• Day 1 Analysis: Channel Management Summit

    Day 1 of the Channel Management Summit was an interesting mix of recruiting, sales enablement, marketing, and compensation—all the things that make the channel an interesting place to work!

    I live-tweeted (@emnitschke) much of the day, trying to capture takeaways from the various speakers—representing a broad range of solutions and channel models: Cisco, Iron Key, LANdesk, Motorola and CA.

    The challenge with live-tweeting an event is achieving brevity and relevancy in 140 characters…while not missing the rest of the live event going on around you!

    I realized in reviewing my “tweet log” that I really painted each of the sessions with my own brush; that I viewed and heard each presenter with my own interpretation into terms of practice enablement.

    Practice enablement is an umbrella term for all the services and value a vendor channel organization can deliver to channel partners to help them develop a fully-functioning practice around their solution—and not just establish a reseller outpost in a specific region.

    Practice enablement is also a call for consistency in messaging, content and enablement across all the processes and organizations that touch your channel. A compelling product story only generates partner interest; a compelling practice story generates long term partner loyalty and success.

    I write more about practice enablement—and the related channel strategy, recruiting, onboarding, sales enablement and marketing enablement—in my upcoming ebook, Content Strategies for the Channel Landscape.

    Looking forward to Day 2 of the summit, and connecting wth the channel organization teams who have come for new ideas and best practices to succeeding in the channel.

    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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    Rating: 4.5/5 (2 votes cast)
    Day 1 Analysis: Channel Management Summit, 4.5 out of 5 based on 2 ratings
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