The channel didn’t need a pandemic to compel channel leaders re-think how they go to market through and with their partner ecosystems. To successfully cross the paths of business-unit decision makers on their anything-but-Waze-directed buyer’s journey, vendors and their partners have had to become increasingly agile and spontaneous. But to ensure that vendor and partner […]
The lack of a rigorous and best practice partner segmentation process seems odd when considering the millions of dollars technology vendors invest in partner recruitment, enablement and incentives. Now more than ever, vendors need to have an effective methodology in place to ensure that they are recruiting partners that have the potential to thrive in […]
Every day, we’re surrounded by tasks and processes in life that are confusing, overwhelming and downright frustrating. So why add to it by making your co-op/MDF program guidelines one of them? This white paper details how to optimize your co-op program for channel partners with the three E’s: Ease; Education; and Effectiveness. Get your copy […]
You know that corporate-sponsored local marketing programs help partners obtain results that they couldn’t achieve on their own. But what exactly is driving those results? And more specifically, how does the manufacturing industry compare? Get an in-depth look at the state of local marketing in manufacturing in this report. Check it out and find out […]
There are sure signs when a channel strategy is experiencing autopilot. Things like industry disruption, changing customer expectations, channel confusion or information overload. Are you facing one or — gasp! — more of them? If so, it’s time to give your channel engagement strategy a refresh. This E-book will provide actionable ideas to foster engagement […]
The digital transformation of partner businesses requires new skillsets and partner companies that are willing to both adapt and evolve. Digital transformation is disrupting existing channel financial and incentive models, which impact every level of the channel ecosystem. Check out this guide for best practices you can use to make your behavior-based incentive programs more […]
Frustrated with the inability to identify ROI, many channel marketers don’t recognize their market development fund program as the strategic enablement tool that it is. This is a missed opportunity because you can measure a program’s positive effect on sales. This E-book addresses this pain point by providing practical tools to measure MDF program effectiveness. […]
Any well-constructed building starts with a sound blueprint and a clear understanding of the expected outcome. In addition, there are milestones and touchpoints that confirm whether the project is on track throughout the building process. Your promotional allowance program is no different. This simple analogy may seem obvious, but many marketers have assigned to their […]
In this very crowded business landscape, it’s increasingly difficult to differentiate and gain partner mindshare. To be competitive, suppliers must offer an experience that’s customized, targeted and engaging from the partner’s, not the supplier’s, perspective. Armed with the strategies described in this white paper, you’ll learn how to create a channel engagement program designed with […]
Ensuring the success of partner organizations is getting more attention from vendors. In December, Axcient, a provider of a comprehensive set of business availability solutions, announced its Partner Success Team, an 11-member squad dedicated to ensuring its managed service provider (MSP) partners receive the highest level of service. And in February, Channel Impact, a full-service channel […]