Featured Posts
Growing Need For Lead Nurturing Among Channel-Focused Organizations
Because today’s B2B buyers are taking more time to research and educate themselves before engaging with a sales representative, lead nurturing is becoming a bigger priority for organizations with complex sales cycles. Highlighting the need for nurturing among channel marketers, recent research from MarketingSherpa found 79% of all marketing leads never convert into sales. “The […]
Distributors Playing A More Pivotal Role In Channel Operations
Suppliers are beginning to turn to distributors more frequently in an effort to increase brand awareness, market penetration and overall relationships with end-users. During her session at the 2012 SiriusDecisions Summit, Maria Chien, Research Analyst for Channel Management Strategies at SiriusDecisions, spotlighted how suppliers can use distributors to drive communication and engagement among partners, prospects […]
The Convergence Of CRM, PRM And Marketing Automation Presents New Opportunity For Channel Sales And Marketing Alignment
B2B organizations are furthering sales and marketing success by aligning their CRM databases with marketing automation to ensure more effective lead nurturing and optimal sales results. The promise of these more efficient business processes has caused a surge in marketing automation adoption. Benchmark research from SiriusDecisions indicates that while 18% of B2B organizations utilize a […]
Sales And Marketing Alignment Proving To Be A Tall Challenge For Channel Organizations And Partners
Sales and marketing alignment has been an ongoing struggle for B2B organizations. With the hope of creating better collaboration and shared intelligence between Sales and Marketing teams, many organizations have deployed new tools and tactics to build a shared approach to revenue generation. Alignment has proven even more complex for organizations that operate in the […]
Channel Leaders Stress Need To Change Messaging To Tap Into Tipping Point Of Mobile Solutions
Mobile has been a hot topic within customer-facing verticals such as retail, restaurant and hospitality for more than two years now. Mobile point of sale (mPOS) in particular has generated tremendous buzz within these markets, as technology and service providers strive to keep pace with new consumer trends and develop optimal solutions for end-users. In […]
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