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IPED Channel Masters ProgramYearlong Resources for Channel Professionals
Program Overview
2© 2017 IPED – The Channel Company
STRATEGY
● Research ● Consult ● Programs
PROMOTE
● Brand ● Technology● Programs
RECRUIT
● Profile ● Target ● Execute
DEMAND
●Market ● Nurture ● Grow
ENGAGE
● Relationships ● Communication
ENABLE
● Inform ● Train ● Educate
Solution ProviderBusinesses
Solution ProviderIndividuals
150K
1.5 MILL
500K
IT Decision Makers
32-Year Channel History | Proven Channel Brands and Platforms | Channel Base
3© 2017 IPED – The Channel Company
Channel Research
Channel Strategy
Program Development
Recruiting & Engagement
State of the Channel Market insights
Competitive Benchmarking
Partner Best Practices
Partner Satisfaction Surveys
Partner Profitability Analysis
Program Design
Routes-to-Market Design
Channel Segmentation
Partner Capacity Planning
Channel Messaging
Channel Pricing & Promotions
Training & Certification
Incentives & Co-Op/MDF Management
Cloud Programs
Partner Selection & Recruiting
Business Transformation Training
Partner Communications
Channel Account Manager Training
Partner Training
ACCELERATING CHANNEL REVENUE GROWTH
Development Communities
Channel Leadership Forum
Channel Masters Program
Channel Workshops
IPED Consulting: Solutions for Channel ChiefsSupporting the Strategic and Tactical Requirements to Drive Growth
4© 2017 IPED – The Channel Company
Your IPED Channel Masters Advantage
Proven program designed to arm vendor channel strategy, program, sales and marketing leaders with the insight, tools and real world techniques for developing and executing today’s differentiated channel strategies.
Hone Channel Skills
Uncover New Approaches
Accelerate Career Advancement
Direct access to exclusive IPED research
Coaching from IPED’s channel veterans providing practical strategies and tactics to strengthen partner relationships
Direct Solution Provider feedback
Professional development and networking within a long established community of channel professionals
Industry wide recognition for advanced level of channel acumen
M e m b e r s h i p B e n e f i t s
5© 2017 IPED – The Channel Company
Yearlong Onsite & Online Resources
Continuing Education Webinar Series
November 2017 – September 2018
11 topics selected by members
Delivered live, archived for on-demand
Webinar 1
Webinar 2 Webinar 4 Webinar 6 Webinar 8 Webinar 10
Webinar 3 Webinar 5 Webinar 7 Webinar 9 Webinar 11
Kickoff: 2.5 day onsite session
October 17-19
Huntington Beach, CA
Seating is limited to approximately 25 attendees per class
2.5 daykickoff
Jan Feb March April May June July SeptOct Nov Dec Aug
PART 1
PART 2
6© 2017 IPED – The Channel Company
Dynamic 2.5 day session consisting of:
• Best practices data driven lectures
• Facilitated discussions around attendee real world challenges
• Channel simulation exercises where participants are challenged to build effective strategies in addressing critical phases of partner engagement via interactive/hands-on breakout activities
Part 1: Kickoff Workshop
Simulation Highlights
Discussions
Breakouts
Lectures
Prioritize Channel Program Budget Spend
• Prioritize and allocate program budgets in a resource constrained environment to maximize effectiveness with partners
Build Partner Program & On-boarding Plan
• Develop an on-boarding and enablement plan for newly recruited partners
• Set expectations, establish milestones and metrics to verify performance
Value Prop & Recruitment
• Develop a partner value proposition/recruiting pitch
• Deliver a recruiting presentation to a panel of REAL solution providers
PHASE 1 PHASE 2 PHASE 3
Industry Trends&
Dynamics
7© 2017 IPED – The Channel Company
Part 2: Monthly Channel Intelligence Webinars Your Topics – Your Discussion
8© 2017 IPED – The Channel Company
Where Your Peers Found the Most Value
• “Hearing perspectives of experienced channel marketers & bouncing my ideas off of them was very valuable…”
• “Talking about what works and what doesn’t with other senior channel managers with similar objectives/ challenges to mine”
• “The exercises allowed us to see everyone’s emphasis and exposes us to new information and ideas”
• “In-person, real time feedback + time w/ SPs. It's very valuable to hear first hand what works, what doesn't, how we should interact and work together...”
• “The panel and simulator forced immediate implementation of the concepts just presented.”
• “I sit behind the scenes so hearing from partners directly is invaluable...”
• “I really enjoyed the course and learned a lot from… building programs, recruitment, and ramp up plans. The group projects were a great way to ensure we learn and apply the knowledge…”
• “The simulator forced you to “think” thru a better way of planning and executing programs.
• “…the big picture… tying all pieces together.. very enlightening and beneficial”
• “Interaction & advice from instructors with amazing experience and insight”
• “I learned a tremendous amount that will help me prepare for future initiatives/new opportunities.”
• “Industry data –understanding the current landscape, needs shifts and trends ...”
• “Another great call today ... it has had a significant impact on our Channel Program and business...
• “Great information and will be helpful as we expand our social media efforts targeting partners...”
• “Excellent topic and extremely relevant information...”
9© 2017 IPED – The Channel Company
“The Channel Masters program provides my team with invaluable insight into industry trends, new business models and channel dynamics they simply cannot get anywhere else.
I definitely see the value in the IPED content and the interactive environment this program offers.”
“I was told this is the best channel education you can get, I was told correctly.”
"The timing of the Channel Masters Program and the training modules couldn't be better. We use the information culled from the IPED research on a regular basis."
“Macro view of the channel provides a great framework and checklist for program development.”
“The Channel Masters program is in one word EXCELLENT. It truly covers everything you would need to know to design, implement, and manage a successful partner program”.
“This was a great use of my time and has enabled me to think differently about my company’s channel strategy & program. The staff is amazing to work with”.
“The program was very educational. I learned
about best practices in the channel. It also validated what our company was doing right & areas of improvement."
Testimonials
“16 years in the channel and this was the most comprehensive and well thought out content and delivery of how to manage and win more business with my channel partners.”
10© 2017 IPED – The Channel Company
Longstanding Broad Market Support
Over 600 Channel Masters Alumni across 100+ vendor organizations
12© 2017 IPED – The Channel Company
IPED Methodology
Required Input
Through extensive research, thousands of partner interviews and years of operational experience, the IPED team has developed an Indirect Channel Partner methodology that ties together most of the major elements associated with employing a successful channel program.
PRODUCT
STRATEGY
Product ASP
Target Markets
Buying Behavior
Competition
Direct and indirect channel
selection and role definition
Partner productivity assumptions
Partner profile
Partner breadth and geographic coverage
Partner value proposition
Partner staffing model
Sales and technical training
Market to, through, with
strategy
Tools and IP sharing
Demand generation
tools
Field mentoring or teaming
Co-marketing funds & rules
Pre- and post-sale support
Incentive structures
Pricing and discount models
Staffing model
On-boarding activities
Role of distribution
Program metrics
management
Joint business planning
Rules of engagement
