Speakers Bureau
The IPED Speakers Bureau, from The Institute for Partner Education & Development
As you design your channel programs for 2009, let IPED's channel sales experts and consultants present valuable insight to your channel managers that can help improve the profitability of your programs in 2009 and beyond.
Get started now! Contact John Machado, IPED Director of Business Development, at 508.416.1126 or john.machado@ec.ubm.com
IPED Speakers Bureau Themes Include:
Management Best Practices
- Realigning your channel sales organization to increase margins and profits
- Lowering sales cost and increasing productivity
- Relating the business model to the organizational model
- Developing your partners service culture with high utilization attainment
- Compensation plans for consultants and for managers
- Successful implementation of change into your organization
- Transition strategies for change management
- Management techniques to increase profits from your current business
Financial Management
- P & L Benchmarks for the top industry performers
- Attributes of the better P & L performers
- Expense analysis
- Improving cash flow
- Billing techniques
- Accounts Receivable techniques
- Project timing and revenue flows
- Budgeting to improve profits
- Preparing your business for an exit strategy, the M & A process, types of deal structures
- Valuations of businesses similar to yours and how to lay the ground work to improve your company's valuation
Sales:
- Best Practices for selling high-margin technology solutions
- A simple, repeatable process for identifying and qualifying real opportunities
- Tactics for engaging senior business decision makers in the technology sales process
- Keys to winning new business without resorting to discounts
- Increase the average win-rate for competitive sales opportunities
- Reduce the length of the average sales cycle
- Boost the average gross margin for sales transactions
- Cross selling to drive profitability
Marketing:
- Marketing requirements for winning new customers and protecting your install base
- A clear and understandable model for measuring campaigns and tracking your real ROI
- Tactics for generating qualified sales leads in 30 days
- Elements of a lasting and meaningful solution provider brand
- Increase the number of qualified leads created by lead generation campaigns
- Increase the number of qualified prospects who attend sales seminars
- Reduce the cost of wasted marketing materials and sales tools
Meet IPED's Channel Sales Experts and Consultants
Ryan Morris
Practice Director, WW Channel Development & Education
303-377-3829
ryan.morris@ec.ubm.com
Stanley Elbaum
Practice Director WW Channel Intelligence & Analysis
508.416.1162
stanley.elbaum@ec.ubm.com
Kevin Rhone
Director of Consulting
508.416.1118
kevin.rhone@ec.ubm.com
Some of our clients include:
The IPED Speakers Bureau has helped improve the channel profitability of leading vendors such as CA, Juniper, BMC, Siemens, APC, Xerox, Symantec, Novell, Avaya, Liebert/Emerson, Panasonic, Websense, Citrix, Sony, Adtran, PGP, Intel, NetApp, SAP, IBM, HP, Microsoft, McAfee, HDS, Autodesk, AMD, Citrix, Red Hat, Tessco, SAP, EMC, and many more!
The Institute for Partner Education & Development (IPED) applies proven methodologies to deliver customized consultations, analysis, and recommendations that accelerate technology channel revenue. IPED delivers channel intelligence to clients through its exclusive access to world's largest channel databank owned and managed by Everything Channel.
Over 10,000,000 channel data points . More than 90,000 global interviews annually . Hundreds of clients world-wide
- Create more profitable partner programs
- Optimize the size and capacity of your partner base
- Track and leverage the relationship between your partner and their customers
- Deliver research and analysis that can make your products more attractive to partners
- Impact your channel sales for the greatest ROI
Learn More
- To set up a free consultation on how your channel can become more profitable, contact John Machado, Director of Business Development, 508.416.1126 or john.machado@ec.ubm.com
