Build a Successful Channel

As a special benefit to Microsoft US Gold Certified, Certified, and Registered ISV partners, Microsoft is sponsoring a series of four best practices webinars facilitated by The York Group, to help ISVs jump start and invigorate your channel development efforts. You will learn everything you need to either build a channel from the ground up or improve the performance of your current partners.

Best Practices in Growing Your Business through Channels

During this session you will learn best practices for:

• Why most resellers don’t actively sell the products they represent
• How to become a strategic product for your reseller partners
• Channel basics: key strategic and policy decisions you need to make
• The essential steps in recruiting productive partners
• Elements of a win-win partner agreement

Presenter:  Harald Horgen

Presenter BIO: Harald Horgen is an acknowledged expert in the field of helping technology companies expand into new markets, and with over 25 years of experience he has learned what it takes to succeed in the global market.  As the President of The York Group, an international business development organization with offices and partners in more than 24 countries, Harald speaks from experience.  He has been personally involved in setting up channels in Europe, Asia, Latin America and Africa.  He has worked with clients of all sizes, from small start-ups to industry giants such as Microsoft, Dell and Intuit.

Build a Successful Channel

As a special benefit to Microsoft US Gold Certified, Certified, and Registered ISV partners, Microsoft is sponsoring a series of four best practices webinars facilitated by The York Group, to help ISVs jump start and invigorate your channel development efforts. You will learn everything you need to either build a channel from the ground up or improve the performance of your current partners.

Best Practices in Building a Pipeline of Channel Partner Prospects

During this session you will learn best practices for:
• Defining the partner profile
• Identifying prospects
• Develop a partner value proposition
• Conducting initial contact and qualification
• Getting a commitment

Presenter:  Harald Horgen

Presenter BIO: Harald Horgen is an acknowledged expert in the field of helping technology companies expand into new markets, and with over 25 years of experience he has learned what it takes to succeed in the global market.  As the President of The York Group, an international business development organization with offices and partners in more than 24 countries, Harald speaks from experience.  He has been personally involved in setting up channels in Europe, Asia, Latin America and Africa.  He has worked with clients of all sizes, from small start-ups to industry giants such as Microsoft, Dell and Intuit.

Build a Successful Channel

As a special benefit to Microsoft US Gold Certified, Certified, and Registered ISV partners, Microsoft is sponsoring a series of four best practices webinars facilitated by The York Group, to help ISVs jump start and invigorate your channel development efforts. You will learn everything you need to either build a channel from the ground up or improve the performance of your current partners.

Best Practices in Building a Successful Channel Development Business Plan

During this session you will learn best practices for:
• Market segmentation and selection
• Determining the optimal number of markets and partners
• Pricing and payment policies
• Calculating your revenue objectives

Presenter:  Harald Horgen

Presenter BIO: Harald Horgen is an acknowledged expert in the field of helping technology companies expand into new markets, and with over 25 years of experience he has learned what it takes to succeed in the global market.  As the President of The York Group, an international business development organization with offices and partners in more than 24 countries, Harald speaks from experience.  He has been personally involved in setting up channels in Europe, Asia, Latin America and Africa.  He has worked with clients of all sizes, from small start-ups to industry giants such as Microsoft, Dell and Intuit.

Build a Successful Channel

As a special benefit to Microsoft US Gold Certified, Certified, and Registered ISV partners, Microsoft is sponsoring a series of four best practices webinars facilitated by The York Group, to help ISVs jump start and invigorate your channel development efforts. You will learn everything you need to either build a channel from the ground up or improve the performance of your current partners. 

Best Practices for Supporting & Managing Your Partners

During this session you will learn best practices for:
• Managing channel conflict
• Creating MDF programs
• Developing sales programs and incentives
• Partner portals
• Reporting and performance reviews
• Developing a 12-month Channel Development Action Plan

Presenter:  Harald Horgen

Presenter BIO: Harald Horgen is an acknowledged expert in the field of helping technology companies expand into new markets, and with over 25 years of experience he has learned what it takes to succeed in the global market.  As the President of The York Group, an international business development organization with offices and partners in more than 24 countries, Harald speaks from experience.  He has been personally involved in setting up channels in Europe, Asia, Latin America and Africa.  He has worked with clients of all sizes, from small start-ups to industry giants such as Microsoft, Dell and Intuit.

Build a Successful Channel

As a special benefit to Microsoft US Gold Certified, Certified, and Registered ISV partners, Microsoft is sponsoring a series of four best practices webinars facilitated by The York Group, to help ISVs jump start and invigorate your channel development efforts. You will learn everything you need to either build a channel from the ground up or improve the performance of your current partners.

Best Practices in Building a Pipeline of Channel Partner Prospects

During this session you will learn best practices for:
• Defining the partner profile
• Identifying prospects
• Develop a partner value proposition
• Conducting initial contact and qualification
• Getting a commitment

Presenter:  Harald Horgen

Presenter BIO: Harald Horgen is an acknowledged expert in the field of helping technology companies expand into new markets, and with over 25 years of experience he has learned what it takes to succeed in the global market.  As the President of The York Group, an international business development organization with offices and partners in more than 24 countries, Harald speaks from experience.  He has been personally involved in setting up channels in Europe, Asia, Latin America and Africa.  He has worked with clients of all sizes, from small start-ups to industry giants such as Microsoft, Dell and Intuit.