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Date

White Papers News and Tools

Jan 05 to June 06

July to December 2006

Communicate via reading
July 2006
July 06

Agent Programs for the Technology Industry:
Of all partner programs employed in an organization's go-to-market strategy, agents can be the most subtle, powerful and economically effective partnering option available.

The overall success of an Influencer or Agent model depends on critical success factors pertaining to the deal complexity, agent roles, communications between the parties, effective compensation models and more. Learn the six major factors and understand how you can establish a new agent program, or improve an existing one.
Created By: Amazon Consulting, LLC
Pages: 4
Cost: FREE
download

July 06

Five Tiers of Separation:
With the debate raging on regarding the expanding role of distribution in bringing products to market, this paper explores the pros and cons of multi-tiered distribution strategies, what you can and can not expect to accomplish through distribution and how to achieve maximum ROI from your distribution relationships.  

Including case-studies and unique perspectives from an experienced IT sales and marketing executive who has been working in the channel for the past 20 years and seen the role of distributors grow and change drastically from simple fulfillment to sophisticated sales and marketing engines.
Created By: Stephen Di Franco
Pages: 28
Cost: FREE
download

July 06

Multi-Channel Strategies:
What is a Channel? A channel is simply the means to get products and services from you, the manufacturer, to your customer.

For some consumer-oriented technology products, such as the cellular phone and personal digital assistant - PDA - market, several 'middlemen' assist between the producers and the end users. These middlemen go by a variety of names: wholesaler, aggregator, distributor, reseller, and retail outlet.
Created By: Amazon Consulting, LLC
Pages: 8
Cost: FREE
download

Communicate via a coffee
August 2006
Aug 06

Six Stages to Partner Development:
Are you asking yourself 'how can we effectively engage, empower and manage our indirect partners?'

In this white paper, we describe a six stage framework of partner development and discuss how some innovative companies are implementing these concepts to increase sales, profitability and customer satisfaction.
Created By: Amazon Consulting, LLC
Pages: 8
Cost: FREE
download

Aug 06

Partnering in the New Economy:
In these challenging times, have you wondered how new economic realities have affected companies' partnering practices, programs and strategies?

In today's challenging economy companies are trying to simultaneously remove inefficient or redundant processes and people, and investigate new uses of technology to smoothly manage alliances — ultimately to increase sales through the recommendations and purchases from satisfied customers. To reach these goals, intelligent, strategic and cost effective partnering is critical.
Created By: Amazon Consulting, LLC
Pages: 12
Cost: FREE
download

Aug 06

Marketing Ruler:
Are we monitoring and measuring the wrong thing?

Why do we measure "Return on Investment" when campaigns are about developing long-term commitment and not just revenue. Why are we falling into a financial trap that fails to measure the value of programs over time? It's time to change the rules of campaign measurement. Created By: Amazon Consulting, LLC
Pages: 14
Cost: FREE
download

Aug 06
Optimizing Go-To-Market Strategies:
There are a variety of methods available to sell products and services. No matter how a company chooses to bring its product or service to market, one thing is for certain: a channel is required to sell and distribute it to the customer, and provide for after-sales support. Whether a company chooses to do this themselves via a direct sales channel or via third party agent emissaries by using indirect channel partners, the end-to-end process for achieving this goal is the GTM strategy.

This document outlines that process and provides insight into how best to optimize a channel strategy. The following aspects of optimizing channel strategy are also explored:

  • Definition of Go-to-Market Strategy
  • Methodology for Optimizing Channel Strategy
  • Reviewing Channel Strategy
  • Best Channels Practices
  • Definition of Markets: Products, End Users and Channels
  • Channel Gap Analysis
  • Business Proposition Formation
  • Channel Programs Identification
  • Process Flow Analysis
  • Metrics and Tracking
  • Engagement Inputs and Outputs

Created By: Jeff Poole
Pages: 24
Cost: FREE
download
Aug 2006

Leverage Oracle Investments with eBusiness to Reach Customers and Partners

Many companies have made significant financial investments with Oracle Applications to enable their business and streamline processes.  These investments are extremely valuable; however, a key question to ask is “how have they added value to doing business with your customers and partners?“  Have your Oracle implementations enabled your customers and partners to find, configure and purchase the right products and services, and ensure product, order and invoice accuracy and timeliness.  And, do they have a seamless experience whether they choose to do business with your organization online, in person, via the phone or all of these?

This in-depth white paper focuses on how to leverage and extend your Oracle investments with an eBusiness solution to achieve customer- and partner-facing operational success. 

With Comergent's proven, service-oriented enterprise eBusiness applications, companies like Agilent, Gates, Quantum, Haworth, GE Access Distribution, International Rectifier and Cisco are able to:

  • Extend Oracle investment with partner and customer facing applications including: catalog, configuration, guided selling, promotions, pricing, quoting, order management, and partner e-commerce enablement
  • Make it easier for partners and customers to do business
  • Provide a single, consistent face to partners and customers across one or multiple back-end Oracle Application
  • Flexibly adapt to changing market conditions, such as customer-specific demands, new brands and products, new channels, etc., without impacting the SAP system
  • Do more with less by reducing inefficiencies and costs in sales and ordering processes, while increasing revenue

Learn how Comergent compliments and extends your Oracle investments by downloading this white paper.

Aug 06
CMC Focus on: Using a business partner
CRM-Forum News - UK
... This, the latest in our monthly series of e-supplements, looks at how applications vendors manage their channel partners and the opportunities that this ...
Communicate via mobile phone
September 2006
Sept 06
Tools (chargeable) for channel management Agreements, Documents and Templates.
Sept 06 White papers
Sept 06

CompTIA Membership for Manufacturers
CompTIA membership offers manufacturers an outlet to connect with thousands of potential new channel partners. Develop new contacts and strengthen your existing partner relationships using all the tools, resources and services CompTIA provides.

Communicate via listening
October 2006
Posted: 24 Oct 2006 New IDC White Paper: Channel Sales Management; Beyond CRM by BlueRoads Corporation
Type: White Paper  Posted: 24 Oct 2006
Published: 24 Oct 2006
Summary:  Channel sales management can be one of the most pressing issues for companies today. The channel represents enormous opportunities, but its management has historically been fraught with inefficiencies. IDC offers a new point of view.
Eye
November 2006
November 06 onwards

Due to the limited number of hits that this news subject has received in the last 24 months, we have switched our resources to alternative marketing channels.

All historic links have been left in situ.

(See Portal Site Map to locate alternate current news headings.)

8:Alarm Clock - Waking up without using an alarm clock, is for some an alarming thought - Steve Parish Original Affirmation v1

 

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