Organizations selling through the channel spend billions of dollars in marketing and sales efforts to drive demand. In most cases the leads generated for channel partners to follow up fall through the cracks, and a significant portion of those investments never provide return. This is primarily due to lack of a systematic approach towards B2B lead management for channel sales. Special guest SiriusDecisions has worked with many suppliers and partners around deploying state-of-the-art lead management processes and methodologies to drive ROI. ZINFI Technologies, a leader in Unified Channel Management, has also deployed automation to implement many of SiriusDecisions’ best-practices in multiple large enterprise accounts who have complex channel structures.
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