Enabling and Empowering Channel Sales
Channel partners are difficult to reach, and competition for channel mindshare is intense. That means reaching partner sellers with messaging, training and marketing collateral is essential to enabling a productive channel.
This session will review key elements of an effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with your channel partners with details on:
- What “channel enablement” means and what specific responsibilities it entails
- How to train channel partners to have the same caliber conversations as your direct sales force
- How to make it easier for partners to sell YOUR products versus your competitors
Jim Ninivaggi, SVP Strategic Partnerships, Brainshark
Maria Chien, Channel Marketing Service Director, SiriusDecisions
Denise Hampton, Global Channel Strategy and Programs, Zebra Technologies Corp.