Systems

CLD Solutions

Click Commerce

Cloverleaf

CMO Council

CNET Channel

Cole Systems Associates, Inc.

Columbus Micro Systems

Compal Bizcom Electronics.

Compellent Technologies Inc

CompServ

Compter Aid

CompTIA

CompuSmart Corp. Solutions

Computer Age

Computer Age Electronics

Computer Creations

Computer Market Research CMR.

Computer Room Services Corporation

Computer Sciences Corporation

Computer Technology Link CTL.

ComputerBackupGroup

Computron Technologies, Inc.

Comwave

Configuration Concepts

Conselleo

Contego Data Systems/Kenception

Contego Security

Convergence Management

CORDA Technologies

Core Strategies

Corporate Channels

Corporate Support Group

Corporate Technology Group

Covad

Cratin Computing Co.

Crescent Computer Technologies

Creston Advertising LLC

Crimson Consulting Group, Inc.

CRU DataPort

CSG OpenLine

CSS Technology

Current Computer Solutions

Cyber Acoustics

CyberPower

CyberPower Systems

D&H;

Daly Computers

Data Networks Inc.

Data Return

Data Return, LLC

Datel Systems Incorporated

Defense Group

Demand Edge

DemandROMI

Descendant Data

DFC Interantional Computing Inc.

Digital Forest

Digital Security Group

Digital Storage

DigitalPersona

Diligent

Directpointe

Diskeeper Corporation

D-Link

Do It Smarter

DocuCom

Dothill

DSG Systems and Solutions

Dtec Intl.

DTR Business Systems Inc.

Dynamic Advantage

Dyntek Services

EDS  

eEye Digital Security

Elitegroup Computer Systems

eLoyalty

EMC Corporation

EMC Insignia

EMC-Dantz

Emerson Network Power

EMTEC

End To End Group

Engenio

Engineered Environments

enteo Software

Entology

ePROHM

Equivus

EQUUS Computer Systems

eset

eset

eStoreware Inc.

eSys Latin America

Etribeca

Eurocom Corporation

Everon

Evolving Collaborations

EVP Texas Memory Systems

Evron Computer Systems Corp

Exabyte Corporation

Exact Target eMail Solutions

Expert Technology Associates

Eye on Solutions

Falconstor

Falconstor Software

FDR and Associates USA East Coast.

Fiberlink Communications

FiberMedia Solutions

finjan Vital Security

Foresee Computing Inc.

Fortiva Inc.

Fox Group

Freedman Group (The)

F-Secure

Fujifilm

Fujitsu Computer Products

Fujitsu Consulting

Gage Group

Garfin Zeidenberg Lawyers

Gartner Research

Gartner Vision Group

Gateway Inc.

GB Micro Electronics

Gedas USA, Inc.

Gentek Marketing

Global Mentoring Solutions

Global Technology Distribution Council

Global Touch, Inc.

Global Voice Networks AG

Government Marketing & Procurement

Graymar Business Solutions

GreenPages

GrowingCo

Guemez Consulting

GVP.DSJ Inc.

Hacienda Security & Sound

Hatsize Corporation

Hawkeye Cohesion

Hays Personnel Services

Headstrong

Heal My Pc!

Heartland Technology Solutions

Helio Solutions

Hewlett-Packard

Hewlett-Packard

Hewlett-Packard Canada

Hitachi

Hitachi Data Systems

Hitachi Global Storage

Hydrogen Creative

IBM

IBM Corp.

IBM Corporation

IBM Global Services

IBM Software Group

iCorps Technologies

IDC Canada

Idea Logical

IDEXX

Imperial Technology Group

Implant Innovations, Inc.

Imprivata

IncisiveInfo

Independent

Infogain

InfoMentis

InfoNow

InfoNow Corporation

Informa Software

Information Technology Group

Infostream Technologies Bell.

Info-Tech Research

Infotel Distributing

Info-X Solutions

InfraBridge Inc.

Infrastructure Architect/Consultant

Ingram Micro

Ingram Micro

Ingram Micro Canada

Insight

Insight Canada

Integrated mar.com

Integrated mar.com

integratedmar.com

IntegrationWorks

Intel Corporation

Intellext Watson.

IntelliSyn Communications

Intermedia.NET

Interprom

Interwork

Iomega

IPR International

iRise

IronGate SMC

Isilon Systems

ISN

iStor Networks

IT Faction

ITAC Canada

ITAC Ontario

ITSPA

J&B; Technologies

J&W; Seligman & Co.

James Perly Consulting

JCConnect Corp.

JP Merc & Co.

Kaspersky

Kaspersky

Keysoft

Kingston Technology

Klinix Software

KLM Solutions Ltd

KM&T; Inc.

Kmunity, LLC

Knowledge Transfer

Konica Minolta

Kontron

Kraft Kennedy & Lesser Inc.

Kyocera Mita Canada

L.A. Computer Works

Lasso Logic

LCF Advanced Technology

Lead-In Technologies

Left Hand Networks

Lenovo

Lenovo (Canada) Inc.

