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Channel Sales & Marketing Alignment

March 12th, 2020, 8:30am - 4pm, Menlo Park, California

Silos between sales and marketing departments are a long-standing problem in most industries, and can be worse in the Channel, where vendors have little or no influence on the outcome of sales opportunities. When channel marketing and partner sales are misaligned, processes become inefficient, content is created without a clear purpose, and customers aren’t properly nurtured through the sales cycle.

How can channel sales and marketing teams improve their collaboration to increase conversion rates, shorten the sales cycle, and increase revenue? We’ll talk strategy, communication, content, and sales enablement so your company can deliver a better buyer experience, and empower partner account managers to be more successful.

Confirmed speakers are:

  • Kathy Contreras, VP and Principal Analyst, Channel Marketing Strategies at SiriusDecisions/Forrester
  • Sandra Glaser Cheek, Channel Chief and Top-100 Woman in the Channel
  • Jason Carriere, IT Channel Sales Leader at LinkedIn

Both Channel Marketer and Channel Sales roles are encouraged to attend.

Free Registration

Quadrus Conference Center, Menlo Park, California

Agenda

08:30am - 09:30am

Breakfast and Registration

09:30am - 10:00am

Welcome from CMU Sponsors

10:00am - 10:30am

Kathy Contreras, VP and Principal Analyst, Channel Marketing Strategies at SiriusDecisions/Forrester

 

“Channel Marketing & Sales: Keys to Planning for Alignment both Internally and Externally”  

10:30am - 11:15am

Table Discussion: Round One

11:15am - 11:45am

Meet-the-Sponsors Coffee Break

11:45am - 12:15pm

Sandra Glaser Cheek, Channel Chief and Top-100 Women in the Channel

 

“Does your Channel Go-to-Market Need a Chiropractor? How Small Adjustments Can Alleviate Pain and Improve Alignment”

12:15pm - 01:15pm

Lunch

01:15pm - 02:15pm

Panel Discussion: “How to Align Channel Sales & Marketing to Improve the Partner and Customer Experience.”

 

Balaji Subramanian, ServiceMax, VP Global Alliances & Channel Sales

Scott Trauthen, Exabeam, Director Partner Marketing

May Mitchell, Cylance, VP Global Channel Sales & Field Marketing

Jennifer Judy, Poly, Senior Director, Global Partner Experience

Charla Bunton-Johnson, Weka, Global Director, Partner, Field & Development Marketing

02:15pm - 03:00pm

Table Discussion: Round Two

03:00pm - 03:30pm

Jason Carriere, IT Channel Sales Leader, LinkedIn

 

“Enabling your Channel Sellers”

03:30pm - 04:00pm

Sponsor Case Study Showcases (presented at individual roundtables)

 

A Channel Leader’s First 90 Days: Lessons from Rubrik (E2open)

Intuit Journey: How a Partner Program can DOUBLE your PAM’s Productivity (Twogether)

How FireEye Built a Partner Experience for the Next Decade (Impartner)

How Honeywell Increased Sales by 25% with Partner Rewards (CR Worldwide)

How Informatica solved the Challenges of Deploying a Global MDF Program (Channel Mechanics)

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