The IPED Speakers Bureau, from The Institute for Partner Education & Development

As you design your channel programs for 2009, let IPED’s channel sales experts and consultants present valuable insight to your channel managers that can help improve the profitability of your programs in 2009 and beyond. 

Get started now! Contact  John Machado, IPED Director of Business Development, at 508‐416‐1126 or jmachado@everythingchannel.com

IPED Speakers Bureau Themes Include:

Management Best Practices

   * Realigning your channel sales organization to increase margins and profits
   * Lowering sales cost and increasing productivity
   * Relating the business model to the organizational model
   * Developing your partners service culture with high utilization attainment
   * Compensation plans for consultants and for managers
   * Successful implementation of change into your organization
   * Transition strategies for change management
   * Management techniques to increase profits from your current business

Financial Management

   * P & L Benchmarks for the top industry performers
   * Attributes of the better P & L performers
   * Expense analysis
   * Improving cash flow
   * Billing techniques
   * Accounts Receivable techniques
   * Project timing and revenue flows
   * Budgeting to improve profits
   * Preparing your business for an exit strategy, the M & A process, types of deal structures
   * Valuations of businesses similar to yours and how to lay the ground work to improve your company's valuation

Sales:

   * Best Practices for selling high-margin technology solutions
   * A simple, repeatable process for identifying and qualifying real opportunities
   * Tactics for engaging senior business decision makers in the technology sales process
   * Keys to winning new business without resorting to discounts
   * Increase the average win-rate for competitive sales opportunities
   * Reduce the length of the average sales cycle
   * Boost the average gross margin for sales transactions
   * Cross selling to drive profitability

Marketing:

   * Marketing requirements for winning new customers and protecting your install base
   * A clear and understandable model for measuring campaigns and tracking your real ROI
   * Tactics for generating qualified sales leads in 30 days
   * Elements of a lasting and meaningful solution provider brand
   * Increase the number of qualified leads created by lead generation campaigns
   * Increase the number of qualified prospects who attend sales seminars
   * Reduce the cost of wasted marketing materials and sales tools


Meet IPED’s Channel Sales Experts and Consultants

Toni Clayton Hine
Vice President, Managing Director
212-600-3113
tclayton@everythingchannel.com


Ryan Morris
Practice Director, WW Channel Development & Education
303-377-3829
rmorris@everythingchannel.com


Greg Haskell
Principal Consultant
Office: 925-362-0700
Cell: 925-216-2383
ghaskell@everythingchannel.com


Stanley Elbaum
Practice Director WW Channel Intelligence & Analysis
508.416.1162
selbaum@everythingchannel.com


Carolyn April
Principal Analyst
603-598-7531
capril@everythingchannel.com


Speaker Biographies


Toni Clayton Hine
Vice President, Managing Director

Toni Clayton Hine is responsible for the creation, management and execution of IPED services including the IPED Competency and Profitability Benchmark and the Channel Affinity Index. She is a subject matter expert on channel sales and marketing strategies, recruitment programs, partner communications and competitive analysis, working with companies of all technology segments. She also oversees the research division of the Everything Channel which provides strategic research and analysis for CRN, VARBusiness and ChannelWeb. With 16 years experience in the technology industry, in both primary and secondary research and in the technology distribution channel, Clayton Hine is an in-demand speaker at industry events for Vendors and Channel Partners. She is a consistent advisor to vendors of all sizes with varying channel maturity including: IBM, CA, EMC, Cisco, Lexmark, BMC Software, Red Hat, Adtran, Ingram Micro and many more.

Prior to launching IPED, Clayton Hine was the Associate Publisher of CRN (formerly Computer Reseller News), held numerous sales and management responsibilities on CRN, and was part of the design team that re-launched Computer Reseller News as CRN. Preceding CRN, Clayton Hine was in sales and research for International Data Corp.


Ryan Morris
Practice Director, WW Channel Development & Education

A nationally recognized sales trainer and business management speaker, Ryan Morris has more than 15 years experience in marketing, sales, and management in the technology industry – specifically focused on building successful multi-tier channel programs and solutions. Most recently, through the unparalleled research capabilities and industry access of Everything Channel, Ryan has worked to identify and implement best practices for business development, marketing, and sales for vendors, distributors, and solution providers. With IPED, Ryan has worked with leading vendors (including Microsoft, IBM, HP, EMC, Symantec, Oracle, Cisco, and many others) to design the “channel of the future” and develop go-to-market strategies that can thrive in new market conditions. Through research, thought leadership, and executive consulting engagements, Ryan has helped to shape the core channel strategies of the most influential businesses in the channel – as well as emerging alternative vendors. Ryan has been a leading voice on best practices for translating channel strategy into actual sales results through effective implementation and execution, and has designed and delivered widely adopted principles for engaging product management, sales teams, and other resources to align with channel strategies. He is uniquely able to connect with the interests of various vendor functions to gain commitment around the critical role of sales channels. Through IPED, Ryan provides public speaking, custom training, and executive coaching services for technology companies based on cutting-edge research and best practices initiatives – including the proprietary ongoing study, IPED's Solution Provider Competency and Profitability Benchmark, which he helped to develop. As a consultant, analyst, and instructor, Ryan has developed, improved, and implemented successful go-to-market strategies for industry-leading vendors and distributors including IBM, HP, Oracle, EMC, NetApp, BEA, Juniper, Hitachi Data Systems, CA, Red Hat, SonicWall, Cisco, WebSense, Siemens, Ingram Micro, Tech Data, Arrow Electronics, Avnet, and many more.


