• Channel Enablement Roundtable: Recap and Relevations

    Thanks to all the channel enablement professionals who joined our Channel Enablement Roundtable on the beautiful NetApp Sunnyvale campus in March. It was a great start to what should be an intriguing ongoing conversation in 2012.

    Attendees gathered to hear about best practices from their peers and focus on the importance of a strategic approach to channel enablement. Channel executives too often live quarter to quarter, focusing on product-focused campaigns, and are not able to take a strategic view on providing channel partners the right information to be successful over time.

    In addition to compelling conversation among the attendees, we had a chance to hear from industry leaders:

    Sharon Little, SalesCraft (Download presentation)

    Presentation Focus:  Highlighted the opportunities and challenges of sales enablement as a craft and a practice, as technology companies continue to hone their sales and marketing support functions.

    Memorable Point:  Sales enablement is much like the publishing industry; organizations must always consider how the content will be used and expectations for the end result.

    Laz Gonzalez, SiriusDecisions (Download presentation)

    Presentation Focus:  Related trends and information about SiriusDecisions’ customers around channel enablement and marketing.

    Memorable Point:  Programs and campaigns are important, but content aligned with partner sales processes is critical.

    Jim Moliski, Launch International (Download presentation)

    Presentation Focus:  Pointed to best practices around asset planning and enablement frameworks for successful channel enablement.

    Memorable Point:  Sales assets in the channel need to be targeted based on partner need and potential return.

    David Kosman, NetApp (Download presentation)

    Presentation Focus:  Provided a compelling use scenario for integrating vendor offerings with existing partner practices to create a complete solution.

    Memorable Point:  NetApp provides an portfolio of print, video and web enablement assets to help partners integrate NetApp offerings into their existing solution practices.


    Moving forward There were several themes that ran across all the speakers’ presentations, and their themes of “align, integrate and execute” form the foundation for future conversations:
    We’ll discuss each of these three pillars of channel enablement in future posts.

    Create less content to drive more sales
    There was also lots of interest in the “asset framework and analysis” discussion at the end of our session. You can download the Few and Improved ebook here.

    Looking forward to great conversation about channel enablement!

    Eric Nitschke is VP of Client Services and Managing Director at Launch International.  Eric uses his experience at Launch International to deliver a best-practices approach to client management, sales enablement, thought leadership, whiteboarding and channel development and enablement.  To read all blogs published by Launch International click here.

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