This interactive and collaborative session will explore how some innovative organizations are engaging with and training the channel faster and with more impact. You will learn how two technology companies and the leading single-cup coffee system maker used analytics to understand learning behavior to adjust and improve their training efforts practically in real time. Hear how these same organizations created a 2-D learning community to allow easy access to content, subject matter experts and peers. You will also get input from the audience to hear other best practices used in other industries.

1. Best Practices in Partner and
Channel Learning
You can listen to today’s webinar using your computer’s
speakers or you may dial into the teleconference.
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2. Best Practices in Partner and
Channel Training
Speaker: Eric Vidal
Director of Products &
Learning Environments
InterCall
Moderator: Mike Prokopeak
Vice President, Editorial Director
Talent Management magazine
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5. Frequently Asked Questions
1. Will I receive a copy of the slides after the webinar?
YES
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YES
Please allow up to 2 business days to receive these materials.
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6. Best Practices in Partner and
Channel Training
Mike Prokopeak
Vice President, Editorial Director
Talent Management magazine
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7. Best Practices in Partner and
Channel Training
Eric Vidal
Director of Products &
Learning Environments
InterCall
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9. Poll
• On a scale of 1‐5, with 5 being top rated, how would you
currently rate your Partner/Channel Training Initiatives?
• What is one of your biggest challenges with partner/channel
training?
• What do you feel is your most successful piece of your
partner/channel training

10. Current Challenges
The ability to reach a global audience
Budget Constraints
Getting the channel educated and market ready asap
Continue to connect & collaborate after the launch
Accurate and timely reporting

11. Project & Product Launches
Doctors, patients and providers are using new media to connect,
network and collaborate – Novartis wants to harness this trend
The main hall hosted partners like McCann, Nielsen, Sermo,
PatientsLikeMe, TNS Healthcare and more

12. Global Reach To The Channel
Educated 2,000 partners in 2 days across 82 countries.
Over 4,000 information downloads
5,000 virtual room visits
900 chats
Unisfair Confidential 11

13. Virtual Partner Environment
(Easy access to content, company experts & peers)

14. Custom Rooms
(Designed around specific topics or products)

15. 24/7 Engagement During Launch
• The standard now in how they launch products to the channel
• Delivered more qualified and educated prospects
14

16. Partner Engagement Like
Never Before
• 52% viewed ALL training content available
• Average visit time was 2 hours and12 minute

17. Why Go Virtual?
• Expand reach
– Reach partners wherever they are
– More can attend, and spend more time
interacting company experts and peers
– Access to content & product experts 24/7
• Compress timelines
– Launch into all your markets at once
– Quicker time to readiness
– Persistent/always on
• Build market share & sales faster
– Smart Analytics and Engagement Index
score leads and enable prioritized follow‐up
based on your metrics
16

18. What The Market Is Saying &
Additional Resources On This Topic
• Frost & Sullivan White Paper
In 2011 F &S highlights how organizations are launching
products, product training and much more virtually
• 2011 BtoB Magazine study revealed that 60% of
marketers plan to increase their spending for virtual
events/environments

20. Questions and Answers
Eric Vidal
Director of Products &
Learning Environments
InterCall
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21. Join Our Next TM Webinar
The ROI of Talent Management
Tuesday, October 16, 2012
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