Perks | Channel to Host Live Webinar on How to Align the B2B Buyers and Partners’ Journeys to Drive Channel Performance

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Perks | Channel’s latest webcast, co-presented by channel marketing and sales experts Claudio Ayub and Laz Gonzalez, explains how vendors can align their partners’ sales process to the buyers’ behaviors by using a cutting-edge channel incentives framework.

Claudio Ayub, Perks VP of Channel Strategy
Understanding your different buyer's journey models, and educating partners how to engage buyers, is vital to the success of your partners in this digitally-connected customer environment.

Perks | Channel, a premier provider of channel incentive programs that drive business performance, announced today that they will host on July 14, 2016 a live webinar titled, “Outperform the Competition: An Incentive Framework to Align Today's Buyers and Partners’ Journeys.” The webinar will be co-presented by Claudio Ayub, VP-Chief Channel Strategist, Perks | Channel and Laz Gonzalez, Group Service Director, Channel Strategies, SiriusDecisions.

The webinar will demonstrate how the digitally-connected B2B customer is driving a whole range of behavioral changes between suppliers, partners and end-customers; especially when dealing with how end-customers obtain information and purchase products. Today’s buyers control their journey through the buying cycle much more than today’s suppliers control the selling cycle.

“Understanding your different buyer’s journey models, and educating partners how to engage buyers, is vital to the success of your partners in this digitally-connected customer environment,” Ayub said. “When you compare the new buyer’s journey with your partner’s sales process, it becomes painfully obvious that there is no alignment between them,” Ayub continued.

“Poor alignment of the sales process to the buyer’s journey results in wasted efforts, unreliable forecasts and missed revenue targets. This is due to unseen influencers and decision makers, poor understanding of the buyer’s informational needs and a lack of clarity about the buyer’s position in the buying process,” he concluded.

The complimentary webinar will be most valuable to Channel Chiefs, Channel Marketing VPs, VPs of Channel Sales, Channel Marketing Managers and anyone else interested in learning how to use incentives to align the buyers and partners’ journeys for improved channel performance. Participants will take away actionable insights to achieving alignment, methods to identify behaviors that are important to their brand and a clear understanding of how incentives can and should be used to modify the partner’s sales process, around the buyer’s behavior.

Additional information about the webinar is available by calling Perks | Channel at 866.4.PERKS.1 or contacting them through their website, Perks Resource Library provides valuable channel resources around topics such as the partner experience, partner scorecards, through partner marketing toolkits, and more.

About Perks | Channel

Perks | Channel provides services and software to help you engage your B2B and indirect channel partners to improve sales effectiveness. With a listing on the Salesforce AppExchange and a global user base exceeding 7.5 million users, Perks | Channel takes the guesswork out of channel incentives and loyalty programs.

Our solutions empower leading global enterprises with the sales and marketing programs they need to produce a competitive advantage through their indirect sales channels. The available solution set encompasses the three most critical areas to optimize indirect channel performance: marketing enablement, incentive management and global managed services. We provide these services to some of the most influential companies in the world, all backed and supported by years of expertise and our Science of Motivation™ methodology.

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Deb Broderson
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