Channel Relationships: Lessons from Tom Sawyer

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Date/Time: June 7, 2012 from 2:00 p.m. to 3:00 p.m. EDT
Type: Webinar
Cost: Free
How to Attend: REGISTER NOW


In this interactive webinar, you’ll learn how sales professionals are nurturing channel relationships to help themselves exceed their sales goals. Our guest co-presenters are Chris Doggett, VP of North America Channel Sales at Kaspersky Lab, and Diane Krakora, CEO of PartnerPath.

Core topics include:

  • What it means “to partner” with a company, and how is that different from being a direct sales rep.
  • What channel partners care about and how you align your goals with their expectations.
  • How to segment, develop and grow partners in your territory.
    • Driving the right channel partner behaviors
    • Developing effective channel incentives
    • Managing and measuring channel partner performance

About Our Presenters

 

Christopher Doggett

Christopher Doggett – VP, Channel Sales, N. America
Kaspersky Lab

A recognized global business leader who brings more than 12 years of channel and industry experience, Chris is responsible for overseeing and managing Kaspersky Lab's channel sales organization across North America.

Prior to Kaspersky, Chris served as Executive Vice President of Sales at Financial Recovery Technologies (FRT) where he was responsible for the strategic and operational leadership of the firm’s sales and marketing professionals, strategic partners and independent sales channel.

Prior to FRT, Christopher led Sophos’ global channel sales organization where he was responsible for key strategic initiatives including creating and implementing Sophos’ Global Partner Program, and launching both the managed services program and the small business online sales program. In his prior role as the Director of Channel Sales for North America, Chris received numerous accolades, including being named a CRN Channel Chief for two consecutive years and was included as a CRN Security Superstar in 2010.

Diane Krakora Diane Krakora – CEO
PartnerPath

As one of the original PartnerPath members, Diane isn’t shy about making her opinions heard and is known among her clients and colleagues as always offering sound counsel, creative ideas and aggressive, proactive models to elevate the impact of partnering. Diane’s broad market experience covers all things technology-related, from chips to networking to enterprise software and everything in between. Her claim to fame is helping companies reach their highest partnering potential by applying the right model, creativity and passion to partnering strategies, operations and management. Diane believes partnering should be an integral part of every high technology company and through proper engagement and enablement partnerships of all types can return increased sales and profitability. Some of PartnerPath Customers include: Dell, Microsoft, Salesforce.com and VMware.

Diane’s unparalleled mix of strategic counsel, sales perspective and partnering know-how came from her early years as a partnering operations executive and channel sales manager. Prior to founding PartnerPath 14 years ago, Diane held executive positions in channels, sales and marketing roles at several high technology companies such as Pandesic, Shiva and Cisco. Diane holds a master's degree in business administration from Santa Clara University and a Bachelor of Arts degree in quantitative economics from the University of California at San Diego.

PartnerPath, LLC is a partnering development firm based in Silicon Valley, California, wholly dedicated to helping companies elevate the impact of partnering. We achieve this by effectively designing, implementing and automating channel and alliance models. We offer services ranging from channel structures and program development plans to partnering operations and program execution. Our automation solution provides our clients a best-in-class partner portal and program automation system. For more information please visit us at www.partner-path.com.

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