Invitation to the half-day Workshop
10 June 2009, SUN Microsystems, Camberley
"Working with Partners"


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Dear CEdMA member,

The early summer CEdMA Europe half-day Workshop will take place on 10 June 2009 1300-1700 UK time at SUN Camberley. This topic was voted highest in the recent poll by member main contacts and May conference attendees. It is intended to be an update to a session of the same name we ran in Jun 2007.

It's all about sharing what we have done since then and are doing with partners in terms of helping us sell and/or helping us deliver our offerings, so don't come along expecting to hear how it should be done. Be prepared to listen and contribute your own experiences.

The facilitators will be Jasmine Huxtable-Wright of Symantec, Simon Maskrey of SUN Microsystems and Neil Gregory of SPSS.


1300 Coffee
1330 Introduction - Mike
1335 Using Partners in the Selling Process - Jasmine
1430 Break and Networking
1445 Using Partners in the Delivery Process - Simon
1540 Break and Networking
1555 First Steps in setting up a Partner Channel - Neil
1650 Summary
1700 Close

Using Partners in the Selling Process
Sales partners come in many shapes and sizes. There are Sales Agents and Resellers, who have been joined by Education Brokers, some of whom have developed into full-blown education outsources. Let’s share experiences and find out who’s done what and why and with what results. This is a discussion session so please come prepared to contribute your views.

Using Partners in the Delivery Process
There have been many models for this, too. Some companies have sold kits, accredited partner instructors, and remained “indirect”. Others have accredited partner instructors, but retained the end customer. In the extreme, this might simply be to solve regional availability. And then there’s the grey market……….
This is a discussion session so please come prepared to contribute your views.

First Steps in setting up a Partner Channel - Neil
Let’s hear from someone who has just started building an Authorised Education Partner program/channel. Expanding this through Franchises and through Academia is also under consideration.
This is a discussion session so please come prepared to contribute your views.

Click to get printable agenda.

Please let Mike know if you or any of your colleagues will be attending, so that we can make sure we have enough seats, coffee, biscuits, and so on.

We shall send out joining instructions around Tuesday 2 June 2009.

I look forward to seeing you there!

Mike Dowsey, Executive Director,
on behalf of the Board of CEdMA Europe

To contact us, click here.