FEBRUARY 2009

In This Issue
 
  1. Channel Enablement: Make the Most of Your Existing Partners to Drive Growth in 2009
  2. Akamai turns to Channel Enablement to Deliver on Aggressive Growth Targets
  3. The Complex Art of Channel Motivation
  4. Enable the Channel: Capture More Revenue from Your Existing Channel Partners

 
Letter From The Editor
 

Half of all channel partners rate their current vendor relationships as ‘less than positive,’ according to The Institute for Partner Education & Development (IPED). A frightening statistic, for sure. But it doesn’t have to be that way.

Read on to learn how you can:

  • Begin to gain and keep mindshare across your range of channel partners
  • Motivate your channel partners beyond the blunt tool of compensation
  • Provide personalized support to every sales channel – without wasting valuable resources

Or, join us on Thursday, February 19 for a free Channel Enablement webinar. Click here to learn more.

 
   
Why Mindshare Matters
 

“If your product is not easily understood, easily sold, and the information needed to sell it is not readily available, your product gets left by the wayside,” says Brad Rinklin, Vice President of Global Marketing for Akamai. “That’s the challenge virtually every company trying to leverage channel sales will face.”

Akamai ought to know. The company has been a fast-growing Internet success story — but explaining its behind-the-scenes value proposition to the uninitiated is tough. Unwilling to continue to rely on the traditional channel sales portal, Akamai is taking a different approach to Channel Enablement.

To read more about Akamai’s Channel Enablement strategy, click here.

 
   
Stand Out By Being 'Easy To Do Business With'
 

To motivate partners, vendors must reduce the friction of partner programs. Being ‘easy to do business with' means more than using the blunt tool of compensation to motivate partners. Vendors need to use—and balance—all of the avenues of persuasion available, including creating appropriate compensation plans, minimizing risk, building relationships, and sharing expertise, to motivate the channel.

Today, more and more leading technology providers are also using Channel Enablement to become easier to do business with. With Channel Enablement, vendors provide more personalized support of their best partners while minimizing the effort required to enable lower performers. Treating different types of partners uniquely helps to make your support more relevant to the way your partners do business, which leads to better results.

To learn more about channel motivation from Frank Lynn & Associates, click here.

 
   
The Difference SAVO Makes
 

To gain channel mindshare, organizations must tailor the ways in which they educate and support channel partners. Key to this consistency is SAVO’s Channel Enablement solution, which helps channel sales reps find the content, expertise, and insight they need to have more successful sales conversations.

SAVO’s collaborative on-demand solution serves as the engine driving partner-focused efforts for leading organizations, including Akamai, Alere, and Analog Devices to:

  • Reinforce training by delivering ‘just-in-time’ sales tools
  • Support the sales cycle with exactly the right sales tools at the right time
  • Connect channel partners with the right distributor subject matter experts
  • Collect feedback from channel partners to close the loop on what works

“We need tools that make channel selling simple,” says Brad Rinklin, VP of Marketing for Akamai, “and we need to speak the language of our partners.” Partners won’t complain if you fail at this, he points out. “They just won’t sell your product.”

To learn how SAVO enables channel sales, click here.

 
   
Learn More about SAVO’s Channel Enablement Solutions
 

Find out more about Akamai’s strategy for success on February 19 at Channel Enablement: Make the Most of Your Existing Partners to Drive Growth in 2009. You’ll discover how Akamai:

  • Remains top-of-mind among key channel partners
  • Provides channel reps with real-time access to the right information, tools, and expertise — without wasting their time
  • Prioritizes scarce marketing resources by developing sales tools that channel partners actually use
  • Attracts feedback from channel partners to close the loop on what works.

Sign up now here and learn how to start building mindshare among your solution providers.


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MESSAGE FROM OUR SPONSOR
  Founded in 1999, SAVO is the industry’s only provider of collaborative Sales and Channel Enablement solutions. SAVO’s on-demand Sales and Channel Enablement platform maximizes the direct and indirect sales organization’s ability to communicate value and differentiation in clear, consistent, and compelling ways. Combining proven sales and marketing best practices with award-winning technology, SAVO addresses all aspects of the Sales Enablement challenge—spanning people, process, insight, and technology. www.savogroup.com
 
 
 
  CHANNEL ENABLEMENT RESOURCES  
  1. Channel Enablement: Make the Most of Your Existing Partners to Drive Growth in 2009
What does it take to gain mindshare? Join Akamai’s VP of Marketing learn how a more focused channel sales approach has helped to drive improved sales performance and increase productivity across a range of channel partners. READ MORE


2. Akamai turns to Channel Enablement to Deliver on Aggressive Growth Targets
Read how Akamai has begun to “institutionalize” learning and enable its distinct channel sales reps through each stage of the sales cycle. READ MORE


3. The Complex Art of Channel Motivation
Read this white paper by Frank Lynn & Associates, a leader in channel strategy consulting, for a deeper understanding of what it takes to gain partner mindshare. READ MORE


4. Enable the Channel: Capture More Revenue from Your Existing Channel Partners
Learn about the 5 keys to Channel Enablement from the industry’s leading provider. READ MORE