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Modern Day Myths of the Channel: What Works, What Doesn’t, and How You Can Invigorate Your Channel Sales

As companies embrace game-changing technologies such as cloud, converged infrastructure and mobile, IT solution providers like value-added resellers (VARs), systems integrators (SIs) and managed service providers (MSPs) are retooling their businesses to sell new solutions and enhance the value they deliver in this changing landscape.

Join us on May 17th for our panel discussion on ‘Modern Myths of the Channel’. Our channel experts will discuss what works, what doesn’t and what companies need to be doing to invigorate their channel sales, including:

  • The biggest challenges for channel partners in 2016
  • How suppliers are innovating their channel programs and resources
  • Strategies to engage and motivate channel sales teams
  • Marketing support and programs that partners want (and work)
  • Where channel partners are getting it right, and what we can learn

You’ll also have the opportunity to ask questions about your own channel strategies and challenges, and share best practices with other channel marketers.

PLUS, everyone attending will have a chance to win two tickets to Co:llaborate 2016 being held in Phoenix on November 2-3, courtesy of Allbound. https://www.allbound.com/collaborate2016

When:
Tuesday, May 17, 2016; 4:00-6:00 p.m.

Where:
SkySong
1475 N Scottsdale Road, Suite 301
Scottsdale, Arizona 85257

 

Moderator:

Renee Yeager, Founder and Managing Partner, Yeager

For over 25 years, Renee has developed award-winning marketing strategies and campaigns for the leading technology companies in the world. She’s been at the helm of Yeager Marketing since 2008, and has led the company to achieve double-digit growth annually and win numerous awards for content, creative and integrated marketing. Prior to Yeager, she ran her own consulting firm providing strategy, campaign development and implementation support to companies in high-tech and financial services. In her corporate experience, Renee was Director of Marketing Services for Avnet, a $27 billion leader in global technology distribution. While at Avnet, she managed a multi-million services practice that created strategies and implemented channel marketing programs for companies including HP, Oracle, IBM, Computer Associates, NetApp and EMC. Prior to Avnet, Renee launched and managed international operations for two technology-training companies, and worked in marketing leadership roles for Viasoft and myGeek.com. In 2015, Renee was awarded the Best in Business Gold Award for Marketing Executive of the Year and the Stevie Bronze Award for Executive of the Year: Advertising, Marketing and PR. Renee sits on the board of the Phoenix Business Marketing Association as VP Programming.

Panelists:

Scott Salkin, Founder and CEO, Allbound

Scott Salkin is the Founder and CEO of Allbound, an enterprise mobile SaaS platform that makes it easy for businesses to access, share and report on all key components of their marketing, sales, channel, and training content and activities. In 2007, he transitioned his passion for technology, sales and marketing into his first startup, IDS Technology Marketing, a business-to-business (B2B) marketing firm that grew into a multi-million dollar services operation before being dissolved into Allbound. Salkin has recently been listed by the Arizona Republic as one if its “Top 35 Entrepreneurs Under 35,” as one of the Phoenix Business Journal’s “40 Under 40” and was featured as one of AZ Business Magazine’s “Generation Next Business Leaders.” In 2013, he was honored as the Phoenix Business Journal and Business Marketing Association (BMA) Marketer of the Year.

Jon Hunter, EVP Worldwide Field Operations, OpenText

Jon Hunter is a globally recognized leader in technology sales, service and channel expansion. He most recently served as the executive vice president of global field operations at OpenText where he helped grow company revenues from $1.1 billion to $1.6 billion. Prior to OpenText, he spent 18 years at Computer Associates (CA) Technologies as senior vice president and general manager of North America. In that role, Hunter oversaw over 1,300 sales, marketing, and service professionals in CA’s largest multi-billion dollar division.

Tim Fitzgerald, Vice President, Digital Transformation Avnet, Inc.

