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...
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,...
