SIIA is delighted to announce a new video series, filmed at DreamForce 2010! With about 30,000 attendees, DreamForce has seen spectacular growth. This was SIIA’s first time exhibiting at DreamForce and we look forward to seeing everyone next year and in May at SIIA’s own executive cloud computing conference, All About the Cloud.
Channels Webinar: Building a Sales Compensation that Works
January 27, 2010 By
A key element to a successful sales strategy is incenting your internal sales team and your channel to work together to sell your product. This session will cover: Channel Program Elements and Infrastructure; Channel Program Execution; Pricing Models; Territory Planning; Account Planning, Opportunity Planning; Channel Neutral Compensation Plans.
Moderator:
Lincoln Murphy, Managing Director, Sixteen Ventures
Panelists:
Liz Cobb, General Manager, Small and Medium Business Solutions, Xactly Corporation
Jeff Honeycomb, SVP, Sales, OpenAir, a NetSuite Company
Guy Shani, VP, Sales, Clarizen
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
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
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
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