Toni Clayton Hine

Toni Clayton Hine is theVice President, Managing Director,Institute for Partner Development & Education

The Institute for Partner Education & Development (IPED) is a research firm that empowers technology companies with channel education, intelligence and analysis to develop, deploy and execute channel strategies and programs that drive revenue. IPED delivers channel intelligence to clients through its exclusive access to world's largest channel databank.  IPED content is based on more than two decades of channel experience and thousands of annual surveys of business partners and end customers.   

Toni Clayton Hine is responsible for the creation, management and execution of Institute for Partner Development & Education services including the Institute for Partner Development & Education Competency and Profitability Benchmark and the Channel Affinity Index.  With 16 years experience in the technology industry, Clayton Hine is a subject matter expert on channel sales and marketing strategies, recruitment programs, partner communications and competitive analysis, working with companies of all technology segments.    

Clayton Hine could present on the following topics:

Management Best Practices

·         Realigning your channel sales organization to increase margins and profits

·         Lowering sales cost and increasing productivity

·         Relating the business model to the organizational model

·         Developing your partners service culture with high utilization attainment

·         Compensation plans for consultants and for managers

·         Successful implementation of change into your organization

·         Transition strategies for change management

·         Management techniques to increase profits from your current business

Financial Management

·         Profit & Loss Benchmarks for the top industry performers

·         Attributes of the better Profit & Loss performers

·         Expense analysis

·         Improving cash flow

·         Billing techniques

·         Accounts Receivable techniques

·         Project timing and revenue flows

·         Budgeting to improve profits

·         Preparing your business for an exit strategy, the M & A process, types of deal structures

·         Valuations of businesses similar to yours and how to lay the ground work to improve your company's valuation

Sales

·         Best Practices for selling high-margin technology solutions

·         A simple, repeatable process for identifying and qualifying real opportunities

·         Tactics for engaging senior business decision makers in the technology sales process

·         Keys to winning new business without resorting to discounts

·         Increase the average win-rate for competitive sales opportunities

·         Reduce the length of the average sales cycle

·         Boost the average gross margin for sales transactions

·         Cross selling to drive profitability

Marketing

·         Marketing requirements for winning new customers and protecting your install base

·         A clear and understandable model for measuring campaigns and tracking your real ROI

·         Tactics for generating qualified sales leads in 30 days

·         Elements of a lasting and meaningful solution provider brand

·         Increase the number of qualified leads created by lead generation campaigns

·         Increase the number of qualified prospects who attend sales seminars

·         Reduce the cost of wasted marketing materials and sales tools