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ChannelViews

To Optimize Incentive Programs, Align Rewards With Partner Personalities

By Ingrid Catlin, Director of Marketing, WorkStride When it comes to the incentives that motivate us to work harder, we tend to respond differently based on our personalities. Sure, most of us greatly appreciate a generous bonus, commission or restaurant gift card in response to our achievements. But that’s not necessarily the be-all, end-all for […]

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How Auto Brands Drive Local Marketing Impact For More Profitable Dealer Relationships

By Trae Clevenger, chief strategy officer, Ansira There’s a quiet evolution taking place in channel marketing. Brands that want to boost local marketing impact have realized that they need to better equip their channel partners to meet the expectations of empowered consumers who demand seamless brand experiences, whether online or in-store. And brands are accomplishing […]

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How To Defeat 4 Large Barriers To Effective Local Marketing

By Kellie Auman, Marketing and Communications Director, LogicBay Because brands of all sizes — even national- and global-level organizations — are focusing more attention on local marketing, this is a good time to start thinking along those lines. If you and your indirect sales network aren’t prepared to focus more marketing activity on local efforts […]

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The Content Gap Is Your Marketing Gold – Take Advantage of It

By Derek Hibbard, CMO, The Fiction Tribe Channel marketers spend millions of dollars to figure out what customers read and like — the products they look for, and their business priorities.  We know that there’s value to know you and your partners’ audience.  Yet there is a missing layer to understand your customer 100%: the […]

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Trade Shows and Conferences Drive Growth for Vendors and Channel Partners. Here’s How They Can for You

By Lisa Masiello, president and founder, TECHmarc Labs Whether a multi-day conference and expo, industry trade show, convention, one-day seminar, or thought-leadership workshop, surveys of B2B companies prove that live event participation is not only alive and well but a required component of both your channel development and customer acquisition strategies. 52% of business management says […]

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12 KPIs To Best Measure Channel Partner Engagement

By Kenneth Fox, CEO, Channel Mechanics There’s considerable focus these days on customer experience. After all everyone knows a satisfied customer is more likely to buy additional products and services (research shows up to 14x). That’s obviously critical as it’s a lot less expensive to sell additional products and services to an existing customer than […]

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Breaking News: Channel Partners Can Be Critical to Great Public Relations

By Anna Keeve, Public Relations Manager, ESET North America Channel partner marketing is a lot like public relations.  When done well, you benefit by getting other people – your partners — to tell your story. In the digital age, there are many different types of ‘influencers.’ Historically, there was one main trusted medium to amplify […]

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Hiring Channel Managers? Tech Companies Are Seeking Some Surprising Qualifications

By Michael Kelly, Director, Channel Institute Channel VPs and directors at large technology companies are re-ordering an expanded list of qualifications they’re seeking in new channel account managers (CAM). Analysis of a poll by the Channel Institute of more than 400 channel execs revealed that job applicants need more than the usual set of related […]

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There Are Two Types of CMOs When It Comes to Channel Marketing. Which Is Yours?

By Mike Moore, VP of Channel Strategy at Averetek No matter what role you hold in your company, having the support of the C-level executive you roll up into makes your job easier, especially when it comes to securing funds and resources for programs and campaigns. But before you go make your pitch, it’s important […]

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To Combat B2B Buyer Skepticism, Let Third Parties Do Your Talking

By Michael Kelly, Director, Channel Institute Maybe it’s all of the talk about “fake news” these day, but B2B buyers are becoming increasingly skeptical of the information they see when shopping for solutions. When the Channel Institute, a training body dedicated to promoting and developing the channel profession worldwide partnered with Impertion, a channel-specific demand […]

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