Channels: The Fastest and Easiest Way into the US & Canadian Markets

  • June 6, 2013 · 6:00 PM
  • IBM

Hi, Everyone,

We are happy to invite you to our next event, June 6th, 6 PM, at IBM, Petach Tikva. It will focus on Channels and how they can get you quickly, easily, and cost-effectively into the North American market.

Main Speaker: Robert Cohen, CEO and business editor of ChannelLine, industry analyst; publisher (Channel Advisor, eChannelLine, Channel Partner and ConnectIT) and channel marketer.

Topic: Robert will talk about the challenges and opportunities and outline what you need to do if you want to make it big in North America. He will leave you with a list of do’s and don’ts along with a free subscription to eChannelLine (electronic daily publication) and will show you the Trusted Business Advisor XSellerator program - designed to help Israeli IT&T companies successfully penetrate the North American marketplace quickly, easily, and with a lot less money!

Agenda:

6:00 - 6:30 - Registration and Networking

6:30 - 6:45 - Welcomes by ISN and IBM

6:45 - 7:30 - Presentation by Robert Cohen

7:30 - 8:15 - Panel Discussion and QA

8:15 - 9:00 - Networking

Why Attend:

- Get a lot of great information about the opportunities and challenges of moving into the North American marketplace from a well-known and respected marketer/analyst with 33 years in the IT&T industry

Learn how to move into the North American market - either the US or Canada or both - from a product, financial, distribution, marketing, sales, service and support perspective

- Learn about different go-to-market methods: direct, distributor/channel partners, channel partners, big box stores, distributor/retail, retail, etail, etc.

- Hear the secrets of success from a panel of experts (Participants to be announced soon)

- Ask questions

- Set up a free session on June 7th to get specific information from Robert Cohen

- Promote your products at an IT&T tradeshow in Canada at half the price

The Importance of Channels:

If you are an IT and/or Telephony (IT&T) company with a great solution for businesses, the North American marketplace is a like a huge candy store! There are +27m businesses in the US plus 2.5m in Canada. The US population is ±320m, ±4.5% of the world's population, and sells ±50% of the world's IT&T products, services & support. The Canadian population is ±34m, selling 3% of the world's IT&T products, services and support. Put it together and the North American marketplace (not including Mexico) provides the candy store with 30m businesses with ±5% of the world’s population selling 55% of the worlds IT&T products. However, approaching this huge market directly is very difficult, expensive, and slow.

You may be dreaming of enterprise sales to companies with 500k employees ... but these firms usually demand low prices and expect you to lose money for the right to say they are your customers.

And, in any case, 99% of the companies have less than 500k employees (SMBs). And ... 65% of all SMBs buy their IT&T hardware, software, Managed Services, other services and support via the ±80k IT Channel Partners made up of resellers, VARs, integrators, service providers, etc.

More about Robert Cohen:

Our main speaker, Robert Cohen, is a passionate and enthusiastic channel advocate and the CEO and business editor of all of ChannelLine’s publications, industry analyst, publisher (Channel Advisor, eChannelLine, Channel Partner and ConnectIT) and channel marketer. Since 1980, he has worked with 500 Vendors, 30 Distributors and thousands of Resellers, in developing and implementing strategic go-to-market programs.

Robert wrote the “How To Successfully Do Business In Canada” book that was circulated worldwide by the Canadian Consulate General and Industry Canada. He is also the lead person for the IT&T portion of the new partnership between Israel and The City of Vaughan - in Association with the UJA-Federation and Coldspring Commerce … a program designed to bring Canadian companies to Israel and help Israeli companies move into North America.

Robert’s vision is to make the business part of delivering technology easier for everyone actively involved in the channel. To achieve this goal, Robert founded the 1,000-member ChannelLine Advisory Council who collectively helped him develop the Trusted Business Advisor XSellerator program - which will get you into these markets fast and cost-effectively.

Robert’s motivation was that his daughter, son-in-law and granddaughter made aliya to Israel five years ago, and he wanted to have as many reasons as possible to visit them!

Note: Robert will be available for meetings on June 7th, the day after the event. Please contact him directly to discuss a possible meeting: [masked] or by phone at[masked]-2059.

We look forward to seeing you at this important event! Please register early, and arrive on time. In order to save time, we will soon post a Registration Form which you can prepare in advance and bring with you to the event.

All the best,

Arlene and Ken


 

Join or login to comment.

  • Arlene M.

    Just posted: 2nd of 9 segments of the video of our event - http://www.youtube.com/watch?v=oiXGYTwhado&feature=youtu.be

    July 1, 2013

  • Rami G.

    Hi Arlene,
    Any chance for recording this very interesting session?
    Thanks

    June 5, 2013

    • Omri S.

      Great... Waiting for it! Thanks

      June 23, 2013

  • Arlene M.

    Happy to announce the availability of the first of 9 segments of the video of this event. http://www.youtube.com/watch?v=jFmPgNtSteU

    1 · June 30, 2013

  • Robert M. C.

