Inbound Marketing Insights to Win Over Your Target Audience
Wouldn’t we all rather have customers willingly walk through our door instead of having to stand on the sidewalk and wave our arms for attention? Once upon a time, business...
10 Cold Calling Tips to “Dummy Proof” Your Efforts
The very first thing that scares most people about sales is the initial cold call. Often it can turn away a potential salesperson before they ever get their feet wet...
Seven Essential Requirements for the Next-Generation Partner Portal
What is a partner portal? What are the primary components of today’s partner portal? Where does program content end and relationship automation begin? And why are so many systems needed...
The Partner Portal is Dead, Long Live The Partner Portal
“The King is dead, long live the King!” is a proclamation that marks the accession of a new monarch and the beginning of a new era. Something similar is happening...
Content Syndication for Your Partner Network: Seven Mistakes to Avoid
Content marketing has become the cornerstone of marketing effectiveness, and content syndication provides amplification via an extended network. Organizations selling through the channel can reach an audience of unprecedented size...
Lead Management as a Key Channel Management Capability
Leads, leads everywhere—but not a single one to close. Isn’t this what you hear almost every day from vendors and their partners? Vendors spend millions on end-user marketing to generate...
Why Channel Management Varies around the World
Channel management varies significantly around the world due to market maturity and regional factors. Organizations must recognize how structure, culture, solutions, and visibility shape partner strategies. Adapting these critical elements...
Why Channel Partners Don’t Use Market Development Funds (MDF)
Most vendors that are selling through the channel depend on their partners to generate demand instead of just relying on leads generated by the vendors. However, the sad reality is...
How to Make Unified Partner Management A Reality
There is no doubt that channel management is complex. (For more on this, see our previous posts, 5 Myths of Channel Management and Challenges of channel management.) However, it’s made...
How to Work with Channel Management Software Vendors
As more and more companies add channel to their sales equation, the competition to reach the end user via channel has increased substantially. New partners enter the marketplace in the...
How Content Syndication Can Drive Sales Enablement
Content syndication transforms sales enablement by delivering the right materials at every stage of the buying journey. Organizations that map distributed content to specific sales process stages achieve higher engagement,...
Why Digital Prospecting Matters in Today’s World
Over the past few decades, companies have invested considerable sums in building out an inside sales infrastructure. During this same period, we have also seen increases in demand for marketing...