Lenovo Canada

Level 3 Communications LLC

Lex Tec Inc.

LG Electronics

Lightwave Management Resources

Logitech

LPI Level Platforms Inc.

LSI Logic Corporation

Lumen, Inc.

Lync Software

Maple Oak Computer Solutions

Maple Tronics Computers

Maritz Canada Inc.

Marketstar

Marketworks

McAfee

McKinnon Micro Distributing

MCM Integrated Technologies

Memory Express

Mercado Software

Meridian Group

Meridian IT

Metavize

Micro Alternative Solutions

Micro League

Microgram Systems Canada

MicroNet Systems

Microsoft

Microsoft

Microsoft Canada

MILVETS Systems Technology

Milwaukee PC inc.

Mind Computer Products

Missouri Information Solutions

Mitel

MOLA Computers & Consulting

Motorola

MSI Computer

MSP Alliance

MSPX

MTC

Mycroft Inc.

Myra Systems Corporation

NASBA

National IT Services

Navcor Communications

NavigateStorage

Neale May

Neatware

NEC Display Solutions

NEC/Mitsubishi

NeoAccel, Inc.

Nero

Net Solutions

NetCom Information Technology

Netgear

NetManage

Netmon Inc.

NetSuite

Network Appliance

Network Physics

NetWorx

Newegg.com

Newisys Sanmina - SCI.

Nexitech

Next Level

NIIT

NIIT/Cognitive Arts

Nitro Microsystems Inc.

Noble House International

Norman Data Defense Systems

Nortel Networks

Nottingham Communcations

Novell

Novell Canada

NPD Group, Inc. (The)

Nth Generation

NVIDIA

Oki Data Americas

One Straight Line

OnForce

OnStor

Optivor Technologies

Oracle

Orbex Computer Systems

Otec Solutions

Otter Box

Overland Storage

P.C.Direct

Pacific Voice & Data

Palm One Canada

Panda Software

Paradyme

Partnerwise

Parts2Go

PatchLink

PC Direct

PC Universe

PC Wholesale

PCHowTo

PCS Prodctive Computer Solutions

PEAK Consulting

Persystent Technologies

Philips Consumer Electronics

Phoenix Technologies

Pingtel

Plum Communications Real World Shows.

Pointe Technology Group

Politec

Postini

PromoPipeline

ProofPoint

Protek

Qualex Systems

Qualitech

Radient

RaeTech

Rajant

Raritan

Raritan IT Channel Group.

RedDot Solutions (Hummingbird)

Remote Data

Rent A PC

Responsys

Result Source

Rev 2 Technologies

RewardStream

RightNow Technologies

Rittal Systems

Robert H Lane & Associates Inc

Rogers Sprint.

Rolling Thunder

Route 1 -- NO OFFICE PHONE NO.

RSA Security not with company any more

Running Solutions

Sage Computers

SaltSpring Software Inc.

Samtack Computer

SANRAD, Inc

SANRAD, Inc.

SAP America

SAS Institute Canada. Inc.

Savvis

SBG Technologies

ScanSource

ScorpioSoft

Seagate Technology

Secure Resolutions

Secure Storage Networks

SED International

SEMDirector Division of Silicon Space.

Seneca Data

Sentillion

Sequel Data Systems

Serena Software

ServiCircle

Shalli

Sherlock Systems

Sigma Systems

Signifi Solutions

Silicon Graphics

SilverBack Technologies

SilverBack Technologies, Inc.

Simcrest

SIS

SkyData

SNIA

SNIA

Softchoice Corporation

Software AG

Software Business

Software Spectrum

SOHOware

SolutionInc.

SONA Computers, Inc.

Sonic Solutions

Southland Technology

SSA Global

Stampede

Stech

STG

Storage Guardian

StorageTek

StorageTek

Success Group International

Sukumar Consulting Company

Sun Microsystems

Sunnytech

Supercom

Superior Computers

Switch And Data

Sword & Shield

Symantec

Symantec (Canada) Corporation

Symantec Canada. Corp.

Symantec Veritas. assist. Janet

Symphoniq

Symtech Innovations Ltd.

Synergy Computer Services

Synergy Source Solutions

Synnex

Synnex Corporation

Systems Engineering, Inc.

Tangora Technologies Inc.

Targus

TD Computer

Team Information Services

Tech Data Canada

Technology Integration Group

Technology Professional Services Association TPSA.

Technology Solutions Int'l.

Technology Specialists

Tellabs

Telus

Tenet Computer Group

Tesle Enterprises Inc.

Texas Memory Systems

The Business Network tBN.

The Learning Group Pte Ltd

Throne Computer System Inc.

TimeTech Canada

TLIC Worldwide

Toshiba America

Toshiba Canada, ISG

Toshiba of Canada

TotalTec

Trend Micro

TRI Ware Technologies

TriLine Solutions

Twinhead Computer Corp.

Tyan Computer Corp.

U.S. Commercial Service

Ultimate Marketing

Unis Lumin Inc.

