Webcast Archives

Trends in Channel Sales Compensation: Callidus
How do best-in-class high-tech companies avoid channel conflicts and set the proper incentives to maximize the performance of both direct and indirect sales? Steve Apfelberg, VP of Products at Callidus and Ted Dimbero, VP of Operations at Zyme, will share their thoughts and experiences in an interactive discussion of subjects including:

• Leading practices for high-tech sales compensation across direct and indirect channels
• Specific compensation design structures to reduce channel conflict
• Channel data quality issues that pose barriers to these improved structures
• Case studies from high-tech companies that improved channel data quality and increased effectiveness of their sales compensation programs

Event Details
Original Date: December 13, 2006
Duration: 1 hour

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Speaker Bios
Steve Apfelberg is Vice President of Products for Callidus. Steve has over 14 years of experience in enterprise software, including senior finance and marketing positions at global leaders such as Oracle Corporation and Siebel Systems. Steve has focused on Enterprise Incentive Management solutions since 1997, making him one of the pioneers of this software space.

Steve believes passionately in the value that Enterprise Incentive Management solutions bring to customers. In his current role, Steve manages a team that meets regularly with customers, prospective customers, partners, and industry analysts to gather and prioritize product requirements in order to most appropriately drive Callidus' solutions forward.

Ted Dimbero is Vice President of Operations at Zyme, and is responsible for delivery of services to customers. Prior to Zyme, Ted spent seven years in various consulting and product development leadership roles at i2 Technologies, the market leader of supply chain management software. Ted has also previously held management and engineering positions at Hitachi Semiconductor and Harris Semiconductor. Ted Dimbero has an MS in Computer Science from Florida Institute of Technology and a BS in Computer Engineering from the University of Florida.