You and your leadership team understand the value strong alliances can bring to the company. By leveraging your great partnership skills to increase the results of your company’s channel programs, you can deliver even greater contributions to revenue and profitability growth.Growth of a strategic or global account requires dedicated focus and persistent, patient development of the most prevalent opportunities to provide value and drive revenue. In today’s world, however, it is increasingly hard for the sales team to qualify, pursue and develop all of the potential opportunities and interests within a national or global account.By developing relationships with and using account mapping techniques to better leverage strategic channel partners, alliance managers are able to identify and gain access to new opportunities, extend their virtual team and efficiently increase their sales success.
In this 60 minute session, participants will learn proven techniques to leverage and increase their influence and sales success through channel partners.
Key areas to be covered include:
- Three key ways to identify the channel partnership opportunities which can provide the greatest sales success
- Account mapping – how you can tap into the channel partner’s network and process to expand your position within the account
- Ensuring it is a win/win through three points of value delivered in each account opportunity
- Action plan and template for use in real world
Throughout the session, practical real world examples will be presented as case studies and participants will leave with an action plan they can immediately put to use to qualify and account map with their organization’s channel partners.
5:30 Registration and networking
6:00 Opening remarks, Nora Di Bene, President ASAP Silicon Valley
7:10 Additional networking
ASAP members – $10 (At the door – $15)
Non-members – $20 (At the door – $25)
Dress for this event is Business
(Tentative and subject to change)
Citrix Conference Center
4980 Great America Parkway
Santa Clara, CA 95054
Early registration ends on May 19, 2014.
Regular registration starts on May 20, 2014 and ends on Jun 26, 2014.
Late registration starts on Jun 27, 2014.
All times are 12:00am (GMT-05:00) Eastern Time (US & Canada).