Ur I.T. Guy

V II P Links

Valt.X Technologies Inc.

Vancsco

VAS Value Added Systems Inc

Vercuity

Vernier Networks

VersaIMAGE Software Corp.

ViaTRON Systems Inc.

Vicom Computer Services Inc.

Viewpoint Research Inc.

Viewsonic

Visioneer

Visual Gate Technologies, Inc.

Vocera Communications

Wasabi Systems, Inc.

WebCollage Inc.

WebCom247

Webroot Software, Inc.

Websmb

Weidenhammer

Westwood Computer

Winternals Software LP

Wood Group ESP, Inc.

World Financial Group

WSI

Wurts & Associates

Xand

Xeequa

Xequipe Inc.

Xerox

Xerox Canada Ltd.

Xtore Extreme Storage

xwave

xwave

Zebra Technologies

Zebra Technologies Corp.

ZSL Inc.

     
Channel Sales Cycle Vendor Workshop/Webcasts/Publishing Series

Overview

The key to selling IT products, services and solutions to US and Canadian SMBs (10 – 500 seats) is leveraging the VAR channel. This is most successfully accomplished by considering all stages of the Channel Sales Cycle and how it fits your specific situation. Continuous open dialog between the Vendor and its VAR partners is imperative.



STAGE TYPICAL ACTIVITIES DIALOG MARKETING
Engage Profile, identify, reach, recruit, evaluate distributor programs, analyze POS reports and sales results, comfort marketing, develop custom programs, etc. Inform VARs as to who you are, what you do, the benefits your products provide to their clients, as well as how you will support and reward them.
Enable Motivate, educate (product, solution selling), facilitate (provide access to information, vehicles, tools, etc.), reward. Inform VARs on how to obtain education, demo products, information, vehicles, sales tools, etc. that they require in order to understand the product offering and to communicate the benefits to their customers and prospects.
Partner Leverage relationships (tools: store fronts, CRM, customizable communications, portals, etc.), demand generation, lead management. Educate VARs on how you can work together to grow your business and theirs: customized tools (VAR Locator, eNewsletter, web stores, HTML mailer, etc.; lead referral and lead generation programs; etc.
Maintain Measure, monitor, track, modify, renew, winback. Share macro and micro level results, best practices.


Objective
To assist IT vendors in developing and implementing efficient, cost effective channel partner strategies that show consistent growth with measurable, positive ROI.

Rationale
With the growing focus on the hard to reach small and mid-size businesses, the need for leveraging the skills, relationships and reach of VARs to provide service and support for these businesses is greater than ever. However, VARs typically are not business oriented and require assistance in selling and managing their relationships.

Attendees
Senior marketing and channel sales people from IT Vendor community.

Attendee’s Target Audience
Engaging the 50 – 7,500 largest VARs in the US/Canada marketplace that reach the 6,000,000 SMBs with 10 – 500 seats.

Program Benefits
Attendees will benefit by learning about:
  • How the channel is structured including its primary strengths and weaknesses.
  • The importance of working with the channel.
  • How to successfully work with the channel.
  • The importance of developing complete end-to-end channel sales procedures.
  • How to grow net new sales as opposed to focusing on nebulous measurements like increased ad click-throughs, number of channel program initiatives they run or the number of new partners recruited.
  • How to avoid the “share shift” circle: merely shifting sales between direct and channel or between distributors or between channel partners.
  • How to create strong relationships with channel partners.
  • Accountability and measuring ROI on marketing expenditures.
  • How to develop strong brand awareness/preference in a rapidly changing product focused industry.


Tentative Agenda
Start Length End Time Activity
12:30 30 minutes 1:00 Registration
1:15 15 minutes 1:30 Introduction
1:30 30 minutes 2:00 Channel Sales Cycle
2:00 30 minutes 2:30 Workshop #1
2:30 30 minutes 3:00 Coffee break
3:00 30 minutes 3:30 Workshop #2
3:30 15 minutes 3:45 Break
3:45 30 minutes 4:15 Workshop #3
4:15 30 minutes 4:45 Group discussion
4:45 15 minutes 5:00 Wrap-up


Tentative Schedule
Workshops eNewsletters Webcasts
October 21 October 10 November 15
November 14 October 17 December 6
December 4 October 24 January 17
December 5 November 14
November 28
December 4
January 16
January 23
January 30


Workshops
  • Tentative Dates/Locations:
  • October 21: Gartner IT ChannelVision, La Quinta Resort and Club, La Quinta, California
  • November 14: Toronto, Ontario
  • December 4: Los Angeles, California
  • December 5: San Jose, California
eNewsletters
  • Special Edition of Channel Advisor
  • Tentative Dates:
    • Series I: October 10, 17, 24
    • Series II: November 14, 28, Dec. 4
    • Series III: January 16, 23, 30
Webcasts
  • Time: 11:00 am PST; 1:00 pm CST; 2:00 pm EST
  • Tentative Dates:
    • November 15, December 6, January 17




 
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