Tim FitzGerald is the vice president of Digital Transformation for Technology Solutions, Americas. In his role, FitzGerald oversees the development Avnet’s Digital Transformation focus and helping solution providers, managed service providers and independent software vendors and their customers solve their business challenges by embracing and empowering digital technologies. This transformation enables Avnet partners to achieve higher levels of collaboration with near-instantaneous sharing of information, increased efficiency, better market responsiveness, more entrepreneurial energy and greater innovations by replacing manual, analog and extraneous procedures with digital technologies utilizing software-defined and analytics-driven processes. Over the past year, FitzGerald has led the launch of Avnet Cloud Marketplace, Avnet’s one-stop shop that offers comprehensive solutions from leading cloud service providers, flexible payment models and a powerful cloud management toolset. He has received several industry recognitions and is a frequent speaker on the topics of cloud computing, data center technologies and the channel. In November 2011, UBM Channel’s CRN ranked him fifth on a list of the “Top 100 U.S. Channel Services Executives,” and in January 2012, FitzGerald was named as one of eight “Cloud Computing Advocates You Should Know” by CRN. In August 2012, MSPMentor selected FitzGerald as one of the world’s top managed service provider experts, entrepreneurs and executives, and he has appeared on the MSPMentor list since 2011.

 

 

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B2B Content Success Strategies for the Buyers’ Journey

The Marketing for the Buyer Journey Series Continues!

Presented By:

 

 

Join BMA Phoenix on April 19th for an energetic discussion on B2B content marketing!  

Every marketer knows they need to deliver the right content to the right person at the right time. But according to Content Marketing Institute, only 44% of B2B marketers have a documented strategy that maps content to the buyer journey.

On April 19th top Valley marketers will share the proven, actionable tactics that convert prospects throughout the buying journey.

You’ll find out:

  • Which content can make the biggest impact for your brand
  • How to map messages to the customer’s buying stage
  • The metrics that connect content to sales
  • Strategies for the consideration, evaluation and purchase stages
  • And much more

You’ll also have a chance to ask questions about your own content strategies and meet local marketers who’ve implemented marketing automation, inbound programs and advanced content practices.

ALL THOSE IN ATTENDANCE WILL BE REGISTERED TO WIN A TICKET TO THE NATIONAL BMA CONFERENCE IN CHICAGO

This insightful BMA discussion will be moderated by Sheila Kloefkorn, CEO/President of KEO Marketing and feature panelists Lindsay Bayuk, Head of Product at Pure Chat; Dan Tyre, Director of Hubspot; Justin Gray, CEO of Lead MD; and Molly Castelazo, Founder and Chief Content Strategist at Castelazo Content.

When:
Tuesday, April 19, 2016; 4:00-6:00 p.m.

Where:
Blanco Tacos and Tequila – Biltmore Fashion Park
2502 East Camelback Road; #122
Phoenix, Arizona 85016

Moderator:

Sheila Kloefkorn is CEO/President of KEO Marketing. She is a business and marketing expert with more than 25 years of experience. She helps companies increase leads and revenues by hundreds of millions of dollars. She leads a talented team of marketers in creating and executing award winning campaigns around the world.

Sheila founded full-service, business-to-business marketing agency KEO Marketing in 2000. The company specializes in marketing strategy, messaging, digital infrastructure, execution and analytics. KEO Marketing grows Fortune 1000 companies as well as medium-sized businesses.

Sheila is the recipient of many local and national marketing awards. She was recently named one of the “Top 10 Business Leaders of the Year” and “Top 25 Dynamic Women in Business” by the Phoenix Business Journal and one of 15 Arizonans to Watch by the Arizona Republic. She also received a Stevie Worldwide Women in Business Award and was named an ATHENA finalist for “Businesswoman of the Year” by the Phoenix Chamber of Commerce.

Sheila is President of the Phoenix Chapter of the Business Marketing. She is a certified business coach and frequent national and local speaker on a wide range of marketing and business topics.

Panelists:

Justin Gray is the CEO & Chief Marketing Evangelist of LeadMD. Prior to launching LeadMD in 2009, Gray spent the last 12 years helping companies of varying size overhaul and optimize their marketing and sales departments. Most recently Gray was installed as the CEO for MaaS Impact, a Marketing Automation start-up. In less than one year he grew the company to a respected player in the space and increased revenues by over 400%. Prior to that as the Vice President of Sales & Marketing at BillingTree he grew another small start-up on-demand payments company from 400k in annual revenue to a 64 million dollar entity, and the number one solution provider in its space. He founded RootOne Marketing while in college at the age of 17. Gray graduated from the University of Arizona with a Bachelors degree in Marketing and Business Administration.

