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...
7 Tools You Need To Be Successful in Social Selling
How things have changed during the past decade! Just a few years ago, outbound business-to-business (B2B) selling to the mid-market and enterprise – was mostly an exercise in cold calling....
5 Tips for a Winning Trifecta: Search Marketing, Social Marketing and Email Marketing
Wikipedia defines trifecta as “a parimutuel bet in which the bettor must predict which horses will finish first, second, and third in exact order.” The good news is that when you are...
Why a Lead Management System Is Critical for Channel Sales
Most vendors spend millions of dollars in generating end user awareness and inbound leads. However, very few have systems in place for getting those leads effectively to channel partners. Instead,...
7 Market Development Funds Programs That Yield Results
We frequently see vendors and providers struggling to figure out what would be the right set of programs to use Market Development Funds (MDF) or Co-operative (Co-op) Marketing Funds effectively...
Making Market Development Funds Work for You
There’s a pot of gold waiting for IT solution providers – and technology vendors are almost uniformly frustrated in getting their channel to make use of it. Vendors who sell...
How Partner Profiling Can Increase Your Channel Sales
Most organizations who sell through the channel have both productive and unproductive partners. One of the easiest ways to grow revenue is to figure out how to transform some of...
Must-Haves for Your Partner Portal – Part 2 of 2
In this hypercompetitive world, the ease-of-use of a vendor’s partner portal plays a huge role in portal utilization. The way in which content is uploaded and managed; responsiveness; user-friendliness of the...
Must-Haves for Your Partner Portal – Part 1 of 2
Most partner portals today are a reflection of how the world used to be versus how they need to be. As we talk to our client base and their channel...
