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Dear CEdMA member,
The
early summer CEdMA Europe half-day Workshop
will take place on 10 June 2009 1300-1700 UK time at
SUN Camberley. This topic
was voted highest in the recent poll by member main contacts
and May conference attendees. It is intended to be an update
to a session of the same name we ran in Jun 2007.
It's all about sharing what we have done since then and are
doing with partners in terms of helping us sell and/or helping
us deliver our offerings, so don't come along expecting to
hear how it should be done. Be prepared to listen and
contribute your own experiences.
The facilitators will be Jasmine Huxtable-Wright of Symantec,
Simon Maskrey of SUN Microsystems and Neil Gregory of SPSS.
Agenda
1300
Coffee
1330 Introduction - Mike
1335 Using Partners in the Selling Process - Jasmine
1430 Break and Networking
1445 Using Partners in the Delivery Process - Simon
1540 Break and Networking
1555 First Steps in setting up a Partner Channel - Neil
1650 Summary
1700 Close
Using Partners in the Selling Process
Sales partners come in many shapes and sizes. There are Sales
Agents and Resellers, who have been joined by Education
Brokers, some of whom have developed into full-blown
education outsources. Let’s share experiences and find out
who’s done what and why and with what results.
This is a discussion session so please
come prepared to contribute your views.
Using Partners in the Delivery Process
There have been many models for this, too. Some
companies have sold kits, accredited partner instructors, and
remained “indirect”. Others have accredited partner
instructors, but retained the end customer. In the extreme,
this might simply be to solve regional availability. And then
there’s the grey market……….
This is a
discussion session so please come prepared to
contribute your views.
First Steps in setting up a Partner
Channel - Neil
Let’s hear from someone who has just started building an
Authorised Education Partner program/channel. Expanding this
through Franchises and through Academia is also under
consideration.
This is a discussion session so please come prepared to
contribute your views.
Click to get
printable agenda.
Please let
Mike
know if you or any of your colleagues will be
attending, so that we can make sure we have enough seats,
coffee, biscuits, and so on.
We shall send out joining instructions around
Tuesday 2 June 2009.
I look forward to seeing you there!
Mike Dowsey, Executive Director,
on behalf of the Board of CEdMA Europe
To contact us, click
here.
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