Staying Relevant to Your Channel Partners Part II: Five Critical Factors
It’s hard to get a true picture of how your channel partners feels about you as a vendor just by sending out a survey. As we discussed in a previous...
8 Essentials For Staying Relevant to Your Channel Partners -base
Whether you are at an early stage of building your channel partner network or already have a mature network, the one question that you should never stop asking is -...
Building A Thriving Channel Network, Part 2: Balancing Channel Partner Needs with Revenue Goals
When new opportunities beckon, many companies are tempted to jump in too early, and try to boost new product sales by building a massive channel partner network rather than examining...
Top Ten Criteria to Build A Thriving Channel Partner Networks
When you are starting up a high growth business or launching a product line, it is always tempting to try to boost sales by building a large channel partner network,...
How to Empower Country Teams Using Channel Marketing Automation
The primary challenge for any reasonably large technology company with global presence, marketing in a business-to-business (B2B) channel environment, is making sure that marketing assets that are created centrally for...
Why CRMs Don’t Work As Partner Relationship Management Systems
Customer relationship management (CRM) has evolved into a multi-billion dollar segment, with good reason. However, the Partner Relationship Management (PRM) category is relatively new, even though channel programs have been...
Partner Marketing Concierge Services: Learn Locally, Scale Globally
One of the realities of channel marketing, of which vendor organizations are all too painfully aware, is that the majority of channel partners do not have dedicated marketing resources. So,...
How to Provide Partner Marketing Concierge Help in Bite-Sized Chunks
Most channel partners don’t have a marketing department, a marketing specialist, or even an outsourced marketing provider, and even if they do, these resources tend to operate not as marketing...
Is Email Marketing Dead?
Email marketing remains a powerful growth channel when built on relationships, relevance, and genuine value delivery. The question of whether digital outreach through inbox campaigns has died depends entirely on...
How Social Marketing Can Be Antisocial
Over the past five years or so, social marketing has become an incredibly important channel for marketing professionals to get the word out to prospective buyers. While business-to-business (B2B) selling seems to...
Selling to IT Buyers? Pick The Right Integrated Marketing Approach
Lackluster returns from a marketing campaign are common, but understanding why this is the case is not always clear-cut. Traditionally, poor results are usually attributed to three failures - ineffective...
5 Not-to-be Missed Opportunities for Growing Customer Revenues
Growing Customer revenues are a top priority for most B2B IT solutions providers. New customer acquisition is one way of accomplishing this, but we all know that winning new accounts...
