PAST EVENTS

San Diego Software Industry Council

February 02, 2007

What You Must Do NOW to Maximize 2007 Reseller Performance.

Program Description:

Just like farming, successful channel management involves managing key activities around annual cycles: a time to plant, a time to nurture, and a time to harvest. However, while channel success requires year-round effort, what you do over the next few months has the greatest impact on whether your 2007 channel performance is a success or just more of the same.

Want 2007 to be a breakthrough year? Interested in ideas on how to improve reseller performance and why now is the most critical time to act? Attend this informative session with Greg Nutter from Soloquent and discover:

	What are the leading contributors to reseller performance dissatisfaction
	What critical activities must happen in the first 120 days
	Why doing more won’t always fix the problem
	How to maximize your channel development investments

If you sell through the channel, don't miss this discussion of the key success factors you must put in place before the end of April.

 

San Diego Software Industry Council May 05, 2006

 

Why Traditional Marketing Programs & Tools Fail

And What To Do About It.
 

Program Description:

Many high-tech sales are complex sales involving multiple levels of cross-functional decision makers. Is your marketing group trying to use TRADITIONAL marketing programs to drive those complex sales? If so, you’re probably not getting the return you need on your investment.

Today’s complex sale requires a wider range of programs and tools that are targeted to specific phases of the sales cycle -- which is why many traditional marketing programs and tools have limited effectiveness in driving sales.

How can the marketing team have more impact in driving complex sales revenues?

This session, sponsored by the San Diego Software Industry Council, features Greg Nutter from Soloquent who will help you to discover:
 

	What causes a sale to become “complex”?
	How a complex sales process is different from simple sales and how this affects your marketing efforts
	Marketing gaps – why current programs don’t’ work and what new tools and programs are required to accelerate complex sales
	How marketing tools and programs can add value to the complex sales process
	How to build higher impact tools and programs that truly drive sales performance in a complex sales environment
	Marketing mistakes when developing and launching sales generating tools and programs

San Diego Software Industry Council

December 2, 2005


 

High-Performance Reseller Channels

Program Description:

Why are some companies highly successful using third-party channels while others aren't? Join us for "Channels 101" with Greg Nutter, Principal with Soloquent Inc., as he gives us a framework for developing, deploying and managing reseller channels.

 

Greg will highlight the key activities and success factors that contribute to sustained channel performance.

 

You'll discover:

	The pros and cons of using a third-party sales channel versus a direct organization;
	Differences between the most common channel models, including: referral, agent, VAR, distributor, and OEM
	The 4 phases of conceiving and enabling a successful sales channel -- along with the key activities associated with each phase
	Key factors to consider in selecting a potential channel partner
	The major success factors and failure points in any channel program