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| PRM Online 2004 |
| Because Collaborative Partnerships Drive Success! |
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| Program |
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| PRM Online 2004 begins on January
26 with a live web conference kickoff. Each day, new conference rooms open where
additional prerecorded presentations are available. Teleconferences and chat times
are scheduled so you know when the presenters are online but feel free to add
comments and questions anytime. The conference ends on January 28 with concluding
comments by the speakers and participants to summarize the take aways from the
conference. |
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| The conference program is very flexible because the presentations are recorded
and can be viewed anytime. Login at any time that fits your schedule and access
speaker presentations, post questions or comments, and network with others. Because
the interaction and dialogue occurs over three days, you can participate at any
time that fits your schedule, day or night. Drop in the eBuzz Café to see
what topics are being discussed, contribute your insights, and add your own topics
for discussions. |
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| Schedule of Events |
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Monday, January 26 |
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Conference site opens at 8:00am US Eastern Standard Time |
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Click HERE
for a quick overview of how to navigate in the online conference |
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12:30 - 12:45 pm US Eastern Standard time- Welcome
and orientation with Soren Kaplan, Ph.D., Founder of iCohere and ConferenceLink |
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12:45 - 1:30 pm US Eastern Standard time - Keynote
Presentation Web Conference with John Addison, author of Revenue Rocket |
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Prerecorded
Presentations by Hanoch Eiron and Karl Kadie will be available beginning
8:00 am US Eastern Time. Hanoch and Karl will be available for online discussions
from3:00 - 3:30 pm US Eastern Standard time. Post questions
and obtain answers throughout the remainder of the conference. |
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5:00 pm US Eastern Time - Join Karl Kadie for an
online chat for a discussion on Trends in Channels and Alliances based on a recent
survey conducted by Technology Channel Groups |
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Welcome and Conference Overview
Soren Kaplan
Co-Founder, iCohere & ConferenceLink
Soren Kaplan provides an overview of PRM 2004 and how business relationships,
processes, and technology must strategically integrate to support today's partnerships
and alliances. Soren will introduce the conference in these terms and provide
an orientation to help you get the most out of this groundbreaking online conference.
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Revenue Rocket:
New Strategies for Selling with Partners
John Addison
President and Founder of OPTIMARK Inc.
John Addison will share six powerful strategies from his book, Revenue Rocket.
Nokia sells 200 million cell phones through partners who offer the phones along
with wireless services. LeapFrog is the world leader in making learning fun for
kids. It grew 10-fold in 3 years selling almost exclusively through partners.
Technology giants Microsoft, Intel, and Cisco protect their market dominance by
selling through complex global distribution channels.
Partner excellence has three foundations (3 P's): portfolio, planning, and PRM.
Developing the ideal portfolio of partners requires market segmentation, clarity
of where products are in the lifecycle, recruiting and keeping the ideal partners.
Planning requires an effective overall channel plan, and planning sessions with
each partner. Partner Relationship Management (PRM) is now the foundation for
executing these plans, implementing programs, promotions, and securing business
intelligence.
Partner excellence is continually improved with 3M's: mindshare, marketing, and
money. M #1, mindshare, is achieved over time by taking each partner through five
stages of increasing loyalty. The second "M" is marketing. Make it easy
for partners to spend their money promoting your products. The third "M"
is money. Your partners are all thinking, "Show me the money!" Attend
this session and build your own Revenue Rocket. |
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Creating Customer Focused Corporate Alliances
Hanoch Eiron,
Marketing Director, Hewlett Packard
Alliances are now a key pillar for corporate strategy in many industries. As companies
must focus on areas of core competency, they need to partner in order to provide
customers with complimentary parts for the solutions. A critical, if sometime
forgotten part of strong alliances, is the customer. This presentation offers
steps for building corporate alliances that are focused from the start on the
customer. |
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Cleaning House
Karl Kadie,
VP of Client Channel Development, Technology Channels Group, Inc.
Launching channels in today's online environment can require significant resources
and investment. Just think about it…partner portals…PRM systems…channel
sales managers... marketing and sales programs. With all that's at stake, there's
little room for the uncommitted.
Why do the reseller plans of so many companies fail? Many times, the answer is
that these organizations have too many partners that are doing too little. "Carrying"
unproductive resellers is not only an annoyance - it's an expensive drain on resources.
Karl Kadie introduces the key principles for identifying, screening, and "weeding
out" the poor performers. He'll show you the key tools every partner manager
should have for "cleaning house." And he'll illustrate how you can utilize
Technology Channels Group's ChannelPRO process for getting the most out of your
reseller portfolio. |
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Tuesday, January 27 |
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11:00 am US Eastern Standard Time - Teleconference
for Q&A with Bill Davidson. A prerecorded presentation by Bill on a System
and Model for Generating, Optimizing, and Evaluating Business Partnerships will
be available beginning 8:00am US Eastern Time |
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Prerecorded Presentations by Larraine Segil and
Dan Housman will be available beginning 8:00am US Eastern Time. Larraine and Dan
will be available for online discussions from 2:00-2:30 pm
US Eastern Standard time. Continue the conversations in the presenters
conference halls throughout the remainder of the conference. |
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5:00 pm US Eastern Standard Time - Online chat
with Larraine Segil on Measuring the Value of Partnering
- The Metrics of Relationships |
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System and Methods for Generating, Optimizing,
and Evaluating Business Partner Alliances
Bill Davidson
President and CEO, The Alliance Consulting Group
Generating, optimizing and evaluating channels and alliances is the great challenge
faced by alliance and channel organizations. The Alliance Consulting Group's patented
Partner Value Model calculates partner value that reflects all aspects of channel
or alliance partnerships giving a company a view of the true state of the partnership.
