Live Webinar:
Building the Business Case for PRM
How to Persuade Stakeholders
That PRM is the Right Investment for Your Organization
Date: Tuesday, 31st October 2023
Time: 8am PST | 11am EST | 3pm GMT
What You Will Learn
Measuring the ROI of PRM: We explore the metrics and KPIs that matter when assessing the potential return on investment (ROI) of PRM.
Overcoming Resistance and Gaining Stakeholder Buy-In: Discover strategies for overcoming common challenges, objections and how to effectively communicate the value of PRM to executives, secure budget approval, and rally support across different departments.
Aligning PRM with Business Goals: Discuss the importance of harmonizing channel automation initiatives with your organization's overarching business objectives and how to prioritize specific goals that PRM can effectively address.
Most channel leaders grapple with the challenge of achieving more with fewer resources - balancing the imperative to deliver better results against a backdrop of budget cuts and resource constraints. In this climate, the need for efficient and effective Partner Relationship Management (PRM) has reached unprecedented levels.
PRM enables you to automate channel processes, helping to streamline operations, boost efficiency, and empower account managers to engage in higher-value, strategic activities. However, how do you convince stakeholders that investing in Partner Relationship Management (PRM) is essential for your organization?
In this webinar, we will explore the process of crafting a comprehensive business case for PRM investment. Our expert panelists will explore the vital steps in securing buy-in and funding for your channel automation projects. Sharing a wealth of experiences, and practical insights, to provide you with the essential elements necessary to construct a compelling business case for PRM investment.
Webinar Download
Learn From Channel Leaders
Join our panelists for a discussion and Q&A about how they've created winning strategies.
Scott Goree
Global Channel Chief
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Dave O'Callaghan
Partner & Co-Founder
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Kenneth Fox
Chief Executive Officer
Margaret Adam
Head of Product Marketing
Scott Goree
Global Channel Chief, Skyhigh Security
Scott joined Skyhigh in August 2022 as their first ever global channel chief and is responsible for evolving the channel from the legacy McAfee Enterprise channel.
Previously Sr. Director of Worldwide Distribution at Nutanix, Goree was responsible for the Worldwide Chanel renewal business. He drove transformation in the channel by launching the "Elevate" Distribution program. While driving continuous growth, he continued to push partners and distributors to develop more autonomy in sales, customer success and renewal motions. Scott has also worked in well-known companies such as Pure Storage and Cisco.
Kenneth Fox
CEO, Channel Mechanics
Kenneth is CEO of Channel Mechanics, a globally recognized leader of channel program automation software, utilized by some of the world’s largest vendors to automate the delivery of their partner programs.
With a career spanning over 20 years in the ICT sector, Kenneth is an industry leader with extensive channel, technology and sales experience. Previously, he has held senior leadership positions at Nortel, Avaya, APC and IBM. He is recognized as a leader in implementing large scale channel, technology and business transformation projects.
Dave O'Callaghan
Partner & Co-Founder, Vation Ventures
Dave has spent thirty-nine years as a senior executive in large tech corporations and seven years consulting to large corporations, including, Hitachi, Cisco, and VMWare. Dave is also a professor at the University of Denver.
Moderated by:
Margaret Adam
Head of Product Marketing, Channel Mechanics
Margaret is Head of Product Marketing at Channel Mechanics. Margaret is a renowned industry expert with extensive knowledge of partner ecosystems and go-to-market strategy.
With 25 years of experience spanning vendor, distributor, and partner domains, she comes to us from Salesforce, where she held senior roles in partner and industry marketing.
Prior to that, she was an award-winning industry analyst for IDC in Europe, focused on GTM, ecosystem and partnering strategies.