Growing with High Performance Channels

The fastest and most cost effective method to reach new markets is establishing a "channel" program. Unfortunately, these initiatives are often rife with disappointing results that deter further channel investment. Yet, there are best practices, based on hundreds of proven and successful channel programs that help establish and clarify channel strategy, define partner recruitment and support ongoing channel management.

The presentation will:

• Illustrate the merits of a channel strategy versus other market entry options
• Identify common channel issues and pitfalls to avoid
• Define the steps required to establish, recruit and manage a channel program
• Highlight where critical resources should be committed to ensure channel success

Presented by: Brian Pleet
President, Strategico Marketing Group
Regional Manager, Western Canada, The York Group International

Brian is an effective, energetic senior sales and marketing executive with over 30 years of experience in diverse organizations from Fortune 100 through technology startups. He has been consistently recognized for leadership in identifying opportunities and delivering results in dynamic, challenging technology intensive environments. Brian participated in Xerox's President's Club and was often commended for achieved results at Telus, Honeywell and Aliant. He has shared his expertise and insights as a professional facilitator and instructor for over 20 years, both within his corporate roles and as an instructor at BCIT, Simon Fraser University, Saint Mary's University and the University of Calgary.