Track Sessions

Channel Sales

Today, channel sales leaders are challenged to meet ever-increasing revenue goals while developing a strategic sales plan that ensures future success. Boards of directors and executives demand that channel sales leaders justify and demonstrate the proper balance of human and capital investments to support partners along with new frameworks that help channel sales leaders develop world-class indirect organizations.

“We’re excited to deliver our research, tools and best practices that channel sales leaders can use out of the box to drive better sales results for their organization. In the channel sales track, we’ll address what’s important in the real world of channel sales: balancing internal profitability with your partners’ viability; segmenting, managing and investing in the right partners; and the right tech stack to measure it all.”
Chris Cleary – Service Director, Channel Sales Strategies

You’re invited to join us at the Sales Leadership Exchange (SLE) at 2018 Summit! We’re bringing SLE to Vegas as part of Summit and SLE@Summit will feature triple the amount of sales-specific content than previous standalone SLE events. In addition to all of the sales-specific content available at 2018 Summit, SLE@Summit also includes an afternoon of golf and post-golf networking reception at Las Vegas’ legendary Bali Hai Golf Course. Check out all that SLE@Summit has to offer!

For additional networking with your peers, you’re invited to join our SiriusNetworking Breakfast for channel sales leaders on Thursday, May 10th at 7:30 a.m.

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Session Priority
Session Focus

  • Introducing the Partner Profitability Model: Building a Bidirectional Business Case

    Wednesday, 1:50 pm Session Focus: Adopt Session Priority: Channel Sales Profitability

  • Channel Sales Infrastructure: A Capabilities-Driven View of the Stack That Drives Growth

    Wednesday, 2:40 pm Session Focus: Adopt Session Priority: Channel Sales Execution

  • Ensuring Quota Attainment Through Better Joint Partner Planning

    Thursday, 1:15 pm Session Focus: Operationalize Session Priority: Channel Sales Execution

  • Programs of the Year: Channel Sales

    Thursday, 2:10 pm Session Focus: Operationalize

  • SiriusLab: How to Evaluate and Segment Your Channel

    Thursday, 3:00 pm Session Focus: Optimize Session Priority: Partner Recruitment and Assessment


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