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  • Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc.

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  • Slide 13: Building a Successful Channel Manage the partners to keep them focused on Identify, qualify and your products recruit the right partners Give partners a reason to trust you - have a solid channel program Channel Success THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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  • Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc.

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  • THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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  • Slide 14: Steps in Partner Recruitment Total elapsed time - 4-6 months THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright©

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  • Portfolio mentality • A lot of "nice to haves" You are a disruption THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc.

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  • Slide 6: Two Basic Channel Models You are a strategic product • Partners do their own marketing • Significant sales every year OR You are a portfolio product • You feed your partner with leads • One or two sales per year … maybe THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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  • Slide 5: Benefits of an Effective Channel THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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  • Package yourselves the same way you would your product THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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  • Slide 10: Making a Channel Work A quote from Geoffrey Moore in "Crossing the Chasm" \ "Getting and sustaining the attention of someone else's sales force is a full-time job, since helping to sell someone else's product is an unnatural act that must be stimulated constantly\" THE YORK GROUP We make going global easier © Copyright 2008 - www. theyorkgroup.com Copyright© 2002 The York Group International, Inc. www. theyorkgroup.com

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