Presented by Juliann Grant, eCoast Sales Solutions
In the software industry, the channel partnership model seems to have matured as opposed to the model in the industrial automation space. In automation, there is a catch-as –catch can attitude for lead generation, and manufacturers are not overly supportive of providing lead generation programs that will drive sales opportunities in support of their brand with their partners. Do you know if they provide Market Development Funds? What are those? What is a channel partner to do?
In this presentation, we will take a look at the different demand generation tactics that provide channel partners new ideas on how to generate more business including:
• Understanding MDF or co-op funds
• Account-based Marketing tactics to build brand awareness and new business
• Sales enablement tools that will support the sales cycle
• Tele-prospecting tactics to fill the sales pipeline
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