s9800121

Channel ROI

6 Ways Your Training Program Can Give Partners Competitive Edge

By John Gentry, VP of Marketing and Alliances, Virtual Instruments When your channel partners win business, so do you. We all know this. So, how can you help your resellers capture larger pieces of increasingly competitive markets? Start with training — and then add more training, that’s more tailored and more effective. Anyone can sell […]

Read More

Marketing Best Practices In The Digital Era

By Chris Gaebler, Kaspersky Lab North America The digital era has brought about tremendous changes to the marketing industry, from content, to ROI, to measurability and everything in between. As marketers it’s our job to evolve with the times and use new and innovative methods to ensure our campaigns are effective and the results are […]

Read More

Chasing The Elusive Return On Channel Investment (ROCI)

By Jim Somers, Relayware As summer begins to wind down, many of us kick into gear with that dreaded annual exercise: Budget planning. (Group groan) If you’re an experienced channel executive, you know the channel budgeting process can be arduous and downright painful at times, especially if your CFO calls you to the mat to […]

Read More

Driving Better Results With The Right Content

By Patricia Hume, Trapit Editor’s note: Following is part one of a three-part series focusing on the importance of content discovery and curation for the channel. Part two will be published in the August 21 newsletter.  In the last blog post, we examined the importance of content to build mindshare through engagement, trust and thought leadership. […]

Read More

Maximize Partner Engagement: Identify And Incent Non-Sales Behaviors

By Dan Hawtof, VP of Business Solutions, Global Channel, parago Last spring, I hosted a webinar during which I talked about parago’s latest channel marketing survey. One thing our research pointed out was channel marketers’ desire to grow beyond pure sales incentives and start including the behaviors that support sales. But they also told us […]

Read More

Plantronics Augments Channel Partner Data With Zyme Solutions

By Brian Anderson, Associate Editor When vendors sell through channels, they sometimes don’t have a clear picture of partner demand generation and sales performance. This lack of visibility ultimately impacts bottom-line results, as there is no clear view into what’s being sold and how much is being sold. In addition, there is no way to […]

Read More

Content Marketing: The Key To Winning Partner Mindshare

By Patricia Hume, President, Trapit Editor’s note: Following is part one of a three-part series focusing on the importance of content discovery and curation for the channel. Part two will be published in the August 21 newsletter.  According to a recent Linkedin survey, 190 channel managers stated that the biggest challenges they faced with their channel […]

Read More

Channel Incentive Program Best Practices

By Jim Sullivan, Director, Channel Sales, Kaspersky Lab North America  It’s no secret that we’re in a highly competitive market in technology sales. It takes more than groundbreaking technology and innovative products to make the channel sales engine operate. Vendors can’t afford to put an incentive or program in place and simply hope for the […]

Read More

Why Your Partner Marketing Is Broken And What To Do About It

By Jared Shusterman, CEO and Managing Partner, SproutLoud  In late April at the Channel Focus Conference in Phoenix, I was reminded of an article I wrote a year ago about inefficient channel marketing programs…at risk of sounding like a  broken record, I have to talk about this again, and in more depth. It’s worth repeating […]

Read More

Simplifying Local Marketing For Brands [Infographic]

Nearly half (48%) of distributed marketers cite “lack of marketing expertise” as a top challenge, while 56% point to “maintaining brand consistency” as a channel-wide issue. Regardless of their industry, national brands struggle to streamline and automate marketing, so partners can put a more tailored, personalized spin on their content and campaigns.  This infographic, courtesy of […]

Read More