Driving Cloud Channel Growth in 2016

Answers to key questions for marketing your cloud, SaaS and MPS channel and partner ecosystem investments succeed in 2016

December 9,  2015

The Old Mill, 21 Old Mill Rd.
Toronto, M8X 1G5

Workshop – 9:00 am – 4:00 pm
Registration – 8:30 am

Join Bruce Stuart, President of Channelcorp, for a one-day interactive workshop examining the current state of progress in the development of cloud/SaaS/MPS partner and channel strategies and partner ecosystems.  The session will review the current impediments to cloud channel and partner ecosystem growth and provide guidance to help implement strategies and marketing options your teams can use to ignite growth in 2016.
Covered in the program:

  • Finding a channel strategy that works
  • Improving channel architecture
  • Effective channel development programming
  • Dealing with channel management challenges


This is a must-attend event for vendor and distributor channel development, marketing and management personnel  as well as partner senior management and their direct reports.


When: December 9, 2015
Where: The Old Mill, 21 Old Mill Rd.
Toronto, M8X 1G5

All participants will receive a copy of Make the Cloud Strategy Work, a whitepaper and will be provided access to LivePlan, the world’s leading business plan software.


Detailed Program

Presenters will share the impediments to the ignition of cloud channel growth that they have seen in clients and competitors.  The focus for the session will be on strategy, architecture, coverage issues and solution with the presenting team offering suggestions for dealing with marketing related issues, channel marketing issues, channel development issues and channel management issues.

Strategy/channel architecture/coverage

Five key growth impediments and how to address them

  •   Blend
  •   Functionality
  •   SMB
  •   Sustainable and saleable strategies
  •   Channel conflict

Solution or offering related impediments: Four challenges

  •   Partner financial impact
  •   Impact of poor solutions on cash flow
  •   Solutions not channel ready
  •   Solutions are unfinished

Channel Marketing impediments: Four more challenges

  •   Program impact on revenue
  •   Program impact on expenses
  •   Program impact on cash flow
  •   Program impact on business value

Four channel development impediments

  •   Revenue strategies channel development intensive
  •   Capacity, capability and quality problems with channel
  •   Effective channel development is not happening
  •   Time frames are being ignored or denied

Channel management impediments

  •    Skill sets
  •    Job match


About the Presenter

BRStuart1Bruce Stuart is President of Channelcorp, one of the most respected software and hardware channel focused global management consulting firms in the world. He and his partner, Margaret Stuart, have provided transition-focused executive education to hundreds of partner personnel from leading organizationsIBM, HP, Sonus, Broca, including: Extreme Networks, Microsoft, VMware, SAP, Adobe, Verizon and Trimble.

Channelcorp has worked on ITC channel engagements in more than 40 countries. The firm’s research and insights on transitioning to a recurring revenue model and making money in the “cloud” has helped reseller and vendor organizations deal with dramatic business model changes while increasing the value of their businesses.



Registration Fees:

Members:  $599 plus HST
Non-members:  $799 plus HST