Leveraging Channel Incentives to Win Partner Mindshare

Channel Incentives play an integral part when it comes to winning partner mindshare. Nevertheless, leveraging incentive programs are still a recognized struggle for many vendors. To be successful requires a considered approach to both incentive program design and execution.

Creating partner loyalty by leveraging your incentives program often comes down to how well incentive programs are executed. Ensuring easy access for partners, clear visibility of targets and achievements, a simple claim structure and timely payouts are just some of the considerations incentive program owners need to take into account, to deliver a well-executed program.

Join our panelists as they discuss how to manage all the moving parts of a well thought out and executed Incentive Program strategy.

Webinar Topics:

  • Key considerations for Incentive Programs Design
  • Which Incentive Program Type – Rebates, Spiffs, Referral, Influencer
  • Rewards – Cash, Card or Points
  • Incentive Target – Partner, Company or Individual
  • Incentive Program Execution
  • Key takeaways

While designing partner incentive programs to drive desired partner behavior has never been more challenging, equally it has never been more important to the success of your incentives strategy. Leveraging channel incentives to win partner mindshare requires program owners to answer many questions when designing their program: Do I pay out with Cash, Card, Points or additional discounts? Who do I reward, the partner company or individual employee? Which individuals do I reward, the sales person or the technical support teams? How do I engage new partner types such as referral or Influence Partners?

These are just some of the questions our panel of industry leaders will be tackling on our upcoming webinar “Leveraging Channel Incentives to Win Partner Mindshare”. JD Helms will be joined by A.J. Tedesco, VP of Channels at Securly, Simon Beard, Head of Global Channel Programs at Ribbon Communications and Channel Mechanics CEO, Kenneth Fox.

Incentives Webinar Save the Date

Webinar Recording

Panel Speakers | Leveraging Channel Incentives to Win Partner Mindshare

A.J. Tedesco

A.J. Tedesco: VP of Channels at Securly

A.J. Tedesco is the VP of Channels at Securly. In this role, he has built a global channel with the unique challenge that Securly is the first pure SaaS, K-12 student safety vendor. To effectively serve this market, Securly’s channel incorporates both small and boutique partners as well as the largest DMR’s. This has led to an exciting and diverse partner landscape. His previous channel roles have ranged from startups to large public companies including Aerohive, Fortinet and FireMon. AJ is a Bay Area native.

  

Simon Beard

Simon Beard: Head of Global Channel Programs at Ribbon Communications

Currently Head of Global Channel Programs at Ribbon, Simon has been selling equipment, software and services in the networking sector across Europe, Middle East, Africa, Asia and the Americas for over 30 years, with a successful track record in opening new channels to market. Starting his career with Nortell, he facilitated new partnerships in markets as diverse as Germany and Iraq, as well as global programs selling into the mobile telco space for both Aircom and Altobridge then selling into the medium to large enterprise market for ECI Telecom and latterly Ribbon. A competitive rower and an alumnus of Imperial College London and Jesus College Cambridge, Simon is married with two children and is located in Birmingham, UK.

  

Kenneth Fox

Kenneth Fox: CEO at 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.

  

Moderated By

JD Helms

JD Helms: VP & General Manager Americas at Channel Mechanics

JD Helms is an accomplished and resourceful leader with significant experience in the Technology and Software-as-a-Service industries. He has built channel focused start-ups and taken them to successful exit. JD has established and led successful partnerships with companies of all sizes from global fortune 500 enterprises to small and emerging businesses. 

  

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