Agenda | Channel Partners Europe 2022

Every channel partner — along with their key suppliers — is searching for new avenues of growth. The services partners provided during the pandemic helped increase revenue, but we are now in a different market with customer needs rapidly changing. With business experts all pondering spending slowdowns and recessions, now is the time to focus on lead generation to grow business. It is critical for channel partners of all types to focus on lead-qualification criteria to create predictable pipelines so they can navigate this new period of uncertainty. In this session, attendees will learn the pillars of a successful growth plan and walk away with the the tools they need to generate the leads to hit the growth targets in place. Hear the foundations of lead generation that include defining leads, lead qualification, how to quantify the scale of the sales and marketing challenges for the business, and establishing the right marketing tactics with supporting tools. This session will then cover why lead generation is not about the quantity of leads, but the quality — and how to identify and prioritise prospect segments. This will help all attendees develop a plan to deliver a successful lead-generation programme.