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Best Practices in Partner andChannel Learning

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Speaker: Eric VidalDirector of Products &Learning EnvironmentsInterCall

Moderator: Mike ProkopeakVice President, Editorial DirectorTalent Management magazine

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Best Practices in Partner andChannel Training

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Mike ProkopeakVice President, Editorial DirectorTalent Management magazine

Best Practices in Partner and Channel Training

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Eric VidalDirector of Products &Learning EnvironmentsInterCall

Best Practices in Partner and Channel Training

Poll

• On a scale of 1‐5, with 5 being top rated, how would you currently rate your Partner/Channel Training Initiatives?

• What is one of your biggest challenges with partner/channel training?

• What do you feel is your most successful piece of your partner/channel training

Current Challenges

The ability to reach a global audience  

Budget Constraints

Getting the channel educated and market ready asap 

Continue to connect & collaborate after the launch

Accurate and timely reporting

Project & Product Launches

Doctors, patients and providers are using new media to connect, network and collaborate – Novartis wants to harness this trend

The main hall hosted partners like McCann, Nielsen, Sermo, PatientsLikeMe, TNS Healthcare and more 

11Unisfair Confidential

Global Reach To The Channel

Educated 2,000 partners in 2 days across 82 countries.

Over 4,000 information downloads

5,000 virtual room visits

900 chats

Virtual Partner Environment(Easy access to content, company experts & peers)

Custom Rooms (Designed around specific topics or products)

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• The standard now in how they launch products to the channel

• Delivered more qualified and educated prospects

24/7 Engagement During Launch

• 52% viewed ALL training content available• Average visit time was 2 hours and12 minute

Partner Engagement Like Never Before

Why Go Virtual?

• Expand reach– Reach partners wherever they are

– More can attend, and spend more time interacting company experts and peers

– Access to content & product experts 24/7

• Compress timelines – Launch into all your markets at once

– Quicker time to readiness

– Persistent/always on

• Build market share & sales faster– Smart Analytics and Engagement Index 

score leads and enable prioritized follow‐up based on your metrics

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What The Market Is Saying &Additional Resources On This Topic

• Frost & Sullivan White PaperIn 2011 F &S highlights how organizations are launching products, product training and much more virtually 

• 2011 BtoB Magazine study revealed that 60% of marketers plan to increase their spending for virtual events/environments

Questions and Answers

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Eric VidalDirector of Products & Learning EnvironmentsInterCall

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