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The Mingle Monday on channel management on December 8th will cover both a market research from Channel Enablers analysed by Benny Van Calster, partner at Minds&More as well as a “customer and market testimonial” by Rudy Vercammen, Marlketing Manager at Nextel.
Benny will take us through the best practices in channel marketing and channel management delivered in the study with a key focus on behaviors and planning competencies. Some of the market research and questions we will try to answer in this session:
• When channel managers build and present a business case for partner investment, financial target attainment was 45% higher
• European companies defined key channel focus areas: joint planning sessions with partners, clearly identifying behaviors that build & destroy trust in partnering relationships, being skilled at coaching partners through critical stages of the sales process
• How can channel partners positively influence end-customer engagements?
Rudy will give us some practical insights on how to better structure, train and enable your channel. He has a broad experience in Marketing & Sales with a special interest in how ‘New ways of working’ improve the customer experience in a Digital and Mobile world. He has gained extensive knowledge in Sales and B-2-B Channel Management at Alcatel-Lucent, Mobistar and is now Marketing Manager at Nextel, a Belgian Telecom integrator.