Dan Tyre joined HubSpot as a member of the original team in May of 2007, and has led the recruiting, training, and growth of HubSpots sales team with vigor. An authority on inbound marketing and sales, Dan is a regular speaker, writer, and coach. At HubSpot, Dan has pioneered the concept of alignment between sales and marketing known as “Smarketing,” a core tenet of inbound marketing now followed by thousands of companies around the world.  Before HubSpot, Dan worked at Businessland, as Area Director; ALI Technologies, as Founder & CEO; CelebraTech, as Co-Founder and VP of Sales, and Groove Networks as Regional Manager. He was also President of Helm Software in Phoenix, Arizona. Dan has a BA from Colgate University. He splits his time between Scottsdale, Arizona, and Cambridge, Massachusetts.

Lindsay Bayuk does product at Pure Chat–a live chat software company focused on small business leads and sales. She is a product management and product marketing geek. Lindsay is passionate about technology, marketing and making great products. Previously she led the core product management and product marketing teams at Infusionsoft. Before moving into product at Infusionsoft she was part of the marketing team at WebPT. She lives in Phoenix, Arizona, and in her free time (likely with iPhone in hand) you can find her taking in cultural and culinary delights.

Molly Castelazo is founder and Chief Content Strategist at Castelazo Content, a content marketing firm specializing in the strategy, development, and execution of content across the buyer’s journey — from whitepapers, bylined articles, and case studies to blogs, infographics, and social media, to videos and podcasts. Molly and team’s award-winning content has generated and nurtured leads, enabled sales, and converted clients for a wide range of firms, including Insight, ASU, FiREapps, onTop Technology Corp., Televerde, Avnet, Aligned Data Centers, and many others. In addition to her day job, Molly serves as co-chair of the AZ Technology Council’s workforce development and education committee and Immediate Past President of BMA Phoenix.

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Anne Wolf on Transformational Storytelling

The Marketing for the Buyer Journey Series Continues!

Join us March 24th to hear insights on transformational storytelling from Anne Wolf, Executive Director, Marketing and Communications at ASU, Knowledge and Enterprise Development.

In our world of instant communication and information overwhelm, how much impact can storytelling have on B2B marketing and sales? One word: plenty. Stories about your brand help you connect with audiences in a more personal and purposeful way. By sharing experiences that uniquely demonstrate how your company, product or service can solve problems, you resonate on a deeper thinking and emotional level. It is through storytelling that you gain an opportunity to stand apart from competitors through your unique perspective or voice.

At this event, you’ll learn the power of transformational storytelling. We’ll discuss strategies for telling your story in a way that captures attention to lead your audience through the buyer journey and build ongoing engagement and delight, including:

  • How to create an emotional connection with your audiences about your brand promise
  • Determining the type of relationship that you currently have and would like to have with your customers
  • Identifying the stages of your audience’s journey to adopting your brand and the appropriate messages and content for each stage
  • The importance of rhythm and cadence of your writing, which impact technical considerations like word count, format and writing style
  • The role of multiple formats of storytelling to appeal to a variety of learning styles (written, digital, video, audio)
  • BONUS: Anne will share her experiences at Apple why and how the Think Different campaign was critical in changing the culture, perceptions and also shaping the success of the company as it exists today

When:
Thursday, March 24, 2016 4:00-6:00 p.m.

Where:
SkySong
1475 N. Scottsdale Rd. Building #1, Room 301
Scottsdale, AZ 85257-3538

Presented by: Anne Wolf, Executive Director, Marketing and Communications, Arizona State University, Knowledge and Enterprise Development

Anne is an innovative executive marketing leader focused on creating marketing strategy, building brands and building customer engagement. She has more than two decades of Fortune 500 industry experience including nearly 10 years at Apple where she had multi-billion dollar revenue responsibility for Apple’s Education brand. She also worked directly for Steve Jobs on rebranding Apple and worked with him on the Think Different campaign and iMac rollout, which began the transformation of Apple’s brand identity to what it is today.

Since leaving Apple, Anne has turned her attention to entrepreneurial efforts and has served as a Chief Marketing Officer for companies developing marketing and branding strategies and establishing market leadership by putting the voice of the customer at the center of all communication efforts. Large or small, the common thread for companies and their marketing efforts is storytelling and the connections and relationships that companies establish with their customers. Currently Anne is the Executive Director of Marketing and Communications for ASU building the universities research brand. This post marries her love of innovation and great storytelling and provides an endless supply of meaningful and rich content.

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