CMP Media's Technology Solutions Group Announces The Institute for Partner Education & DevelopmentChannel-focused Training to Educate Hardware and Software Vendors; To Debut October 16, 2002, In FloridaPRNewswire-FirstCall CMP Media's Technology Solutions Group today announced the launch of The Institute for Partner Education & Development, a new education and training business developed for hardware manufacturers and software publishers to learn how to work more effectively with the channel. The new program is based on 20 years of channel-focused sales, marketing, research, editorial, events, and consulting experience from the Technology Solutions Group, publishers of CRN and VARBusiness, as well as organizers of the XChange Conferences. "For years we have provided informal training for our customers when asked. Over the past year we have received numerous requests to deliver intensive training to clients who are focused on increasing their market share and profits by leveraging the channel," said Robert Faletra, President of the Technology Solutions Group. "By providing the education means for organizations to drive a deeper channel knowledge base throughout their organizations, we are confident we can help our clients accomplish their goals." IT product manufacturers will generate up to 66% of the estimated $388 billion of U.S. information-technology sales in 2003 through business partners, according to Gartner-Dataquest, San Jose, CA. That opportunity is at risk and the majority of companies face a significant competitive disadvantage as a result of outdated or dysfunctional channel strategies that have failed to keep abreast of the new market realities. "Vendors often regard (these) partners as operational liabilities rather than strategic assets," said Janet Waxman, Vice President of Hardware Channels at IDC, the Framingham, MA-based market research company. "But interest in the channel is accelerating and, in the not-too-distant future, we predict that Wall Street will judge a tech supplier on how effective -- or ineffective -- its channel strategy is." "The industry's focus on channels has never been greater," said Toni Clayton Hine, Managing Director of The Institute for Partner Education & Development. "And yet, how the majority of vendors interact with channels has failed to evolve. Our goal in launching The Institute for Partner Education & Development is to leverage our 20 years of institutional knowledge and experience in the channel to shorten the learning curve for vendors, enabling them to develop and execute on channel strategies and programs that will ultimately drive their revenues." The Institute for Partner Education & Development will cover a full spectrum of channel related topics, ranging from strategy to tactical implementation and execution, and including the evolution of the channel and emergence of solutions-oriented channel players, the channel's relationship with end-customers and what that means for vendors, channel business models and strategies, and channel management and program approaches. Two types of training will be offered initially: * Quarterly, regional one and a half day training sessions targeted to
channel sales and marketing executives.
* Private, customized training sessions for mid-level managers and
channel marketing personnel, as well as senior management at hardware
manufacturers and software publishers.
The Institute for Partner Education & Development will launch its first event on October 16-17 at the Ritz-Carlton Hotel in Amelia Island, Florida. The price for group training sessions will begin at $1,495 per attendee. Training available through The Institute for Partner Education & Development will be results oriented rather than an esoteric discussion of the pros and cons of indirect channels. It will focus on driving vendors revenues and achieving a high ROI on channel strategy investments based on the Technology Solutions Group's 20 years of experience. "Training and education is a natural business extension for the Technology Solutions Group," said Frank Vitagliano, Vice President, Distribution Channels Management for the IBM Personal Computing Division. "That organization has accumulated a wealth of knowledge from over 20 years of hands on experience with the business partner channel. In addition, they are among the most respected advocates for the channel in our industry. We've taken advantage of the research and insight that they provide for years. Based on their experience and expertise, they are certainly extremely well suited to help the industry's vendors reach their channel goals and objectives." Steve Israel, Executive Vice President of AMC, a $500-million solution provider based in New York, applauded the launch of The Institute for Partner Education & Development. "This is an absolutely great idea because the vast majority of IT vendors have no idea how to leverage the channel nor any idea of what the channel brings to them." Israel went on to say that the lack of understanding problem is compounded by a lack of continuity among vendors. "Just when you think you've gotten through to a vendor's management, they turn over the personnel and you have to start the learning process all over again. If The Institute for Partner Education & Development can shorten that learning cycle, it will provide a great service to the industry," Israel noted. For additional information on The Institute For Partner Education & Development, to participate at the October 16-17, 2002 event, or to schedule a private event, go to http://www.theiped.com/ or contact Toni Clayton Hine, Managing Director, The Institute for Partner Education & Development at tclayton@cmp.com or 212.592.8483. About the Technology Solutions Group The Technology Solutions Group of CMP Media LLC is the publisher of CRN and VARBusiness, host of ChannelWeb, the gated Internet community for Solutions Providers, organizer of the XChange Conferences, and founders of the Institute for Partner Education & Development. With 20 years of experience and institutional knowledge about the channels of distribution for IT products, the Technology Solutions Group is recognized as the premier source of information on the channel, including news and analysis, research, Internet tools, face-to-face events and training and education. About CMP Media LLC CMP Media LLC (http://www.cmp.com/) is a leading integrated media company providing essential information and marketing services to the entire technology spectrum-the builders, sellers and users of technology worldwide. Capitalizing on its editorial strength, CMP is uniquely positioned to offer marketers comprehensive, integrated media solutions tailored to meet their individual needs. Its diverse products and services include newspapers, magazines, Internet products, research, direct marketing services, education and training, trade shows and conferences, and custom publishing. Contact: Charles Humphrey CMP Media's Technology Solutions Group 516.562.7865 chumphre@cmp.com SOURCE: CMP Media LLC CONTACT: Charles Humphrey of CMP Media's Technology Solutions Group, Web site: http://www.cmp.com/ Company News On-Call: http://www.prnewswire.com/comp/181993.html |