Digital Discourse / Archives for Adrian Davis

Channels Webinar: How to Communicate with and Train Channel Sales Personnel

January 13, 2010 By

With the barrage of marketing being done to the channel, it is more important than ever to develop an effective communication strategy. That strategy involves timely, complete and readable information that supports your channels’ sales efforts. This session will also discuss how to develop a cost-effective sales training program.

Moderator:
Adrian Davis, President & CEO, Whetstone, Inc.
Panelists:
Ron Wastal, VP of Sales & Business Development, Cast Iron Systems
Kim Zachar, Channel Sales Manager, Intacct

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Filed Under: Cloud Computing, Software Tagged With: , , , , , , ,

Channels Webinar: Avoiding Channel Conflict

November 24, 2009 By

Some channel conflict is inevitable. There are so many direct channel opportunities (internet, telesales, etc.) that allow ISVs to compete with indirect channel providers. The channels need to coexist peacefully, but how? This Webcast will delve into this sensitive issue that plagues all software companies.

Moderator:
Adrian Davis, President & CEO, Whetstone, Inc.
Panelists:
Michael Binko, President and CEO, Kaulkin Information Systems
Steve DeMarco, VP, Worldwide Sales, Xactly Corporation

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Filed Under: Cloud Computing, Software Tagged With: , , , , , , , , , ,

Channels Webinar: Selecting the Appropriate Channel

October 8, 2009 By

A direct sales force is a powerful force for driving top line revenue but it is not the only force. There are many go to market strategies (e.g., value-added resellers, telemarketing, Internet channels, strategic partners, etc.); each with its own pros and cons. How can you tell if the go to market strategy you are using is the best one for your company and more importantly for your prospects and customers? Should you have multiple channels?

Moderator:
Adrian Davis, President & CEO, Whetstone, Inc.
Panelists:
David Lloyd, President, IntelliResponse Inc.
Jeff Silbert, Managing Director & Founder, Order of Magnitude Group

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Filed Under: Cloud Computing, Software Tagged With: , , , , , , , , , ,

Channels Webinar: Developing the Channel for the SaaS/Cloud Vendor

September 9, 2009 By

The SaaS/Cloud model presents sales challenges that have made it difficult to work effectively with traditional channel partners. Nonetheless, SaaS/Cloud companies are eager to leverage the customer relationships and sales expertise of the indirect sales channel. This session focuses on how the channel has adjusted to incorporate SaaS/Cloud offerings, how SaaS/Cloud vendors are engaging the channel, and what the indirect sales future looks like for the model.

Moderator:
Adrian Davis, President & CEO, Whetstone, Inc.
Panelists:
Lou Chappuie, Vice President, Partner Programs, Boomi
Matt McConnell, CEO, Knowlagent

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Filed Under: Cloud Computing, Software Tagged With: , , , , , , , , ,