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. To that end, a series of Channel Sales Cycle Workshops and Webinars are scheduled over the next few months.

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.

Senior marketing and channel sales people from IT Vendor community.

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.



Spend some time with some of the world’s most seasoned channel marketing experts:

• Robert Cohen, President & Business Editor, Integrated mar.com Corporation
• Mark Geene, CEO, InfoNow Corporation
• William Vanderbilt, Vice President - IT Partner Enablement, NIIT
• Eric Williams, Founder & CEO, Channel Videos

Click here for presenter bios.



December 4 - Los Angeles, California COMPLETE
December 5 - San Jose, California COMPLETE

1:00 – 5:00pm local time (may change in some locations).
Venue for each location will be communicated to participants two weeks prior to event date.

December 6 COMPLETE
January 17

***REGISTER NOW FOR THURSDAY, JANUARY 17, 2008***

START TIME
11:00amPST / 1:00pmCST / 2:00pmEST

DURATION
Approxmately 90 minutes allowing for Q&A;

LOGIN INFORMATION WILL BE EMAILED TO ALL REGISTRANTS 1 WEEK PRIOR TO THE EVENT


Complete the following Registration form and select which Workshop(s) and/or Webcast(s) you plan to attend. Upon receipt of your registration an email will be sent confirming your selections.

**PLEASE NOTE: 1) Vendors will receive the $4,000 Credit Towards Advertising, personally, on attending one of the Channel Sales Cycle Workshops or via email on attending a Channel Sales Cycle Webinar; in either case, attending vendor must answer a 10-question survey. The $4,000 Credit Towards Advertising is limited to one per company throughout this special series of Workshops and Webinars/Webcasts. The $4,000 Credit is to be used towards advertising in any of Integrated mar.com’s epublications, and must be used within 90 days of receipt. 2) Attendees are responsible for his/her own travel & accommodation arrangements/expenses.

* indicates required fields.


*First Name
*Last Name
*Title
*Company
*Email
*Address
*City
*Province/State
*Postal/Zip Code
*Phone
Fax

Company Size - Dollars:
Under $500K $500K - $1M $1M - $5M $5M - $10M $10M - $25M Over $25M

How Many Employees in your company?
1-4 5-9 10-25 26-50 51-100 100+


WEBINAR
Date: JANUARY 17, 2021
Time: 11:00am PST / 1:00pm CST / 2:00pm EST



FOR ANY QUESTIONS REGARDING THE UPCOMING WEBINAR, EMAIL US TODAY.


CLAC is a high-level thought leadership channel advocacy group comprised of 750+ leading IT channel executives. Together, we are actively exploring threats and opportunities that are impacting the channel, facilitating open communication throughout the industry, and implementing solutions designed to help ensure the long-term viability of the IT Channel.


*All dates, times and venues are subject to change.