By continuously improving all aspects of the Partner Lifecycle including the processes
involved in partner selection, partner agreements and partner management, partner
value and performance optimization can be achieved. Bill Davidson will talk about
how to put it all together into a quantifiable and repeatable process. |
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Partner Adoption:
The Key to ROI for Channel Investments
Dan Housman,
Co-Founder, ChannelWave, Inc.
You can install the right technology and develop the right programs to improve
your sales, marketing, and partnering activities, but if partners don't use it,
then it becomes a waste of time and money. That is why driving partner adoption
is the key to the financial and operational success of any channel investment.
Learn how you can achieve this goal from the best practices of leading companies
and the top experts in the field.
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Enabling Relationship Management through Technology
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Measuring the Value of Partnering - The Metrics of Relationships
Larraine Segil,
Founder, Vantage
Effective management of alliance relationships is the key to realizing value from
those alliances. Effective management of alliance relationships is difficult;
involving lots of complexity such as numerous activities undertaken by wide variety
of people and multiple touch points across the alliance interface.
Vantage Partners is the leading advisory company in the strategic relationship
management of critical complex business relationships. We recognized that a number
of the activities involved in managing alliances could be enabled through effective
use of technology. Some of those activities include:
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Deploying and maintaining alliance management processes and activities |
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Storing and disseminating best practices and key lessons to enable different
parts of an organization to leverage local experience |
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Coordinating and collaborating on an alliance by geographically-dispersed
teams in real time |
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Measuring the health and performance of key alliances |
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Managing multiple alliances with a given partner |
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Monitoring key information and tracking performance across overall alliance
portfolio |
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Gaining comprehensive, dynamic views of the alliance portfolio |
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Capturing key lessons from real-life alliance management experience |
Vantage Partners designed a program called Partnersmith® as a platform for
enabling effective alliance management; it integrates a complex set of alliance
activities into an integrated process without exposing the complexity of the entire
process to the relevant parties. |
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Wednesday, January 28 |
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12:00 pm US Eastern Standard Time - Teleconference
for Q&A with Gregg Taragos. A prerecorded presentation by Gregg on Strategic
Channel Management through Partnerships will be available beginning 8:00am US
Eastern Time. |
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Prerecorded Presentations by Mark Esfehani, and
Toni Clayton-Hine will be available at 8:00 US Eastern Time. Post questions and
obtain answers anytime during the day in their Conference Halls. |
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Anytime Event: A prerecorded presentation
by Toni Clayton Hine of IPED will be available at 8:00 US Eastern Time. Post questions
and obtain answers anytime during the day. |
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Building Profitable Partnerships
Gregg Taragos,PhD
A decisive competitive edge goes to companies that pay attention to how they go
to market. Implementing a 6-phase process helps you create distribution channel
partnerships that produce happy customers and increased profits.
Distribution channels - "channel partners" - are vital to success in
today's market-place. Successful partnerships require deliberate efforts to build
the trust that is critical to making them work.
The objective: True channel partnership is a process that promotes open and direct
dialogue among key stakeholders in a distribution channel. The process brings
together various channel members to help them agree on strategies and put systems
in place for achieving those strategies.
The method: Partners must work together to create success. Competitive threats
are down-played as channels find ways to partner in existing markets or to enter
new markets in order to increase profits for the entire enterprise. Programs are
linked for maximum impact. Communications, measurement, training and rewards are
components of a whole system, not stand-alone programs.
The results: Success measures are agreed upon up front. Results, in terms of both
behavioral change and financial gain, are deliberately measured. Cost reductions
and service improvements result in bottom-line wins throughout the channel. |
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Online Collaboration & Communication Increases
Business Partner Revenue
Mark Esfehani,
Technical Director, SBC California Vendor Operations
Learn how SBC California uses online collaboration and communication to enhance
business relationships and increase revenue contributions in the business market.
The telephone company's Alternate Channels organization has grown its distribution
channel scope and size while maintaining fairly consistent resource allocations
through the use of online tools and technologies. The presentation will highlight
aspects of the department's systems before implementation of an integrated platform
and compare those with the current suite of tools being utilized to grow revenues
through business partners. |
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Channel Strategies That Grow
Business
Toni Clayton-Hine
Managing Director, The Institute for Partner Education & Development, CMP
Media LLC
The efficiencies of leveraging channels to sell products and services to Small
and Medium Business, combined with customer demand for "vendor independent"
advice from a trusted third party, are some of the many reasons vendors consider
channels essential to their success. Marketing to and through distribution channels
poses its own set of unique challenges: finding the balance of demand generation,
product awareness, and program affinity can be a daunting task.
This presentation will discuss the ingredients required to build a successful
channel marketing strategy including:
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Minimum requirement and differentiators for channel programs |
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The myths and realities of demand generation |
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How to leverage the channel to extend your business in target markets |
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Moving your products from brand awareness to brand preference |
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Cutting through the clutter: creating visibility and traction with partners |
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| Still not sure if you
should register? Consider the benefits: |
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One-tenth the cost of traditional conferences |
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Flexible event schedule - attend anytime during the week |
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Downloadable presentations & practical resources |
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Connect directly with experts |
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Network with other attendees |
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Group discounts |
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Register
Now For Early-bird Discount! |
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| "A great roadmap for success. John Addison
shows us how to get the best sales partners and make them successful. Your competition
won't know what hit them." |
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Guy Kawasaki,
Author, Rules for Revolutionaries, Selling the Dream |
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| "The Technology Adoption Life Cycle is
famous for wreaking havoc on partner and channel relationships. John Addison knows
the ins and outs of this problem very well and his analysis and recommendations
are a must read for any marketing executive in the high tech sector." |
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Geoffrey Moore,
Author, Crossing the Chasm, Inside the Tornado, Living on the Fault Line |
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