CCI’s channel webinars offer insights into current channel management trends and best practices.

Upcoming Zyme Webinar

Effectively Managing Channel Incentives to Drive Partner Behavior and Program ROI

Date: Wednesday, August 09, 2017
Time: 10:00 AM (PT) / 1:00 PM (ET)

Leading high-tech companies are aligning their incentives programs with accurate channel data to drive greater channel sales while reducing their channel investment.

Have you adopted this strategy yet?

On August 9th, join Angela Leech, SiriusDecisions, Colleen Crowley, Western Digital and Deepanjan Chattopadhyay, Zyme, to learn how you can implement a data-driven incentives management strategy.



On-Demand Webcasts

Deciphering the Voice of the Partner

Break the code to unlocking partner potential!

In this webinar, led by Kathy Contreras, Research Director, Channel Marketing Strategies at SiriusDecisions, we discuss why so many believe that partner experience is more important today than ever before in the universe of channel incentives.


The Keys to MDF Success in a Digital World


The new buyer’s journey, digital marketing, social media ROI, cloud-based partners, digital body language, new specialized channels  ̶  the channel world is in flux. The one thing that has not changed is the need for growth. And love it or hate it, MDF and partner enablement still play a significant role in these efforts.

While the core elements of a successful MDF program haven’t changed much, the increasingly dynamic context in which they are viewed and the rapidly changing landscape of the buyer’s and seller’s journey make it necessary to continue to dig deep into the details of each step of even the most historically successful program.



Aligning Channel Marketing and Sales

A Practical 5-Step Approach

Webcast Image-Aligning Channel Mktg_Sales

One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.



The New World of Channel Incentives

A Joint Webinar with SiriusDecisions

Webcast Image-NewWorldIncentivesIn this webinar, led by Kathy Contreras of SiriusDecisions, we will catch you up on the ever changing universe of channel incentives. Starting with MDF programs, we’ll identify the key challenges and highlight success criteria of traditional incentives. From there, we’ll delve into why it’s not just necessary, but imperative, that your incentive programs evolve beyond historical funding programs to the “new world” of channel incentives.



How to Get the Most Out of Your Cloud Channel in the 2.0 World

Webcast Image-Cloud_2Are you ready for Cloud 2.0? Because it is here. It is not your mother’s cloud and for many there will be no looking back. It took a long time for the cloud to get here, but not so long for it to substantially change how the channel markets, sells, and delivers products and services. Learn how the cloud has changed the channel in a very short time and what you can do to come along for the ride.



Why Partners Must Embrace Digital Marketing

Top 10 things you can do to enable partners to use digital marketing effectively.

Digital Marketing Webinar PictureIn today’s rapid-fire market, the time has come for everyone in the channel to embrace digital marketing or suffer the consequences. It is no longer a question of whether or not to engage, but rather to what degree and how to execute.

The issues below are becoming common place and there is a great need for ways to tie all the moving parts together for success.

  • Why the need for digital marketing in B2B?
  • What happened to the partner’s traditional sales process?
  • What is the new end-user buying process?
  • The challenges of this new process in today’s chaotic channel world



Emerging Trends in Channel Incentive Programs

Webcast-Image-2015-Survey-ResultsCCI’s Steven Kellam was joined by PartnerPath’s CEO Diane Krakora to present insights from the 2015 Channel Incentive Benchmark Study. They delved into the results of the study and its relevancy to channel vendor programs in the software, hardware, and telecommunications industries.


Financial Best Practices for Channel Leaders

Laying the Groundwork for Intelligent Growth and Profitability

Financial-Best-Practices-webinar-coverGetting the funds you need to run and grow a channel organization can be a struggle. Often channel teams are the key path to much or all of a company’s revenue, yet are often woefully underfunded. You may be a superstar at partner marketing or sales strategy, but why do you often hear ‘no’ when trying to fund what you know you need to be successful?

The good news is you don’t need to be a financial or legal expert to run and grow a program. But you do need to understand what to pay attention to, and how to measure it, and how to talk about it with the rest of the company.



10 Channel Practices Going Extinct

Webcast-Image-DinosaursThe one constant in the channel is that it’s always changing. Being in the channel space for over 30 years, we’ve seen many programs evolve and grow with time. But just as often we’ve seen programs fail to keep up with technology and their business realities. Discover which channel practices are becoming obsolete and learn what you need to do to adapt and succeed.



‘Next Gen’ Joint Marketing Planning

5 Tips for Maximizing Success

Next-Gen-JMP-WebinarBest practices workshop for simplifying the joint planning process, accelerating time to market, and dramatically increasing partner revenue.

Learn about the innovative approaches to joint marketing planning being used by many of the world’s top tech and telecom players.



Embracing the New Era of End-to-End Channel Automation

How top channel teams are gaining competitive advantage by leveraging the full potential of cloud systems.

Webcast-Image-Channel_AutomationCCI’s Steven Kellam and Peter Hornberger were joined by Scott England from Zift Solutions to share the emerging footprint of what a global channel automation solution looks like. They demonstrate how systems for partner marketing and engagement, fully integrated with comprehensive tools for joint partner planning, team coordination, and incentives management, can offer vendors the ‘holy grail’ of complete channel automation that is affordable and configurable.



Channel ROI Measurement Workshop

The rise of modern channel program measurement and its implications for revenue and market-share growth.

ROI-Measurement-WorkshopLong considered the ‘holy grail’ of channel management, connecting the dots between channel investment and sales ROI is still a struggle for even the most savvy and well-funded channel organizations. But in the last couple of years, technological steps forward in workflow automation, data integration, analytics, forecasting, and marketing automation have set the stage for a true closed loop.



Joint Partner Planning for the New Channel World

Part 2 in a 2-Part Series JPP-Title-Slide

With all the flux going on in tech and telecom channels, it’s now more vital than ever to be smart, efficient, and effective at aligning, engaging, and strategizing with key partners in your channel ecosystem. But how do you do this in a way that is measurable and effective without forcing your CAMs to work 12 hour shifts? CCI’s Steven Kellam was joined by PartnerPath CEO Diane Krakora to explore the keys to measurable success, and look at some tools that can help introduce discipline, efficiency, and accountability to the process.



Key Partner Scorecarding Practices for Channel Success

Part 1 in a 2-Part Series Scorecarding-Title-Slide

With shrinking or static budgets and increasingly aggressive revenue targets, channel managers’ success increasingly hinges on achieving, and proving, maximum return for your partner program investments. It’s safe to say that every channel vendor measures the total bookings brought in by each partner.


  • How many of us are adequately measuring the true value add of each partner?
  • Have you ever had a queasy feeling that you’re paying out too many financial incentives to partners for doing things that they probably would have done anyway?
  • How do you differentiate the proactive partners from the passive ‘order takers’ milking cozy relationships with your sales team?
  • And how do you best measure who is on track to make you the most money over the next ten years instead of the last ten years?