channel partner selling - webinar

Darryl Praill Rich BlakemanDarryl PraillHost

OnPath BusinessSolutions

Rich BlakemanManaging Director

Channel Enablers (Miller Heiman)

Twitter@ohpinion8ted

Twitter@channelenablers

Introductions and LogisticsIntroductions and Logistics

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Today’s AgendaToday s Agenda

IntroductionsIntroductions

1. How is channel selling different from direct selling?2 How do you find and qualify good channel partners?2. How do you find and qualify good channel partners?3. How can you influence partner behavior to increase their investment?4. How do you hold a channel partner accountable for results?5. How are world-class channel managers different from the rest?

Q&A

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Q&A

Darryl Praill, OnPathDarryl Praill, OnPath

Darryl PraillHost / OnPath Business Solutions

Twitter: @ohpinion8ted Email: darryl.praill@onpath.comEmail: darryl.praill@onpath.comWebsite: www.onpath.com

Rich Blakeman, Channel EnablersRich Blakeman, Channel Enablers

Rich BlakemanManaging Director / Channel Enablers

Twitter: @channelenablers Email: rblakeman@channelenablers.comWebsite: www.channelenablers.com

Poll QuestionPoll Question

Which of these statements is more fl ti freflective of your

organization at present?o ga at o at p ese t

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Gold Rush SellingGold Rush Selling

#1. How is channel selling gdifferent from direct selling?

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Gold Rush SellingGold Rush Selling

#2. How do you find and qualify y q ygood channel partners?

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Gold Rush SellingGold Rush Selling

#3. How can you influence partner behavior to increase their

investment?investment?

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Gold Rush SellingGold Rush Selling

#4. How do you hold a channel#4. How do you hold a channel partner accountable for results?

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Gold Rush SellingGold Rush Selling

#5. How are world-class channel#5. How are world class channel managers different from the rest?

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Gold Rush SellingGold Rush Selling

2013 Global Ch l S lChannel Sales

Research Studyy

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Recorded VersionRecorded Version

Get the recorded version next week:www.onpath.com/webinarlibraryp y

Next EventNext EventNovember 13, 2013

Poll QuestionPoll Question

Which of the following trends are t lik l t ff t 2014most likely to affect your 2014

channel strategy?gy

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Questions / Comments?Questions / Comments?Control Panel

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Contact Information www onpath comContact Information www.onpath.com

Darryl PraillOnPath Business SolutionsTwitter: @ohpinion8tedEmail: darryl.praill@onpath.comWebsite: www.onpath.com

Rich BlakemanChannel Enablers (Miller Heiman)Channel Enablers (Miller Heiman)Twitter: @channelenablersEmail: rblakeman@channelenablers.comWebsite: www channelenablers com

Twitter Comments: #goldrushselling

Website: www.channelenablers.com