Recorded Session

Channel Program that ROCKS for IT Partners


Ask a Channel Chief where their focus is for growth – it is invariable the IT Community. Problem is, working with agents is different than working IT Solution Providers (VARs, MSPs, SIs). Staff is busy serving existing partners. Processes are focused on the agent model and not the reseller business model. We'll take you through best practices for channel programs that are setup specifically to succeed when working with Strategic IT Partners. We'll also talk through the standard "Target to Cash" timeline for new partners and identify techniques to compress various steps. Download the attachment for the presentation files.

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Jack Knocke, The VAR Advisor

Jack Knocke is the founder and lead consultant for The VAR Advisor, a consulting company that helps IT Solution Providers (MSPs, VARs, SIs) build a telecom and cloud practice. Knocke's intuitive focus on the partner business model ensures a plan and execution focused on partner strengths and capabilities building a substantial recurring revenue stream.

Knocke also supports Vendors and Distributors as they seek to provide compelling messaging, effective operational processes, productive compensation plans and engaging onboarding to IT Solution Providers. As an engaging speaker and a knowledgeable educator, Knocke has hosted numerous MSP workshops providing an interactive opportunity to learn, build relationships, role-play new approaches and build a new sales funnel.

Knocke is a 30-year veteran of the telecom industry. Prior to founding The VAR Advisor, he spent five years as COO for master agency MicroCorp. Inc., where he automated, streamlined and guided the business through 400 percent growth and facilitated two acquisitions. Previously, he held senior business development and operations positions including InPhonic Inc. (INC Magazine # 1 Fastest Growing Company, IPO 2004). Before that, Knocke spent 14 years with GTE/Verizon leading new initiatives in Marketing, New Product Development, Systems Integration, Product Fulfillment and Finance.

Phone: 470-295-4365