How to Build Profitable Channel Partnerships: CATA Teleforum June 9 2009
May 29, 2009

How to Build Profitable Channel Partnerships
Canadian Advanced Technology Alliance

How to Build Profitable Channel Partnerships

Teleforum: Tuesday, June 9 at 11:00 a.m. Eastern Time

Productive channel partners are usually the fastest, most cost-effective way for technology companies to drive revenues from new markets. Recruiting partners is easy, but getting them to perform can be a challenge.

In this hour long, exclusive CATAAlliance Teleforum you will gain valuable insight into building your channel relationships while improving the performance of your current partners. This Teleforum will have an immediate impact on your ability to generate more revenues. You will learn:

  • Why resellers don't actively sell the products they represent
  • How to make your product stand out for your reseller
  • How to determine the optimal number of markets and partners
  • The essential steps in recruiting productive partners

Who will benefit from the call?
Any executive involved with sales, or business development for their organization.

Who will be on the call?
Harald Horgen, President of The York Group is an acknowledged expert in helping technology companies expand into new markets. He has over 25 years of experience growing channels in the international marketplace. The York Group has offices and partners in 26 countries (

Stephen Pollack is the former founder and CEO of Platespin which was sold last year to Novell Corporation. Stephen has won numerous awards and is a very successful serial entrepreneur. His awards include E&Y Entrepreneur of the Year Finalist (2008), Deloitte Fast 50 Leadership Award for Software Category (2008), International Business Award Finalist - CEO of the Year (2008), Deloitte 5-year Fast 500 - global, 11th (2008) Platespin's exponential growth was significantly impacted by having chosen the right alliance partners and Stephen will share his experiences…the good and the bad.

Mike Fox, founder of Brightlights (, is the moderator and co-sponsor of this Teleforum series. He has spent 20 years helping small and mid-sized software firms hire, develop, and retain great people to grow their technology firms.

++ Action Item: How do I sign up?
Just click this link and fill out the electronic form. You should receive a confirmation email and then a follow-up with call-in details. If you have any questions or concerns, please contact Brent Wennekes at

Related Resources:
Please take three minutes to learn about how your organization can gain leverage from CATA: