Why Read This Guide?
While it’s true many MDF programs fail or underperform in the channel, ZINFI has worked with many organizations—ranging from emerging companies to large, mature global enterprises—that have learned how to develop and execute successful programs in a variety of channel contexts. Well-planned, effective MDF programs can produce immediate, measurable results, and these results can be replicated across large, diverse partner networks and generate substantial ROI. This booklet explains why many MDF programs perform poorly or fail, and why partners are often reluctant to participate. It goes on to offer a wealth of strategic advice and practical tips for success, including lists of successful program types and proven tactics, a discussion of tools and approaches to automation, ideas for building on local successes and scaling programs at a global level, and an argument for the importance of celebrating when programs.