Current Events
Web Event: May 31st, 2012 @ 9:00 AM
Where the Rubber Meets the Road - Driving Partner Enablement at the Field Level
Join Mia Blank, and solution provider guests to discuss driving your company's partner enablement through the field level. What’s working? What isn’t?
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Playing the Field:
Engaging and Enabling Your Company’s Partner Development Team
To the extent IT vendors want to create collaborative, inter-dependent relationship with their indirect partner communities, they need a strong, business savvy and unified partner management team to foster local relationships. The partner management professional (or virtual team) of the future needs to be:
| ■ | Business savvy and deeply involved in strategic planning with their key partners; |
| ■ | Cognizant of multi-vendor solution selling and where their technology fits in a real integrated offering; |
| ■ | Keenly aware and appreciative of the partner economics of investment and profitability; |
| ■ | Powerful in rallying a wide variety of internal support & resources for their partners |
The teams that vendors put in front of partners today, tasked with building relationships, garnering support and investment and trusted with co-selling and collaboration, need to be more effective and skilled than ever before. Now is the time for vendors to ruthlessly evaluate the readiness and impact of their partner management teams to support the next 5 years of explosive IT growth – are your teams ready?
This is an excerpt from a Thought Leadership Brief on this topic, coming in June, based on data from the 2012 State of Partnering.
| Sign-up to receive the brief when it's available | Register for our June Webinar |