    Hi: I want to thank everyone who came out to the event last Thursday. You made me feel at home and I really enjoyed getting to know you. Unfortunately, I was unable to talk to everyone, but I did speak to most of you at some point. Please feel welcome to reach out to me at anytime and I will be glad to talk to you about the US and/or Canadian marketplace and what you need to do to be successful in this region. Cheers.

    June 12, 2013

    • Solly E.

      Hi Robert,I spoke with you briefly just before the event which you ran at IBM and got a lot of benefit from the panel discussion that you hosted, although I was disappointed that there was not enough time for you to give your presentation. [So that you might identify me - I wanted to 'ramp up' our sales not 'wrap up' - you were quick to point out that you don't have much expertise in the latter!] Our company provides DBA consultancy services for the Microsoft SQL Server package. We have some US client references for our services and provide daily DBA services to an existing client in the US. We are looking for a defined strategy to sell our services via the IT channel. Our client portfolio is based in the New York area although we are equally interested in both the US and Canada as places to offer our services. Perhaps you can be of help. Our web site is www.bitwisemnm.com.

      June 13, 2013

  • Amir T.

    The information provided by the panel was invaluable.
    Robert Cohen provided an insight into the channel world that is useful not just for the US and Canada, but for anyone working - or planning to work - with channels in any market.

    1 · June 7, 2013

    • Robert M. C.

      Thanx for the nice words Amir. For the most part channels and channels. However, you still have to tweak the programs to fit into the environment.

      June 12, 2013

  • Ori A.

    Wonderful event thank you Arlene, Robert and all panel members.
    With regard to the exclusivity issue and question raised whether 2 distributors should be assigned in parallel in case one of them fails to bring results, I'd like to point out that there are many preliminary signs that can predict if our partner is working in the proper way to achieve results. No need to wait till end of the exclusivity period to be disappointed and only then start looking for a replacement.

    1 · June 7, 2013

    • Robert M. C.

      Ori: I agree with you. Exclusivity for Distributors is something that I very, very rarely recommend to my clients and only will if the Distributor guarantees a certain amount of revenue ... or if the fees for getting into the Distributors makes it impossible for the Vendor to pay the fees and properly support the Distributors. Even in this case, I will usually recommend going with the one Distributor but don't make it exclusive.

      June 12, 2013

  • Eran S.

    Very insightful meetup, professional mentors. excellent moderator

    2 · June 9, 2013

  • Gal B.

    Lots of good tips from the panel and from Robert. Well done Arlene!
    One of the points to consider is channel on-boarding, in the first 3-4 months you need to "babysit" you new partners - sales and tech training, support, joint marketing, give them leads... this way you make sure they know your product and find customers, and create partner "buy-in". So when you move to another partner they sell self-sufficiently. We talk about on-boarding and more at www.channelsmart.co.il
    Gal

    1 · June 9, 2013

  • Janet S.

    Really informative event, great panel discussion with valuable input by Robert Cohen whose knowledge and experience of the subject and generosity in sharing it was outstanding

    1 · June 7, 2013

  • Gabi T.

    I really love the model: good panelists led by a good moderator, followed by Q&A and open discussion session. Thanks Arlene

    1 · June 7, 2013

  • Yona F.

    I found the panel's insights and pragmatic advise to be spot on.

    1 · June 7, 2013

  • Rami N.

    I came with no expectation since I am about to host a large canadian Bank scouting technology in ISRAEL and I really enjoyed the panel .
    Especially to hear Igal Rotem's comments .

    2 · June 7, 2013

  • Dan

    A good event and panel.
    Q&A was a bless and answered many practical issues
    Robert looks like a professional in his field and posses a lot of expertise in the channels field and can lift a company's revenue whilst assisting in paving the growth to success

    1 · June 7, 2013

  • Galit Z.

    I agree with Baruch. The panel was interesting and helpful

    1 · June 7, 2013

  • Baruch B.

    the panel was very good and helpful

    1 · June 6, 2013

  • Baruch B.

    where in ibm do we meet

    June 4, 2013

    • Katrin M.

      car number:[masked]

      June 6, 2013

    • Eran S.

      [masked]

      June 6, 2013

  • Jim V.

    This looks like an outstanding group! I'd like to invite you all to visit our office Facebook page, and "Like" it. We cover all Israeli-U.S. business collaboration for ten Southern States. https://www.facebook.com/IsraeliEconomicMission#!/IsraeliEconomicMission

    1 · June 5, 2013

    • Arlene M.

      Thanks for the wonderful and important job you are doing!

      June 5, 2013

  • Janet S.

    Hi Arlene, i will come after the TA event, looking forwards to seeing you and joining your fabulous event!

    June 5, 2013

  • Itay E.

    http://www.nipagesh.co.il, the pre-facebook, safe social network for kids, is looking for a great marketing manager to execute its coming launch in Israel.
    For more details visit: http://www.nipagesh.co.il/toolbox/jobmarketing.pdf

    May 31, 2013

  • Ofer K.

    Going

    May 31, 2013

  • Ronen C.

    Have 2 other events on this same day

    May 29, 2013

  • Robert M. C.

    I want to thank everyone who has signed up for this event. If you want to talk to me before the event, email me at [masked]. Have a great day!

    May 29, 2013

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