Channel Enablement: Tips for Effectively Driving Business Growth

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Thursday, February 17, 2011
02:00 PM - 03:00 PM EST
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Channel Enablement: Tips for Effectively Driving Business Growth

Companies count on their channel partnerships to maximize profits, add market share, expand into new markets, reduce sales costs and help customers achieve their full business potential.  However, driving business through channels effectively can be a challenge for any size organization.  Recruiting the best set of partners capable of selling and supporting your products and services is only the first step; how do you enable them to develop, sell, and sustain business on your behalf?

Forward thinking organizations understand that quickly engaging and enabling new partners is critical to maximizing channel sales potential. Channel partners now expect their vendors to provide easy and quick access to education and a higher level of support that will solidify the partnership, strengthen mutual business growth and develop trust and loyalty. This complimentary webinar will provide you with best practice strategies for enhancing channel effectiveness and empowering partners with the tools and information they need to accelerate the sales cycle.

Key take-aways include:

  • An understanding of how to overcome current challenges organizations face with respect to improving channel enablement, including education, partner loyalty and revenue
  • How technology enabled learning can be used to improve channel effectiveness
  • A  a channel enablement maturity assessment and readiness model against which to benchmark your business


Frank Ricciardi
Vice President of Global Account Services
Cornerstone OnDemand

Frank Ricciardi comes to Cornerstone OnDemand with over 15 years of business consulting and industry-related account management experience. As a former Regional Vice President & Senior Principal at Convergys Corporation (formerly DigitalThink, Inc.), Ricciardi expanded the business by more than $27 million which included the largest professional services deal in the company's history. In addition, Ricciardi managed over $70 million in strategic customer relationships, including the single largest contract in industry history. Finally, Ricciardi led the organizational design process, which transformed DigitalThink into an industry-leading professional services organization.

Ricciardi began his career in high technology with Andersen Consulting (now Accenture), as a business integration consultant. During his tenure, Ricciardi honed his client relationship management skills and led strategic planning, organizational effectiveness and business process design engagements to drive significant value through his clients' organizations. Ricciardi brings deep business and industry experiences to Cornerstone OnDemand as the Vice President of Global Account Services. Ricciardi developed and implemented a new Global Account Services program at Cornerstone OnDemand, which includes Account Management, Customer Care and Customer Community functions, intended to provide Cornerstone clients with world-class customer service. Ricciardi’s primary objective is the growth of the customer portfolio, Cornerstone OnDemand's most valued asset, through a laser-focus on customer satisfaction and consultative solution selling. Ricciardi holds a Bachelor of Science in Finance and Economics from Drexel University in Philadelphia, Pennsylvania. He is also a contributing member of the Strategic Account Management Association.

Ray Pitts
Executive Director of Client Development
Intrepid Learning Solutions

Ray Pitts is an Executive Director of Client Development at Intrepid Learning Solutions, where he is responsible for the development and sale of business solutions that leverage Intrepid’s consulting and technology offerings.  In addition, Ray serves as Account Manager for selected clients.  With over 20 years experience in the learning industry, Ray has deep expertise in solution design and consulting, with an emphasis on learning strategy, systems implementation, and the technology-enablement of learning and performance initiatives for corporate and extended enterprises.  Additionally, Ray has specialized knowledge of Retail, Manufacturing, Energy, and Healthcare organizations.

Before joining Intrepid, Ray served as Vice President of Professional Services at SumTotal Systems, Inc., where he helped Fortune 500 companies achieve business results with learning and performance technologies. Prior to that, Ray was a Sr. Manager in Deloitte Consulting’s Human Capital Practice, where he focused on Educational Technologies, SAP Implementation Support, Learning Strategy, LMS Selection and implementation and Learning Outsourcing.  Ray is a graduate of the University of Texas at Austin.