Session 4: Revenue recognition and channel implications

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Too often, independent software vendors (ISVs) that want to build successful channel partnerships overlook a key element: how to recognize influenced revenue and compensate channel partners accordingly. It's a key component of a channel strategy, and requires up-front planning to manage this partnership element effectively. Join Diana Kreklow and Gail Mercer-McKay to explore the issue of revenue recognition: we'll use Microsoft as a partner example, showing ways to calculate your Microsoft platform pull-through revenue, and show how you can work this data into your partnership strategy.

After you view this webinar, you'll have the tools you need to build a framework to calculate your revenue pullthrough to enable a productive partnership discussion between your organization and your partners. Downloadable resources will help you take action right away.

Do you have questions about revenue recognition? Join Diana and Gail live in the comments section for Q&A on Thursday, May 1 from 10am-11am, Pacific time (UTC -8:00)

  Download the companion guide, Revenue Recognition and Channel Implications 

  Download the companion worksheet, Recognizing Revenue - Calculations 


About the presenters

Diana Kreklow
Enthusiastic and insightful, Diana cut her business teeth in sales and sales management at some of the world's best organizations including Microsoft, IBM, Attachmate and Computer Associates. Her responsibilities included the development and management of partnership strategies, business and solutions development, marketing innovation and performance reporting.  She enjoys working collaboratively with virtual teams, managing complex multi-partner engagements and developing partner and channel programs that deliver results.

Able to skillfully navigate the challenges facing both smaller partners right through to some of the largest ISV's, she has successfully built programs that include alignment with market leaders such as Microsoft, IBM Global Services, Accenture, and McKinsey Consulting. Her industry experience includes Financial Services, Distribution, Healthcare, Public Sector and Manufacturing.

Gail Mercer-MacKay
With over twenty-five years' experience, Gail Mercer-MacKay works as a leader in the Microsoft ecosystem helping partners create compelling marketing communications stories. Prior to founding Mercer-MacKay over seven years ago, Gail was VP Sales and Marketing for an ISV, taking the organization from start-up to a multi-million dollar software company with clients across North America, Europe and Asia-Pacific.

Gail serves as a Board Member at both the Canadian and International level of IAMCP – International Association of Microsoft Channel Partner and is a Business Advisor at the Research Innovation Center in Mississauga where she guides entrepreneurs looking to start and grow their business. She is the recipient of two awards for community leadership for her role as founder and director of "A Woman's Write", a program for patients suffering from mental health disorders at St. Joseph's Hospital.


ISV, Business



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