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Building an Effective Channel Marketing Assessment & Engagement Program | Marc Monday EP. 90

Channel Partners need to get better at marketing and demand generation. Regardless of the specific role designed for them to fulfill, partners need to take ownership and then execute on these critical tasks. But, how do you make that happen in today's frenzied channel environments? How do you amplify partner skills and accelerate the marketing and demand gen process? Some may suggest incentives, rewards, MDF, and maybe all of them combined. Channel Incentives are a powerful part of the marketing and demand generation process and the right mix of tools should be leveraged at the right time, to the right people in the right ways. Please join me and Marc Monday, VP Global Strategic Partnerships at Sage, as we discuss building both a marketing assessment and a marketing engagement program. The good news is that Marc has done this with thousands of partners, and we break it down into 5 steps (and some are not easy). However, that is what creates a competitive advantage when done well.

About the Author

Steven Kellam Senior Vice President, Marketing and Alliances Steven is a respected leader in channel incentives and marketing with a comprehensive end-to-end understanding of what it takes for brands to succeed selling through complex sales channels. He has over twenty years of executive management experience combining leadership, vision and execution applied to sales, marketing, business development and operations. At 360insights, Steven drives growth through alliance building, thought leadership marketing and collaboration with the sales team. Steven is a strong strategic leader with a passion for growth and operations excellence. Prior to joining 360insights Steven served as President of CCI (now E2Open’s incentive business). At CCI, Steven led efforts to form alliances across the channel software market, grew its MDF and co-op advertising business, and expanded its solutions offering across its product suite to include rebates, sales incentives and APIs to support strategic partnerships. Steven studied Economics and Marketing at Virginia Commonwealth University and Hampden-Sydney College, respectively. Steven lives in San Francisco and is a competitive athlete, participating in triathlons and open water swims including the Escape from Alcatraz, Golden Gate Bridge and the Kona Ironman in Hawaii.

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