Greg Haskell
Principal Consultant

Greg Haskell is a seasoned and accomplished technology sales executive, entrepreneur, management consultant, volunteer and community leader who has invested his career in helping companies and teams achieve success. During his 25 year corporate career, Greg has held senior sales/marketing management positions at AT&T, Siebel Systems and Polycom; led successful high tech start-ups, and has managed his own independent global sales training consulting practice. As a certified sales methodology trainer, sales consultant/coach, and executive mentor his has helped channel sales organizations around the world transform their thinking, behaviors and processes to best practices. Greg’s unique value is helping organizations, teams and individuals take complex business processes, systems and innovative ideas and translate them into winning strategies and tactics. He has been engaged by Cisco Systems, Sun Microsystems, Hewlett Packard, Computer Associates, AT&T and numerous other market leaders to transform their sales practices to the next level. In 1994 he founded Haskell Consulting, a California-based firm, to train and coach thousands of salespeople in the art and science of consultative solution selling in the world of enterprise and channel sales. Greg is known for passion, enthusiasm, savvy and genuine desire to help others prosper. He is an avid bicyclist, hiker, baseball fan and outdoor enthusiast who enjoys the Lake Tahoe region and High Sierras.


Stanley Elbaum
Practice Director WW Channel Intelligence & Analysis

Stan Elbaum helps drive exclusive IPED research through the use of advanced interactive software tools that provide clients with customized solutions, and the development of the Everything Channel Virtual Library to enable staff and clients to generate their own customized reports from Everything Channel data in real time. Stan is responsible for developing and implementation a portfolio of research based innovative solutions such as the IPED Competitive Benchmark and the Channel Affinity Index designed to enable solution providers and vendors to accelerate their profitability and enhance their competitive capabilities. Stan has a career of more than 20 years on both the vendor side - with a number of major software companies - and on the end user side where he led the implementation of leading edge ERP and Decision Support solutions for a number of multinational companies, employing solution providers. Stan was the Chief Knowledge Officer for a number of consulting companies, specializing in the development of ROI tools and value based sales training for vendors and their channel partners, and collaborative strategic planning software selection and solutions for end user companies.

Carolyn April
Principal Analyst

Carolyn A. April is responsible for developing educational and analytical channel intelligence based on IPED’s extensive research data. April maps trends across the IT channel, working with both technology vendors and solution providers on best practices in partnering. Her delivery includes written reports, tools and in-person presentations. April is a veteran journalist with 11 years in the technology industry and five years in the general media. She is a well-known speaker at IT industry events, including Everything Channel’s XChange conference. Prior to her post at IPED, April served as executive editor for VARBusiness, responsible for developing editorial content for the print magazine, website and Everything Channel events. April served four years in other capacities at VARBusiness, including as managing editor for special projects where she oversaw such franchise editorial issues as the VARBusiness Technology Innovators. Carolyn worked at IDG’s InfoWorld magazine for seven years in various roles including news editor and online editor. Her career began with stints at The Advocate newsweeklies and The Patriot-Ledger daily newspaper in Quincy, Mass. April holds master’s and bachelor’s degrees in journalism from the Medill School of Journalism at Northwestern University.



The IPED Speakers Bureau has helped improve the channel profitability of leading vendors such as  CA, Juniper, BMC, Siemens, APC, Xerox, Symantec, Novell, Avaya, Liebert/Emerson, Panasonic, Websense, Citrix, Sony, Adtran, PGP, Intel, NetApp, SAP, IBM, HP, Microsoft, McAfee, HDS, Autodesk, AMD, Citrix, Red Hat, Tessco, SAP, EMC, and many more!

Shouldn’t you be next?

The Institute for Partner Education & Development (IPED) applies proven methodologies to deliver customized consultations, analysis, and recommendations that accelerate technology channel revenue. IPED delivers channel intelligence to clients through its exclusive access to world's largest channel databank owned and managed by Everything Channel.

Over 10,000,000 channel data points – More than 90,000 global interviews annually – Hundreds of clients world-wide

Get started now! Contact  John Machado, IPED Director of Business Development, at 508‐416‐1126 or jmachado@everythingchannel.com