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.
COVID-19 Update - EVENT CANCELLED
The Channel Meet Up on March 12th is now cancelled due to the COVID-19/Coronavirus outbreak. We are looking into the possibility of offering a reduced agenda virtually, and will be in touch with details if this is possible. If all is well, we will be back in person to Menlo Park on Thursday, October 29th, with invites to follow!
Thank you for your support and patience during this period. Please write to emily@thechannelmeetup.com if you have any questions.
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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